Wednesday 11, January 2017 by Jessica Combes

Sophos announces special partner initiatives focused on SMB in the Middle East

Sophos (LSE: SOPH) announced a new training and incentive initiative for channel partners is designed to enable them to address small and medium businesses as a focus for their go-to-market activities.

“With the growing volume of sophisticated and targeted threats across the world, small businesses without dedicated security resources are particularly challenged to stay secure. They often do not have adequate skilled security staff on board and have invested more on managing business challenges than on IT security infrastructure. The strategy of adding layer upon layer of security technologies is really no longer practical or effective. It is costly and complex and out of reach for a vast majority of businesses. Hence, we felt it is important to cater to this segment,” said Harish Chib, Vice President, Middle East and Africa, Sophos.  

He added that the initiative is intended is to help incentivise channel partners to better serve and support customers in this market segment with security knowledge and expertise. Channel partners, who meet these targets will incentivise d and rewarded by Sophos for their efforts, where they will be able to receive price discounts and credit for certification training. Sophos will also offer special pricing and rebate promotion for channel partners targeting the small and medium business end users.

Within the Middle East and Africa, Sophos has built its regional channel partner programme based on feedback from its distributors and reseller channel partners. The regional partner programme is well segmented into four different on-boarding levels with different skills certifications, sales and target activities, and rewards. 

Partners are now able to manage all Sophos solutions for every customer through the company’s centralised management platform, Sophos Central, which has Sophos Central-Partner, a specialised dashboard that allows partners to distribute licences, add new customers on demand, cross- and upsell services, drive recurring revenue and have a clear, real-time perspective on all customer activities. Partners can respond to security incidents faster and track alerts of all levels directly from the dashboard, so time spent handling incidents, including minor ones, is more productive and effective. 

The primary objective of the Sophos partner programme is to equip partners with training and resources that enable them to sell, market, distribute and implement the company’s award-winning cloud, network, server and end-user protection solutions to organisations of all sizes. It provides access to the company’s portfolio of market-leading endpoint and network security products, which have been engineered keeping its partners in mind.

The Partner programme for MEA illustrates Sophos’s commitment towards being a channel-first company that creates programmes and incentives for better channel enablement, and to accelerate Sophos partner profitability.



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