Channel Security Secrets

CSS - Bana Qashu
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[00:00:00]

lou-rabon_75_10-24-2025_103748: Hi everyone. I'm really excited to chat with our guest today. She's an entrepreneur, board member and award-winning sales expert with more than 15 years of experience shaping the technology channel. She's been recognized as a channel. Future's Top Influencer and is a multi-year recipient of CRNs Woman of the Channel Award. She spearheaded record growth and driven [00:01:00] strategic partnerships at top companies like Avant and Plex. she leads her own firm guiding strategy and managing client engagements across the global technology channel. She is the managing partner and founder at Bana Tech Consulting, Bana Cashew. Welcome to the show.

bana-qashu_2_10-24-2025_133751: Thank you so much for having me, Lou.

lou-rabon_75_10-24-2025_103748: Yeah, it's great to have you, the, the woman, the myth, the legend, Bana. Uh, the first question I have for you is, uh, you know, what, what is your secret to the great success that you've had in the channel?

bana-qashu_2_10-24-2025_133751: My biggest secret is it's not really that great or exciting. It's I use my resources, everything that's available to us within this special channel, so it's not a solo sport, and that's what makes it extra special. It's an ecosystem that's built on collaboration and it, it helps people thrive in this like [00:02:00] network of vendors, distributors, and engineers all working together to find the best solution for the customer.

So I love it 'cause it's always been customer first.

lou-rabon_75_10-24-2025_103748: Okay, so, so using your resources, that's the secret. me more about that. Like what kind of resources and how do you use them?

bana-qashu_2_10-24-2025_133751: So I could tell you, um, there are four points that I focus on on any given time, and you, you probably have seen it firsthand, by the way. Do you like that? I dress the part with goblins and, and since we're talking about security, yeah.

lou-rabon_75_10-24-2025_103748: Security and we're, you know, a couple of weeks away from,

uh, Halloween.

Yeah. Even though this may be, it aired after Halloween.

bana-qashu_2_10-24-2025_133751: It's always Halloween. You never know when you're gonna meet a goblin in the world of technology, right? And so, um, but the four things that I often focus on, it's actually a part of our mantra is, you know, we build authentic [00:03:00] relationships. I'm not out there just establishing connections. There's always a reason behind that.

Um, connection, whether it's a coaching engagement or an opportunity, it's always a partnership in my mind. Um, stay scalable and curious. You know, I'm often attending different conferences outside the channel just to learn what's happening in the overall world of technology that we live in. Um. Even after years of being in this game, we still all have a lot to learn.

Co-sell instead of loan sell. Many of us are trying to upsell our existing client base, but we have this fear of opening up about different technologies that are served within the stack. Now, I, I feel that that's going away a little bit, but it still exists. As long as we're not fulfilling the customer's full [00:04:00] stack needs, there's still an opportunity in there for us to co-sell.

So that's how you leverage that network of support. I don't need to be a subject matter expert in security because I have people like you, Lou and CDG, that I rely on every time and play the long game. These are no longer transactional opportunities. You're becoming a partner to that customer or that partner in the field or to that vendor.

And so the more you trust the process and, and the process that you're running, the greater the return. And they have served me well. So hopefully with that focus, um. On those four items, you will see the success regardless of whether or not, you know, it's in a field that we're just not comfortable. And it's okay to get outta your comfort zone.

I think customers are all open to [00:05:00] authenticity and partners alike, right? Rather than, um, just trying to fill a widget, right?

lou-rabon_75_10-24-2025_103748: Yeah, a lot of, um, themes on that, which are really relevant, that have been repetitive here, uh, you know, for across the multiple, um, guests that, that I've had on, it's the transactional sale is dead. That's, that's a hundred percent. If you're only speaking to your customer once a year at renewal time, where you're just like kind of fulfilling, waiting for them to feed you, uh, a need versus understanding what their pain points are, what their needs are, having a longer, um, kind of view of the relationship that the, the longer view wins. The other thing is, um, you know, you talked about, uh, being, feeling comfortable saying, I don't know. That's really important. And, and that's where as a team, you're, you're talking about, uh, co-selling, not loan selling. I like that. Um, that's important.

bana-qashu_2_10-24-2025_133751: Yep.

lou-rabon_75_10-24-2025_103748: Because maybe someone to just keep it close to their, their, [00:06:00] their chest and say, Hey, I'm just gonna take this on myself and figure it all out.

I want all the, the commission or whatever it is. Um. a good long-term strategy, but really also the fear, um, that you mentioned that they have when they go in and they may not be the subject matter expert. I really wanna dig into that because that's obviously one of the challenges we see in security.

bana-qashu_2_10-24-2025_133751: A thousand percent. Now, I will say, I do wanna note one thing. I've had the privilege of working on the vendor side, working on the distributor side, and working on the trusted advisor side, and now within Vanana Tech like. I'm working with, again, vendors and some of the referral partners that are uncomfortable in the seat that are looking at us as a resource because there's, there is, uh, a fear, if you will, in selling.

Technologies like security. Security is not difficult. It's [00:07:00] just nuanced. And you know what goes in parallel now with security is ai. It's the same type of sale. You're not going in and saying, oh, I got this great security solution for you. Let's implement it. I've got the perfect like vendor for you. It's not about that.

It's not a one size fits all. We all know that no two customers are the same. Their structures are not the same. Um, taking away that fear and being consultative is so important when selling security. I'm gonna go back to my golden rule that I talked about earlier, and that is. Utilize the resources.

Listen, Lou, I don't know what you're looking for in terms of security or Thank you for letting me know that you have 30. People on your staff that handle security. But what I'm here to tell you is I have the resources that'll provide you with the right security solution, or we can identify what kind of security you're [00:08:00] looking for and what application or what kind of network, fill in the blank because we all know there's so many layers of security to begin with.

Um, so being comfortable with having. That army behind you, if you will, um, to ensure that you're, you're providing your customer with more of a consultative approach. And I will tell you, I know I've been at this for a short period of time, however, it's really not that short because we've always been, even on the distribution side, I've always had the co-sell mantra instead of loan sell.

Like if you're a partner and you're not leaning in with your vendor, why should they lean in back? Like why? should there be reciprocation if there's not an understanding of how we can win together? Right. And so. I'm of that mindset because I came from direct selling. Right? And so it's important for us to [00:09:00] work together in order to ensure that that customer is, feeling that, you're, you're surrounding your customer essentially in a to put it in like a very feminine kind of way, a big old bear hug, right? Where you have the right vendors at the table, you have the right engineers utilizing the distributors, co-sell motions. Like you bring in that army, suddenly you're not that small. And in talking to some of the customers from some of my referral agents the last couple of weeks, they're tired of hearing from a consultant.

That like does the intro and sails into the sunset, like beware of that, you know, that it, that doesn't lift to those four principles of really showing 'em that you're a part of that strategy.

lou-rabon_75_10-24-2025_103748: Yeah. Yeah. Big time. So, you know what I'm hearing, and it's definitely relevant, is the, when, when the fear comes up about technology, use your [00:10:00] resources, which is your, you know, the big secret that you're revealing here and, and the resources exist on the vendor side. They exist on the, um, the distributor side. There's a lot of support out there. You just have to know how to get the end the the get that support. Who can then kind of go and attack those, those opportunities as a team? Yeah. Yeah, and it's funny because you're talking about the vendors being, um, you know, the, the vendors and the Advi Trust advisors being a team, you know, there's a reciprocation between the two. You know, I've got a saying that you, you know, how they say you can tell a person's, um, you know, kind of, uh, integrity, et cetera, the by the way that they treat. and wait staff?

bana-qashu_2_10-24-2025_133751: Yes.

lou-rabon_75_10-24-2025_103748: It's the

bana-qashu_2_10-24-2025_133751: Yeah.

lou-rabon_75_10-24-2025_103748: The way that they treat suppliers or vendors. You know, either customers or trusted advisors. The, the ones that we've not had much success with are the ones that treat us transactionally too. They're like, give us a quote, give. Don't ask, you know, they don't introduce [00:11:00] us to the customer. They don't bring us on the journey with them. They're just like, Hey, I need a quote, which we know is going to end up, will be one of three. They've already got their preferred vendor and they're just trying to fill out the other two or maybe just one more to, to, to round out.

And so we don't do business with those trusted advisors that treat us like that because. We know where that's gonna head. And it's, it's not a good way to, to interact. But the ones that wanna bring us in, they're excited. They want to take the journey with us. They wanna learn. If they don't know much about security, they know that when we go through our discovery calls, they're gonna hear the way that we, we kind of, you know, out those opportunities.

And in doing that, they, um, they learn and then we both get better and we both win more deals. So, you know, from, from our perspective, that's, that's huge.

bana-qashu_2_10-24-2025_133751: Yeah, and I, I think if I were to give the partner perspective because the market is saturated, I think there's that fear of am I truly bringing in the right [00:12:00] vendor to the table? But. I, I find it mind boggling that we're still in a quote and hope mentality that there are still, you know, because every transaction needs to be led by curiosity.

You know, whether it's you are talking to your vendors or you're talking to your distributor, um, dis the distributors are making huge investments in their engineering, um, practices. Use them. I mean, that's what they're there for. You're paying for it in a sense, right? And so, and it gives you that agnostic viewpoint.

So even if you have that discomfort of, oh, it's a new solution, you know, security is to what AI is today. And here's what I mean by the analogy. Like five years ago when, or six years ago when security, security, security, it's always, security has always been around, right? But now it's like the [00:13:00] hot, you know, I don't wanna say girl at the dance 'cause I don't wanna get in trouble.

lou-rabon_75_10-24-2025_103748: Basically, yes.

bana-qashu_2_10-24-2025_133751: But then like we brought on security companies and it's like, oh my God, nobody's selling security. And it's like, why? Why is it still the GSIs and not our channel?

lou-rabon_75_10-24-2025_103748: Mm-hmm.

bana-qashu_2_10-24-2025_133751: Well, because it's not a transactional, there is no quoting and hoping there's a discussion around the customer because there may be one time engagements where we need to determine exactly what the customer needs, or there may be a retainer opportunity where you're, you know, help helping in the solution itself.

And so. There's a gap still between awareness and action on what's happening with security is my firm belief. And because there are so many layers and, and, um, nuances, as I mentioned earlier, it's, it's just, it's a [00:14:00] forgotten question to ask. And the ask is very simple. What is keeping your CIO up at night?

Or what is keeping the IT director up at night? Okay, if it's ai, fine. Okay, this is the first, um. So someone hotter that.

lou-rabon_75_10-24-2025_103748: Yeah.

bana-qashu_2_10-24-2025_133751: Like

lou-rabon_75_10-24-2025_103748: Okay. Yeah.

bana-qashu_2_10-24-2025_133751: second one is oftentimes, often, often, I mean, I had a call yesterday with a municipality with one of my referral partners and the second item was cybersecurity. It's still is security.

And so, you know, follow up question is in what sense? Just to get an idea, you know? Again, I'll go back to the distributors. They have simple qualifying forms. Your partners like CDG, have qualifying questions that you can ask. And so leverage all those resources 'cause we are leaving opportunities on the table.

I have no doubt, you know.

lou-rabon_75_10-24-2025_103748: Big time. And the TAs that do [00:15:00] lead, or even if they don't lead with cybersecurity, they're able to answer the questions and bring in the vendors around cyber and solve problems. They're, that's putting, you know, opening a crack in the wall that allows them to start selling that TA to take business from the TAs that are not doing it because all of a sudden they're like, well, you solved that cyber problem.

Maybe that wasn't the biggest ticket item, but here's a data center problem I have. You did such a good job with the cyber problem. Let me throw some more business at you, and then all of a sudden the TAs that aren't leading with cyber, at least using it as leverage, are going to be left behind. And we're seeing that already.

bana-qashu_2_10-24-2025_133751: Yeah, for sure. And so make sure, we need to make sure we capture that. So my mission is to help bridge that gap through, um. The engagement process and helping the customer understand what that process looks like. Right. And you've heard, you've heard this in the market over the course of the last, [00:16:00] um, three years.

Like the RFP is dead or We work in reverse RFPs. You know, we too are formidable consultants in the field that are working together with our vendors, with our. Distributors to ensure the customer's successful in procuring the technology that they need to increase their business efficiencies. Security is gonna be so hot right now because of compliance around ai, and so if we're not having the conversation or asking the question immediately after.

Okay. You wanna understand AI and how to integrate it into your various divisions within the company for your internal customer, and how to implement AI strategies so that you can capture your external customer and continue to remain relevant. That's great, but how are you securing all this, you know?

lou-rabon_75_10-24-2025_103748: Exactly.

bana-qashu_2_10-24-2025_133751: It's such a great, like [00:17:00] lead in into security.

So then you start weaving in the different motions of the sale and you truly become a consultant as opposed to again, like many of 'em. Yep. um,

lou-rabon_75_10-24-2025_103748: Yeah.

bana-qashu_2_10-24-2025_133751: exciting times.

lou-rabon_75_10-24-2025_103748: It is, it really is a ai, though. A AI security and AI kind of governance is data security. And then that's where everything that you're talking about rolling to cyber. Yeah. Like if a, if a, an organization wants to use ai, if they, they are doing it in an insecure manner, meaning they're uploading sensitive information, there's things that it's hap that are happening that they have no control over.

Um. they're scared because they also don't want their, um, very sensitive, confidential data being used in a way that either could be exposed by the company they're dealing with, or, you know, uh, being used to train their models. And therefore, when someone says. Hey, company [00:18:00] X, uh, what's the revenue of Company X?

And they're like, oh yeah, we've got the balance sheet. This is, um, this is their revenue. This is their debt. You know, it's like, um, no one wants that. And so that's the, the issue with, with, yeah, you've gotta have AI and SEC cybersecurity go hand in hand for

bana-qashu_2_10-24-2025_133751: Yep. Yep.

lou-rabon_75_10-24-2025_103748: So, yeah. What, what do you say to to TAs that want to sell security that haven't sold it before?

They're nervous. I, I'm gonna, um, guess obviously you're gonna say use the resources obviously 'cause that's your secret, but, you know, what would you say to them That the ones that are afraid to like start to have those conversations?

bana-qashu_2_10-24-2025_133751: I would say, um, why first and foremost, like we live in an environment where we could be and can afford to and have the resources to, like I said earlier, lead with curiosity. Like ask all the questions, ask about the full stack [00:19:00] and then deal with. The answers after the fact to dig in a little deeper, but without asking, so I'll give an example.

If I'm talking casually right now, even with a, with a partner, right? Of Vanta Tech, I'm like, I'm asking what are you doing in terms of network? What are you doing in terms of voice? What are you doing? Like literally old school direct sales, and I picture, remember the portfolios we used to carry and hand write everything.

lou-rabon_75_10-24-2025_103748: Oh yeah,

bana-qashu_2_10-24-2025_133751: Yeah, and then you'd put it in the left hand column. You'd put down all the topics so you don't forget like any, a single part of the sale, right? In qualifying the customer what's similar, whether you're working with your partners or you're working with your customer, you're going, okay, what's your budget?

What are your goals for the year? And that way you don't forget a category because then the customer is curious and they're going, Lou, wait, time [00:20:00] out. What do you mean you do security? Can you help me? Can you explain that? You know, like how do you do network and voice, which is the world we mainly live in, right?

I mean, network, uh, voice meaning ucs, um, customer experience. I mean, we've seen security grow, so I don't want it to sound like doom and gloom. I just know there's so much more opportunity out there that we're not capturing,

and so.

lou-rabon_75_10-24-2025_103748: Yeah.

bana-qashu_2_10-24-2025_133751: So like going back to the old school, simple practices of sale, like if you need to whip out that, I know we all have 'em still.

You know that notebook where you're just like writing down on the left hand column, every single category, so you don't forget what tends to happen on a sales call. We get excited 'cause the customer's talking about a singular pain, right? And you wanna leave them talking, but then before that call is over, making sure they understand in case [00:21:00] right Lu, I might be working on a co-location opportunity six months from now and I can't wait to engage you.

Hell, I might need security today, but I never mentioned it. And so you don't know a thing about the fact that I have, you know, again, companies.

lou-rabon_75_10-24-2025_103748: Yeah.

bana-qashu_2_10-24-2025_133751: Yeah, exactly. And so don't be shy about offering like what you're able to procure on their behalf. And then leading with curiosity also means with. Asking a lot of questions like, forget the sale for, for the first call or even second call, just ask a ton of questions.

What keeps your CIO at night? Okay, you don't have a CIO. Great. Even better. 'cause the IT director is probably busy dealing with one of the big OEMs, resetting task passcodes, like I'm stuck doing with one of them. I won't say [00:22:00] who and, and there's just no time in the day and they have security. Literally as a plan for 2026.

This is a real life example and I'm like, um, can you help me understand that? Like, please elaborate. Again, am I talking about the ins and outs or whether they need a pen test or a DDoS or a, you know, heck no. No way. I won't even go there at this point. Right? I'll have to lean on some of my resources, whether it's the portals that.

People provide, or, um, the engineers that the distributors provide. So I can't repeat that, um, strongly enough, or for the last 10 years I've been saying the same thing

lou-rabon_75_10-24-2025_103748: Yeah. Yeah.

bana-qashu_2_10-24-2025_133751: Because

lou-rabon_75_10-24-2025_103748: brilliant.

the question or you're not going to find out is, is basically, you know, it's better to ask the question and say, I don't know, let me get back to you. I know someone that can help.

bana-qashu_2_10-24-2025_133751: Yeah.

lou-rabon_75_10-24-2025_103748: Being afraid [00:23:00] to ask the question and then, um, not getting the answer and then losing, to your point, leaving money on the table or even, um, allowing an opening to from another TA that's gonna go in there that does ask those questions.

bana-qashu_2_10-24-2025_133751: Yeah, exactly. And there are many that do a formidable job cross-selling into all accounts, and so they know how to leverage these resources, so

lou-rabon_75_10-24-2025_103748: big time. Big time.

bana-qashu_2_10-24-2025_133751: Yep.

lou-rabon_75_10-24-2025_103748: Ask the question no matter what, and just don't worry about going deep. It's, it's acceptable to say, I'll get back to you on that. Yeah, and, and security you also said is like the number one num, maybe number two now below ai, but still top of the list. And we're still so early, especially in the channel.

Um, and there's been a couple of iterations that they've gone. Through, right? First it was the, we're gonna hire internally, but then they would only hire, depending on the size of the company, maybe one or a couple of people that [00:24:00] couldn't really do everything they needed. Then it was, we're going to outsource to maybe a, um, an IT company.

They said, oh, the IT company says they can do that. We'll just give it to them. And this is even, you know, solidly mid-market companies, but if they're outside of like finance and healthcare, they typically won't really, you know, need a big team. They don't think, but then they find out the IT team is just charging 'em a per seat license. They don't really have the expertise to do the real security work. And then kind of third generation or iteration of that is. Virtual Chief Information Security Officer Vcso. And the problem with that model has been it's just one person and they say, okay, you should do these things. And then a month later they come back and say, did you do them right?

So, you know, our, uh, that's why obviously our model is superior 'cause we're. Bringing a team to it. It's not just one person. But I think the, it's evolving is my point. The, the, the, the way the industry is going, the way that people are consuming outsource security services, [00:25:00] it's, you know, they're going towards the more bespoke, full programmatic, uh, is that, is that consistent with what you're seeing?

bana-qashu_2_10-24-2025_133751: I think so. So just like LLMs are getting smarter by the second, the bad guys are, are always. Three steps ahead, you know? And so for us to expect one individual or, or even three to your point, to know exactly what's happening in the field, what you often find even with the mega enterprise, is until there's a breach, it's not all hands on deck, right?

And so what we wanna do is. Part of our role as a consultant when it comes to cybersecurity or security in general is to create that. Fear, doubt and uncertainty. Right? And I'm not saying scare the hell outta your customer, but we all know there are so many examples out there. Heck, some of us may have been a victim to [00:26:00] cybersecurity, though I will not be sharing that personal story today, um, because I should have known better.

But whatever should have see, like. Companies go through the should haves too. And so just know, you know, get versed in some of the simple questions that, um, emote like this, this passionate answer of, yeah, they expect me to do any, everything around here. And there's no way, like there's, you know, application data security.

You've got, you have people downloading applications every day.

I think a company knows.

lou-rabon_75_10-24-2025_103748: Yeah, there's the security operations, there's the governance stuff. There's, yeah, it's it's just way vulnerability management. It's like just a, a real incident response, proactive, you know, all of these little, they're not so little. All of these elements of. Yeah. You know, and then even when the controls are put into place, there's configuration drift where you say, okay, we [00:27:00] got it, configured it, it's good. And then somebody changes something and it

opens a hole, you know?

bana-qashu_2_10-24-2025_133751: Yeah, that's exactly right. Or, or you have a compliance team where you're having to answer to your compliance officer, but you're the IT director. It's like, which one do you want me to manage? Do you want me to manage our infrastructure as a service or the, the different compliancies that we may have missed?

lou-rabon_75_10-24-2025_103748: Yeah. Yeah.

bana-qashu_2_10-24-2025_133751: And so, um. Again, we're here to help our customers and leverage partnerships like yours in the field, um, and partnerships like the distributors that are constantly pumping information and updates around security and what's happening. And so let us leverage all that to be successful.

lou-rabon_75_10-24-2025_103748: Big time. so what about, you know, at Bana Tech, what are some of the cool, uh, challenges that you're, you're solving right now for your customers?

bana-qashu_2_10-24-2025_133751: I don't even know if I should tell you this, but like, uh, Murphy's Law works in [00:28:00] mysterious ways and so I, you know, I had this big launch plan for BTech. This is an example around security and trying to do it on your own. So here I am not, you know, I'm like, you know, I know I'm in technology. I got this, you know, so I add security to my website and I hit.

Okay, we're live. Yes.

lou-rabon_75_10-24-2025_103748: Yeah.

bana-qashu_2_10-24-2025_133751: then I get text messages, calls, uh, LinkedIn messages. Thank you to everybody that alerted me that my website's completely blocked by 96 different security providers

lou-rabon_75_10-24-2025_103748: Wow.

bana-qashu_2_10-24-2025_133751: and

am like.

lou-rabon_75_10-24-2025_103748: Was it because of the IP address? Is it hosts on Amazon or something?

bana-qashu_2_10-24-2025_133751: It's on Google. Um, but we love Google and so, um. No, I think it's because, you know, the name is very similar to [00:29:00] a name for a international consulting firm, um, an MSB that's international, not even based in the us.

lou-rabon_75_10-24-2025_103748: Yeah.

bana-qashu_2_10-24-2025_133751: their websites, uh, I don't even think is an English. And so who knew Vanek is a popular name, you know?

Um, and, uh, and so. That was interesting. That was a fun, you know, 48 hours of, and thank God, guess what I did? I used my resources and I, and I hit the bat phone and called one of my trusted security engineers and I was like, what do I do?

lou-rabon_75_10-24-2025_103748: right.

bana-qashu_2_10-24-2025_133751: is not good. You know, talk about first impressions, but that's not a cyber attack.

So now we're taking the extra precautions. I will tell you, um. It's, it's, I'm building a platform. Not an actual platform, but I'm building a back office, I should say, [00:30:00] that's formidable and scalable and sustainable over the course. You know, um, many folks are like, why are you using 13 different applications?

I'm like, because that's what it takes to run a company at a minimum, right? And so imagine what your customers are going through when not only are they running all these different applications at. Single time, you know, in a single moment. But they're also running with 200, 300 FTEs that are relying on those applications.

I cannot fathom like I have, I wrote an article during Labor Day on my appreciation for IT directors and finance folks, because stepping away from my role as C-E-O-A-K-A, janitor marketing, everything you can imagine.

lou-rabon_75_10-24-2025_103748: Right.

bana-qashu_2_10-24-2025_133751: You're, you start learning what all these different divisions go through, and [00:31:00] so we as trusted advisors and partners have the ethical responsibility to help them go through it.

And we have all these vendors and partners at our disposal to do it,

lou-rabon_75_10-24-2025_103748: Yeah.

bana-qashu_2_10-24-2025_133751: let's help 'em out. I.

lou-rabon_75_10-24-2025_103748: Yeah. Yeah. No, absolutely. Um, and, and transitioning a bit to, to personal, um, you know, I mean, you're one of the, the well-known people in the channel from, from my perspective. I mean, we had lunch, uh. know, in Dallas, and I think you, you, between bites, you were saying hi to every single person that walked in the door, who knew or they were saying hi to you because they, you know, you're just really well known and, and well, uh, appreciated in the channel.

So how did you get here? What, what got you into the channel? Especially having been direct and, and, um, elsewhere?

bana-qashu_2_10-24-2025_133751: So I got promoted from direct into the channel long, long ago, and I'm [00:32:00] like, what's a channel? And you know, going back to my initial comment about, um, establishing contacts and networks purposefully so that it's a reciprocal transaction was always important to me. My parents raised me to treat the gatekeeper like you would treat the CEO.

Like the golden rule exists today. I lead with integrity and so that's actually one of our values at Bana Tech. If you were to look at the five values that we've established and our our 10 Ws, I love those things 'cause it's the Woohoo. Um, but all kidding aside, I think, um. I'm genuine when I offer to help.

Like it's not out of, well, what am I gonna get in return? Um, because I know what we put in the universe will come back tenfold and I believe in succession and not the show, [00:33:00] although we can learn a few things from the show, but. Um, look around, like we need to empower our young people to excel because who's gonna take over?

lou-rabon_75_10-24-2025_103748: Yeah.

bana-qashu_2_10-24-2025_133751: I need to break it. So

lou-rabon_75_10-24-2025_103748: big

bana-qashu_2_10-24-2025_133751: there are, there are many things that are within my own, like beliefs and values that are important that I think I transfer. And I've always treated our vendors like partners. Um. Whether when I was a vendor, guess who were my partners were. I never beat up the TSDs, you know? Um, I never beat up the TAs, and if I did, I'm sorry, it probably was unintentional or you screwed something up in a implementation.

lou-rabon_75_10-24-2025_103748: And deserved it.

bana-qashu_2_10-24-2025_133751: There's my disclaimer or you, or you didn't respond. I mean, if you really wanna get me is don't follow up and follow through, but, um, off my soapbox, [00:34:00] but. Same thing when I was on the distribution side. I treated both the vendors and partners with equal respect, right? Like we're all working here for a why, right?

It's not personal. It becomes personal. When I'm generating revenue for my family or whatever your why is. So understand that everybody's coming from some kind of place. I'm humbled by the response of the channel. Um. I wish I was an influencer on Instagram. At least I'll get free stuff like yoga pants.

But no, my, I guess my influence has forwarded me to start Bana Tech and, um, hopefully bring a legacy to the channel that is memorable and profitable.

lou-rabon_75_10-24-2025_103748: Yeah, absolutely. Well, we're, we're, we're lucky to have you. Uh, what are the plans for, for 26? You got big and schemes.

bana-qashu_2_10-24-2025_133751: [00:35:00] Yeah, don't you think? I always do. There's always a scheme. Um, I was just told no in terms of a grant and, uh, I was upset for like 10 minutes and then I turned around. I listened to an hour worth of. The previous winners of this particular grant, and I'll tell you why I wanted the grant. Um, and then I was like, oh, that's what I missed in my application.

And I literally applied again.

lou-rabon_75_10-24-2025_103748: Nice.

bana-qashu_2_10-24-2025_133751: I was like, I blocked my calendar. And I was like, no one says no, I'm gonna try again. You know, like you. Yeah. So I wanna maintain that resiliency throughout 26 because this is not for the faint of heart right at all. And so, and, and playing the different roles. Talk about getting outside your comfort zone.

I'm terrible at operations. Horrible. [00:36:00] I'm okay with talking about my weaknesses, right? We're not

lou-rabon_75_10-24-2025_103748: Yeah.

bana-qashu_2_10-24-2025_133751: All perfect. Um,

lou-rabon_75_10-24-2025_103748: Not even close. Yeah,

bana-qashu_2_10-24-2025_133751: but this is forcing me to like, do. Project management with monday.com and build a CRM. And I'm going, this is so not me, but I have to learn it. You know, it's similar to selling security. You just do it right.

lou-rabon_75_10-24-2025_103748: Yeah.

bana-qashu_2_10-24-2025_133751: And then, um. So the big plans are to hire an intern. Um, I am planning on, um, integrating a couple of agents. I'm waiting on some of these companies. I'm doing a lot of research, like, um, I'm headed to the Nvidia conference next week, which by the time this airs, I would've been there already.

lou-rabon_75_10-24-2025_103748: Yeah.

bana-qashu_2_10-24-2025_133751: But again, it's that constant curiosity of what's happening out there so that I can really train those agents to do the administrative work so that my intern can do real work.

Um, hopefully the scalable big [00:37:00] plans are to be successful with my vendor. I, 'cause I'm consulting with a couple of vendors on their go-to market strategy, into our channel, um, so that I could scale employees.

lou-rabon_75_10-24-2025_103748: And then

you don't

have to deal.

bana-qashu_2_10-24-2025_133751: right.

lou-rabon_75_10-24-2025_103748: With the ops

bana-qashu_2_10-24-2025_133751: Well, the, the employees that want are like, yeah, I mean, I won't say too much, but the employees that I really wanna engage in is, is, um, sales channel.

I don't need, I have a marketing team that's pretty solid, as you have seen from some of our, um, execution. But, um, I don't know what 26 will bring though, but I have big plans. I have an event that I'm planning, um, you know, I. I watched, and this is not a dig on men, not at all. But I watched so many CEOs go to these like great retreats and I've major fomo, you know, and so it's time.

lou-rabon_75_10-24-2025_103748: Yeah.

bana-qashu_2_10-24-2025_133751: And I [00:38:00] understand why we're not invited. Like, can you imagine me telling my husband, oh yeah, I'm just going to hang out with 12 men at a house in the middle of God knows where that'll go over. Well, we're not that modern, you know? And so, um, there are little things here and there that I, I plan on doing, but hopefully more than anything, um.

I wanna prove to myself that it can be done. This is not, this is not a means to an end. This is it. Like we're gonna scale, we're gonna be profitable, and it will be a sustainable business that, you know, hopefully can employ some of the best people in the channel.

lou-rabon_75_10-24-2025_103748: Definitely I, I can feel it, but

bana-qashu_2_10-24-2025_133751: so,

lou-rabon_75_10-24-2025_103748: it's not for the faint of heart, like you no.

those first, You know, respect for, you know, you know, putting out your, your hanging your shingle and putting out your [00:39:00] stomping some, some territory for yourself and, uh, it's gonna be a wild ride. But ultimately I can tell based on your personality benefit, it's gonna be successful for sure. There's no doubt.

bana-qashu_2_10-24-2025_133751: Well, and I couldn't have done it without, um, cheerleaders like yourself, Lou, like you've always been supportive. So I really appreciate it. And you know, coaches, right? You know. Mentors, however you wanna describe 'em. Listen, sometimes their advice can apply today, but sometimes it applies later. You know, like I, I learned that Bana Tech wasn't really original.

It's something like one of the TAs mentioned to me four years ago to lunch, and he's like, good to see you. Like. Go for it, kid. And I was like, oh my God, I owe you a Yeti with,

lou-rabon_75_10-24-2025_103748: Yeti, definitely.

bana-qashu_2_10-24-2025_133751: that's all I can afford right now. But soon, soon it'll be bigger.

lou-rabon_75_10-24-2025_103748: Those were, those were not cheap. That's actually really [00:40:00] good.

bana-qashu_2_10-24-2025_133751: No, but yeah.

lou-rabon_75_10-24-2025_103748: What about outside of work? What, what do you do, uh, you know, to, to keep your sanity and, and have some fun?

bana-qashu_2_10-24-2025_133751: Oh, thanks for asking. I, um, I'm back to my regular yoga practice because part of, um. My commitment to everybody that's engaged with Bana Tech is to stay healthy. Although I haven't slept since August and I've lost 14 pounds. Who knew that starting a business was better than any kind of anything else, but, um, I'm not gonna complain.

It's probably not sustainable, but we're gonna enjoy it while it's here. And, um, I'm planning like a wellness retreat next year. Um. Now I could do, I have, I could have always done 'em by the way. Right. But I'm choosing to, um, really make, make that a priority, so

lou-rabon_75_10-24-2025_103748: Yeah. And it is a [00:41:00] choice.

bana-qashu_2_10-24-2025_133751: Yeah.

lou-rabon_75_10-24-2025_103748: Yeah. Lifestyle and uh, and yoga coach and teacher,

bana-qashu_2_10-24-2025_133751: Yeah,

lou-rabon_75_10-24-2025_103748: That's awesome. I'll definitely sign up for the wellness retreat. Let me know what

bana-qashu_2_10-24-2025_133751: that'd be awesome. It's until skinny, we're finalizing it actually.

lou-rabon_75_10-24-2025_103748: okay. Yeah, well, I'm definitely interested

for

bana-qashu_2_10-24-2025_133751: Because like, who doesn't want yoga and wine and meditation? And we're gonna do some Ayurveda and, uh, I'm, I'm in finalizing the, the, it's a luxury hotel. I mean, in the middle of like, between Florence and Tuscany

lou-rabon_75_10-24-2025_103748: Oh my gosh. Yeah.

Like be awesome. Yeah.

bana-qashu_2_10-24-2025_133751: Now.

lou-rabon_75_10-24-2025_103748: Make sure you post that info. Uh, where, where can people connect with you?

bana-qashu_2_10-24-2025_133751: Um, you can connect with me on LinkedIn, um, by just searching Bana Cashew, qa no U after q, um, SHU, and bana@banatechconsulting.com. So check out our website. Should be good to go. And if [00:42:00] it's not, make sure you contact me.

lou-rabon_75_10-24-2025_103748: gonna check after this. Yeah, I'll, I'll let you know if, if I get blocked. Yeah. Yeah.

bana-qashu_2_10-24-2025_133751: So

lou-rabon_75_10-24-2025_103748: Ana Cashew, it's been so great to hear the secret of your success. Feel your passion. It's like coming through the, the mic, the speaker, the screen. You're just like really passionate about this stuff for technology solving problems. Really appreciate you being on the show.

bana-qashu_2_10-24-2025_133751: thank you so much for having me, and reach out if you need anything at all. Anybody. So here to help.

lou-rabon_75_10-24-2025_103748: Yeah, Bana iss, definitely available. Uh, thanks to everyone else that's, uh, watching and are listening. If you learn something today or laughed, please tell someone about this podcast. Thanks again, Bana. And this has been another exciting episode of Channel Security Secrets. See you next time.

[00:43:00]