Sophos Launches New Strategy

Sophos announced the launch of its 100 percent channel sales strategy in North America

Dark Reading Staff, Dark Reading

April 9, 2007

3 Min Read

BOSTON -- Sophos, a world leader in IT security and control, today announced the launch of its 100 percent channel sales strategy in North America. The new Sophos Partner Program introduces three partnership levels—Platinum, Gold, and Silver—and embraces a bi-directional value model that fosters collaborative partnerships between partners and Sophos.

“Driving rapid growth in the North American market is central to Sophos’s overall global strategy,” said Mark Hatton, president, Sophos North America. “We just completed a record-breaking year for sales in this market and a major part of that was the contribution from our channel. Adopting a 100 percent channel model will help to ensure our continued rapid growth in North America this year and beyond.”

Sophos currently averages annual growth above the industry, with North American market gains averaging closer to 50 percent.

“The new Sophos Partner Program meets our partners' requirements of driving value into the marketplace through innovation, best-in-class programs as well as increased investment in people, systems and marketing," said Michael Rogers, vice president of North America alliance, channel & OEM sales.

The Sophos Partner Program features tiered benefits to partners that reflect Sophos’s strong commitment to strengthening security and control throughout the network. Sophos Channel Sales teams provide a deep level of support and are highly responsive to partners. The Program offers distribution of high quality leads to qualified partners, on-line deal registration and dedicated pre-sale and post-sale support. Extensive marketing support and comprehensive training programs are available to enable partners to grow their businesses through new customer acquisitions and incremental sales.

"We welcome Sophos's commitment to providing the resources and unique programs that help partners like Softchoice grow their business," said Steve Leslie, Sr. Vice President of Sales and Marketing for Softchoice. “By offering deal and lead registration, protection of margins and having a strong account management team in place, partners can concentrate on the customer and less on the logistics and backend of the business–that is paramount.”

Unlike its competitors, Sophos has structured a partner program that promotes inclusiveness and benefits for partners at every level. Partners at all levels are invited to market Sophos’s complete line of products. As a result, resellers operating in various regions and industries are able to offer their customers critical security solutions such as comprehensive endpoint security, network access control, web security and email security.

“Choosing providers is more than just selecting top technology. I look for partners that give Insight Enterprises an opportunity to excel,” said Steve Gagliano, Vice President of Software Product Management, Insight North America. “Knowing Sophos’s past commitment to our mutual success, I am looking forward to the benefits available to us through the new program.”

“The recognized importance of security and control creates immense market opportunity for Sophos,” continued Hatton. “We have a long history of working successfully with channel partners in North America, and we intend to meet market demand by deepening those channel relationships, particularly with partners that exhibit our same philosophies and aggressive goals.”

Sophos plc

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Dark Reading Staff

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