Three vendors that are bringing SASE technology to the channel

Frank J. Ohlhorst
29 November 2019

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When Gartner's leading security analysts, Neil MacDonald, Lawrence Orans, and Joe Skorupa defined a new model of secure access called SASE, many were skeptical that the idea would take hold. However, Secure Access Service Edge (SASE) is garnering a great deal of interest across enterprises large and small. That interest has driven numerous vendors to offer SASE based solutions and a few of those vendors are embracing the channel as a mechanism to further SASE into the enterprise.

What makes SASE so important is that the technology has the potential to invert the established networking and security service stack from one based in the datacenter into a design that shifts the focal point of identity to the user and the endpoint device. That shift fits squarely into the realm of the solution providers, especially those in the MSP and MSSP space.

In other words, SASE creates a new opportunity for solution providers to bring security to the networks and endpoints that they manage. However, that opportunity can only be realized if those vendors promoting the SASE ideology are willing to engage with the channel.

Case in point is Cato Networks, which launched a global partner program designed to give partners access to Cato's cloud based SD-WAN platform.

The company stated it designed the new partner program from the ground up to help its partners shorten their sales cycles, improve onboarding, margin opportunities and expanded revenue streams.

"Since its inception, Cato has focused on making networking simpler. But simplicity isn't just about our service; it's also about how we partner," said Shlomo Kramer, CEO and co-founder of Cato Networks.

"We enable partners to profit from digital transformation no matter the opportunity. Whether it's SD-WAN as an MPLS replacement, secure branch internet access, optimized global connectivity, facilitating cloud adoption, or mobile access."

Cato's partner program consists of two partner tiers, requiring no capital investment, with training and certification offered at no cost.

Purveyor of SD-WAN technology ZScaler is also looking to promote SASE into the channel and is offering a nascent channel program that is geared to bring revenue opportunities to solution providers. The company has already partnered with global and regional service providers to deliver their SD-WAN products into the enterprise. The company offers four different levels of partnership for the channel, with perks available such as deal registration and MDF.

"Zscaler was built for the cloud, and we are dedicated to continued innovation so that our customers have a holistic way to securely navigate their cloud transformation," says Zscaler founder and CEO Jay Chaudhry.

It's also worth noting that traditional firewall and security appliance vendors are trying to get into the secure SD-WAN game. Take for example SonicWall, which is now touting the availability of a software-defined perimeter (SDP) integrated into its SonicWall Cloud offering. The company has partnered with Tel Aviv-based Perimeter 81 to bring a Zero Trust architecture to SonicWall's offerings.

"Partnering with Perimeter 81 will enable SonicWall to make available a Zero Trust network that can extend to any endpoint within the context of an existing Capture Security Services offering SonicWall currently provides." Said Bill Conner, SonicWall's CEO.

SonicWall offers a robust channel program in the form of SonicWall SecureFirst Partner Program, which offers several tools for education, certification, and support.

As software defined technologies start to impact cybersecurity, solution providers will have more opportunities to partner with vendors to deliver cloud based security services to their customers, perhaps creating another revenue stream built around a service.