Sophos Partner Program Guide

7/21/2019 Sophos Partner Program Guide

http://slidepdf.com/reader/full/sophos-partner-program-guide 1/29

Sophos PartnerProgram

ABOUT THIS GUIDE

UK, Ireland and Channel Islands

PROGRAM OVERVIEW

THE SOPHOS ADVANTAGE

TRAINING AND CERTIFICATION

SELLING AND ENGAGEMENT

GENERATING DEMAND

KEEPING YOU INFORMED



2Sophos Partner Program | UK, Ireland and Channel Islands

PROGRAM OVERVIEW




GENERATING DEMAND


Sophos Partner Portalpartnerportal.sophos.com

ABOUT THIS GUIDE

This partner program guide is intended to help you do business

with us. We explain our partnering philosophy and customer

value proposition. We also provide an overview of our trainingand certification program and the sales and marketing

tools to help you generate demand and sell our solutions.

The Sophos Partner Portal is your source for the most up

to date information about the Sophos Partner Program and

contains the materials referenced in this guide.

Program

OverviewThe Sophos

Advantage

Keeping

You

Informed

Training

and

Certification

Selling

and

Engagement

Generating

Demand

Understanding

our partneringphilosophy and

leveraging our

relationship

successfully

Leveraging the

strengths ofSophos products

and business

benefits with

your customers

Achieving

certificationto sell and

support our

industry

leading security

solutions

Learning the

systems andprocesses to

drive joint

business

opportunities

Going to market

with Sophosmessaging,

campaigns and

assets

Staying

up-to-dateon Sophos and

our solutions

http://partnerportal.sophos.com/





PROGRAM OVERVIEW




GENERATING DEMAND



Accelerating your profitability

We work hard to ensure that we deliver strong growth

and consistent contributions to your bottom line.

• Cover all of your customers’ security needs with

an integrated product suite—complete security

• Highly competitive discounts to reward you for

your investment in Sophos• Deal Registration to support your sales efforts and

drive predictable profits

• Active engagement with local sales and product

specialist teams to provide support when you need it

• Training and development to expand your expertise

in selling our complete security portfolio

• Additional business opportunities based on

services and support

Growing and expanding your customer base

Your business thrives and grows on satisfied customers.

We consistently deliver high customer satisfaction year after year.

• Sophos’ complete security strategy and comprehensive

offerings mean you can give your customers better

protection and better value

•Access to in-house 24/7/365 staffing of the industry’sleading customer support team—providing support in your

local language

• An unyielding commitment to customer satisfaction that

allows you to build a strong recurring revenue stream and

take advantage of extensive cross-sell opportunities

Creating demand for your business

We help you expand the value of your brand and the strength

of your reputation.

•Marketing investment support

• Demand generation programs and marketing assistance

to drive effective campaigns

• Complete security suites that you can cross-sell into your

customer base

• Professional service offerings

PROGRAM OVERVIEW

Our partner philosophy is simple: Your success is our success

Our 100% channel-focused sales model means you are the key to our success. We are committed to helping you

grow your business and expand your profits, your customer base and your market presence. And all based on a simple,

effective and honest relationship.






PROGRAM OVERVIEW




GENERATING DEMAND



Program Structure

We know that your business is unique and that no two partner

business models are the same. Our program is designed to drive

value for you, regardless of whether you want to simply resell

our products, sell implementation services or set up a dedicated

security practice. We are committed to making it easy for us

to work together in a manner that best suits your business

requirements. We invest heavily in those partners who commit

to growing their Sophos business. The more you invest in us,

the more you will be rewarded.

All partners, regardless of level, benefit from deal registration

and higher discounts for partner-sourced business. We also

give you access to our dedicated channel sales, marketing

and technical support teams. Many of these services are also

available through your distribution partners.

Partner levels

Instead of a “one size fits all” approach to our partners we

have three partner levels that align to how you want to invest

in Sophos. We offer all our partners a standard base discount,

with partner levels determined by billings and certification

achievements.

Platinum Partners

Meet or exceed our highest billings attainment and new business

targets and have invested significantly in sales and technical

skills development and accreditation.

Gold Partners

Demonstrate significant commitment to selling our products

and achieve certifications.

Silver Partners

Sell and promote our products as part of their security portfolio.

Minimal investment required.






PROGRAM OVERVIEW




GENERATING DEMAND



Reseller Partner

This program is designed for partners whose business model

rests on recommending and fulfilling the right technology to

customers. As a reseller, you meet the needs of your customers

through the delivery of robust security solutions. Resellers also

look to Sophos to help provide pre- and post-sales support

during the buying cycle. The basic entry level is silver reseller

and requires the minimum level of requirements. Anything over

and above that level requires additional commitments in terms

of billings and training and certification.

Solution Partner

As a solution partner you focus a large part of your business on

Sophos security and offer consultancy and professional services,

while actively driving Sophos business opportunities. This higher

level of commitment is matched with incremental discounts.

Reseller and Solution Partner Tracks

In addition to the above partner levels, we also offer a reseller partner track and a solution partner track.

Irrespective of which track you fall into, you are still aligned to one of the three partner levels .






PROGRAM OVERVIEW




GENERATING DEMAND



Discount Structure

Our goal is simple. We want you to successfully expand your

business while providing your customers complete security

without complexity. We are committed to making it rewarding—

and easy—for you to sell Sophos.

Predictable. Equitable. Reliable. That is what you can expect

when working with us. No surprises. No haggling. No hassles.

Partner discounts—United Kingdom

Base discount

All partner levels receive a base discount, regardless of their

partner level. A base discount applies to all products on the

price list, regardless of lead origin or any other considerations.

Enhanced discount

A partner will receive enhanced discount for the following

business:

Partner Originated new business

Enhanced margin is available on partner originated new

business. The discount increases for each partner level. A higher

enhanced discount is available for Solution Partners. The deal

must be originated and registered by you and not previouslyexist in the Sophos CRM system.

Incumbent renewals

Originate and maintain customer subscriptions and you may

also be eligible to receive incremental incentives and rewards.

Suggested discounts for professional services, maintenance,

support services and hardware appliances are available on the

Partner Portal or from your Account Manager or Distributor.

Silver Gold Platinum

Reseller Partner Base 15 15 15

Reseller Partner Originated 25 30 35

Renewal 15 15 15Incumbent Renewal 15 25 30

Professional Services 10 10 10

Maintenance 10 10 10

Support Services 10 10 10

HW Appliances 15 15 15

SilverSolution

GoldSolution

PlatinumSolution

Solution Partner Base 15 15 15

Solution Partner Originated 30 35 40

Renewal 15 15 15

Incumbent Renewal 25 30 35

Professional Services 10 10 10

Maintenance 10 10 10

Support Services 10 10 10

HW Appliances 15 15 15

Please note that if you buy via a distributor then discounts are

determined by the distributor and these are recommendations only.






PROGRAM OVERVIEW




GENERATING DEMAND



Program Requirements and Benefits for Reseller Partners

Performance Silver Gold Platinum

Annual billings £100,000 £400,000

Partner originated sales percentage 60% 60%

Renewal rate 70% 70%

Certifications Silver Gold Platinum

Sophos Certified Sales Consultant recommended 2 2

Sophos Certified Engineer recommended recommended 1

Program requirements for Reseller Partners

On-boarding Silver Gold Platinum

Online enrollment form 3 3 3

Online agreement 3 3 3

Business plan/quarterly business review by invitation 3

“The personal relationship Sophos offers to partners is above and beyond other partnership

deals. Sophos invests in its partnerships to ensure they are fruitful. With training courses

to improve technical and sales competency, Sophos is helping partners differentiate

themselves in the market place. In addition to this, the partner portal with on-demand

information – complemented by an easily accessible sales support team – means that

partners are never left to sell in the dark.”

— Steve Cox, CTO, TSG






PROGRAM OVERVIEW




GENERATING DEMAND



Marketing Silver Gold Platinum

On-boarding kit 3 3 3

Use of partner logo 3 3 3

Specialization certificate 3 3 3

Partner listing on www.sophos.com 3 3 3

Access to Partner Portal (content and tools) 3 3 3

Partner communications program 3 3 3

Participation in Partner Conference by invitation 3 3

Joint marketing programs by invitation 3 3

Marketing assets/lead generation tools 3 3 3

Marketing development funds by invitation priority

Partner satisfaction survey 3 3 3

Partner advisory council by invitation by invitation by invitation

Sales Silver Gold Platinum

Sales account coverage named internal CAM Field CAM/BDM Field CAM & Internal Team

Sales engineer coverage case-by-case priority priority

Sales tools 3 3 3

Access to Partner Portal

(online quoting, pricing, ordering tool)

3 3 3

Access to competitive information 3 3 3

Leads eligible eligible

Sales incentives and promotions by invitation 3 3

Not-for-resale licenses up to 10 up to 50 up to 100

Product evaluations 3 3 3

Interactive Showroom (web-based demo

environment)

3 3 3

Deal registration program 3 3 3

Program benefits for Reseller Partners


http://www.sophos.com/






PROGRAM OVERVIEW




GENERATING DEMAND



Training Silver Gold Platinum

Web-based sales training and assessments 3 3 3

Web-based technical training and

assessments3 3 3

Virtual instructor-led technical training labs 3 3 3

Instructor-led roadshow for technical and

sales enablement

by invitation by invitation by invitation

Instructor-led classroom training with labs by invitation by invitation by invitation

Program benefits for Reseller Partners (continued)

Support Silver Gold Platinum

Technical support standard standard standard

Beta program recommended recommended recommended

“The Sophos and Somerbys IT partnership is a joy to be a part of and most critically it makes

simple financial sense. Sophos is now almost the only security vendor we sell because

of the exceptional partner programme it offers. Sophos’s key differentiator is that it doesn’t

compete with us directly and therefore doesn’t impinge on our margin or our relationship with

customers - this is certainly not true of other security vendors. Sophos clearly believesin good business relationships, whether that be with the customer, with the partner or with

the account manager - and we thoroughly support this.”

— Jonathan Appleton, Managing Director, Somerbys IT






PROGRAM OVERVIEW




GENERATING DEMAND



Program Requirements and Benefits for Solution Partners

Performance Silver Gold Platinum

Annual billings £200,000 £800,000

Partner originated sales percentage 75% 75% 75%

Renewal rate >80% >80% >80%

Selling Multiple Products Minimum 2 Minimum 3 Minimum 4

Security practice 3 3 3

By invitation 3 3 3

Certifications Silver Gold Platinum

Sophos Certified Sales Consultant 1 5 10

Sophos Certified Engineer 1 3 5

Sophos Certified Architect 1 2 5

Program requirements for Solution Partners

On-boarding Silver Gold Platinum

Online enrollment form 3 3 3

Online agreement 3 3 3

Business plan/quarterly business review 3 3






PROGRAM OVERVIEW




GENERATING DEMAND



Marketing Silver Gold Platinum

On-boarding kit 3 3 3

Use of partner logo 3 3 3

Specialization certificate 3 3 3

Partner listing on www.sophos.com 3 3 3

Access to Partner Portal (content and tools) 3 3 3

Partner communications program 3 3 3

Participation in Partner Conference by invitation 3 3

Joint marketing programs by invitation by invitation 3

Marketing assets/lead generation tools 3 3 3

Marketing development funds by invitation priority

Partner satisfaction survey 3 3 3

Partner advisory council by invitation by invitation by invitation

Sales Silver Gold Platinum

Sales account coverage named internal CAM Field CAM/BDM Field CAM & Internal Team

Sales engineer coverage case-by-case priority priority

Sales tools 3 3 3

Access to Partner Portal (online quoting,

pricing, ordering tool)3 3 3

Access to competitive information 3 3 3

Leads eligible eligible

Sales incentives and promotions by invitation 3 3Not-for-resale licenses up to 10 up to 50 up to 100

Product evaluations 3 3 3

Interactive Showroom (web-based demo

environment)3 3 3

Deal registration program 3 3 3

Program benefits for Solution Partners








PROGRAM OVERVIEW




GENERATING DEMAND



Training Silver Gold Platinum

Web-based sales training and assessments 3 3 3

Web-based technical training and

assessments3 3 3

Virtual instructor-led technical training labs 3 3 3

Instructor-led roadshow for technical and

sales enablement

by invitation by invitation by invitation

Instructor-led classroom training with labs by invitation by invitation by invitation

Program benefits for Solution Partners (continued)

Support Silver Gold Platinum

Technical support standard standard standard

Beta program recommended recommended recommended

“We’re extremely pleased to have won the new business award for a second year.

It’s testament to the strong strategic partnership existing between Trustmarque and Sophos

and to the work we have achieved over the past few years. Looking forward, the

combination of our new managed service delivering Sophos’ Mobile Device Management

solution, and Sophos’ new complete security suites, gives me confidence that, while we

have had great success over the past few years, next year will be even better.”

— Robert Newburn - Head of Information Security & Managed Services at Trustmarque






PROGRAM OVERVIEW




GENERATING DEMAND




Addressing your customers’ concerns

• Our complete security solutions cover all of your customers’

security needs

• Our products are easy for system administrators to use,

with minimal impact on the end user

• Our products enhance user productivity, optimize network

resources, and prevent downtime

• We secure sensitive information and comply with data

protection regulations

•

Our best-in-class 24/7/365 support with in-housetrained engineers

Leverage our strengths to grow your market presence

Expertise: A global network of threat analysis centers –

SophosLabs – with a deep understanding of malware, data

protection and security policy and over 25 years’ experience

in developing the best technology to protect against rapidly

evolving threats

Financial: Established and financially stable, enabling us to

invest ahead of the current market demands, and anticipate

future needs with leading technologies

Products: Award-winning, analyst and customer endorsed,reliable software and hardware solutions, simplifying security

and enabling small, medium and large public and private

organizations to focus on their business

Support: Award-winning technical support available to

all customers

Business focus: Products designed for business only and

first-class technical support teams offering immediate response

to all inquiries, freeing you up to sell rather than support

Customer satisfaction: Trusted by over 100 million users

with unrivaled levels of customer satisfaction leading to high

renewal rates

There are many vendors that provide protection from threats. But only Sophos provides complete security without complexity.

We have the products, reputation, financial stability and global recognition as an industry leader.






PROGRAM OVERVIEW




GENERATING DEMAND



Stopping threats and protecting your customers’ data is what we

do. And, our job is to do that comprehensively, without making

it complicated for you or your customers. So our products are

engineered to eliminate complexity and our licensing is too.Your customers can get everything in one license with our

Complete Security Suites. Or they can mix and match any of our

products and appliances to extend their protection - wherever

they need it. And, because we cover all your customers’ security

needs they’ll get protection that works better together, at a

better value for them and more discount for you.

We’ve got it all covered

Unified Protection (UTM): One appliance that eliminates the

complexity of multiple point solutions. It gives your customers

complete security to stop the viruses, spam and hackers thatthreaten to compromise their business.

Endpoint Protection: Everything your customers need to stop

malware and protect their data in one console. It’s fast, effective

and complete security for all users, wherever they are.

Data Protection: Confidential data needs protection, and your

customers need to prove it’s protected to the regulators. Our

encryption and data loss prevention (DLP) stops data breaches

and lets users securely access, share, store and recover data.

Mobile Protection: Protect smartphones and tablets from

malicious apps, encrypt data and get back security controlfor all mobile devices. Customers can securely access emails,

remotely lock or wipe a device that goes missing.

Web Protection: Make web access safe and productive with a

remotely monitored appliance. Keep your customers safe on the

web and help them stop threats right at the network gateway.

Network Protection: Protects your customers against

sophisticated types of worms and hacker exploits that a firewall

alone can’t stop. Integrated VPN technology provides secure

connections and remote access.

Email Protection: Secure your email with our softwaresolutions, or choose a remotely monitored appliance. We make

deploying email encryption and DLP couldn’t be any easier.

Web

Unified

Email

Mobile

DataNetwork

Endpoint

C o m p le te Sec u r i t y

A c t i v e

P r o

t e c t i o n W i t h

o u t C

o m

p l e

x i

t y

K e e p

p e o p l e w

o r k i n g S t o

p

a t t a

c k s a n d

b r e

a c h e

s

R e d

u c e

a t t

a c k s

u r f a c

e P r o

t e c t

e v e r y w

h e r e

Sophos Products - Complete Security Without Complexity


https://partnerportal.sophos.com/products/unified.aspx

https://partnerportal.sophos.com/products/endpoint.aspx

https://partnerportal.sophos.com/products/data.aspx

https://partnerportal.sophos.com/products/mobile.aspx

https://partnerportal.sophos.com/products/web.aspx

https://partnerportal.sophos.com/products/network.aspx

https://partnerportal.sophos.com/products/email.aspx

https://partnerportal.sophos.com/products/email.aspx

https://partnerportal.sophos.com/products/network.aspx

https://partnerportal.sophos.com/products/web.aspx

https://partnerportal.sophos.com/products/mobile.aspx

https://partnerportal.sophos.com/products/data.aspx

https://partnerportal.sophos.com/products/endpoint.aspx

https://partnerportal.sophos.com/products/unified.aspx





PROGRAM OVERVIEW




GENERATING DEMAND



Complete Security Suites

Our Complete Security Suites make it simple for you to extend

the protection of your customers, and your share of their

security budget. Our Suites let you:

• Win more customers: more protection for their securityspend that no other vendor can match

• Sell more than just anti-virus: increase the value of every

sale and retain your customers longer

• Shorten the sales cycle: sell one complete security suite

instead of 5 complicated point products

The Complete Security Suites explained

Sophos Complete Security Suite

• Combines endpoint, data, email, web, server and mobile

protection—all in one license

• Endpoint protection that blocks malware and controls devices,

applications, data and network access

• Full-disk, email and file encryption, together with data control

• Web protection at the gateway and endpoint to protect

users everywhere

• Email protection to block spam, viruses and control

sensitive data

• Control of iOS, Android, Blackberry, and Windows

mobile devices

•

Sophos Data Protection Suite

• Combines data, endpoint and email for complete data protection

• Integrated full-disk, file, and email encryption

• Consistent DLP policies across endpoint and email

• Endpoint protection that blocks malware and controls devices,

applications, data and network access

Sophos Web Protection Suite

• Combines our web and endpoint protection in a single license

• Uses the endpoint to scan for web threats when users are on

or off the network

• Monitor activity and control web usage everywhere from

our web console

• Works better together with endpoint protection that

blocks malware and controls devices, applications,

data and network access

Sophos UTM

• Manage protection from our central, browser-based interface

• Integrated firewall, intrusion prevention, web control

and email security

• Secures branch offices with our plug-and-protect Sophos

Remote Ethernet Device (RED)

• Protect wireless networks and provide secure Wi-Fi access

• Hardware appliance, virtual appliance or software-only

available


https://partnerportal.sophos.com/%20better-together/complete-security-suites.aspx

https://partnerportal.sophos.com/%20better-together/complete-security-suites.aspx





PROGRAM OVERVIEW




GENERATING DEMAND



2012 Sophos Awards and Recognition

Year after year our products and people are recognized by analyst firms, the media and industry organizations. It’s proof that

we offer the best protection possible and make it easy for your customer to choose what’s best for their business.

Virus Bulletin: Sophos Email Appliance wins anti-spam comparative test VB100 award

Gartner: Sophos is the only security vendor to be positioned as a Leader in key Magic Quadrants.

For Endpoint Protection Platforms, Unified Threat Management and Mobile Data Protection

Information Week: Sophos Endpoint Anti-Virus/Anti-Malware tops IT

evaluations of nine antivirus/anti-malware vendors

CRN Data Center 100: Sophos named to CRN’s list of the 100 Data CenterTechnology Players that solution providers and their customers need to be aware of

Info-Tech Research Group: Sophos Recognized as Champion in Endpoint

Encryption Vendor Landscape Report

SC Magazine: Sophos UTM received several SC Magazine awards, including the 2012 Reader Trust

Award for Best Email Security and several five-star ratings, including application control and email

content management

SC Magazine: Sophos named Vendor of the Year at the 2012 SC Magazine Awards (Australia)

CRN ARC: Client Security Vendor of the Year 2011 (North America)






PROGRAM OVERVIEW




GENERATING DEMAND




Our goal is to equip you with the tools and training you

need to sell and deliver our complete security solutions.

Our training and certification program is a full curriculum of

enablement materials and courses, designed to increase the

skills and competencies of your sales and technical

professionals. We make it easy for you to choose and achieve

certifications for your specialized disciplines. In addition,

you can take advantage of a variety of local webcasts,

roadshows, and on-going enablement events to stay

current in your knowledge of Sophos and IT security.

Certification levels

There are three certification levels in our Training and

Certification program: Certified Sales Consultant, Certified

Engineer, and Certified Architect. Certifications are grouped

according to key learning objectives, so it’s clear which courses

best suit your needs and business model. Sophos offers flexible

delivery methods for our trainings to minimize travel and time

out of the field for sales and technical staff. By choosing your

own product area specializations, you can be sure you get

the training you need to meet your unique business model

and goals.






PROGRAM OVERVIEW




GENERATING DEMAND



CertificationLevel

LearningObjectives

Product Areas

Specializations

Primary DeliveryMethod

Requirement to AchieveCertification (>80% = pass)

EstimatedTime

Cost toPartner

Sophos

Certified

Sales

Consultant

Company, Product and Sales

Overviews

• Articulate the value of Sophos

and Complete Security• Understand the threat

and what drives value for

customers

• Know how to qualify and

position Sophos products

• Understand competitive

differentiation and proof points

• Handle common objections

• Sophos and

Complete Security

• Endpoint Protection

•

Data Protection• Email Protection

• Web Protection

• Mobile Protection

• UTM/Network

Protection

Online Pass 3 Sales Assessments

(including the Sophos

and Complete Security

assessment)

½ day No cost to

partner

Sophos

Certified

Engineer

Technical Overviews and

Engineering Labs

• Master technical features/

functions

• Demonstrate competitive

differentiation

• Complete preliminary

solution design

• Validate that technical

solution works in customer

environment; proof of concept

• Complete an RFP

• Do a simple deployment


• Data Protection

• Email Protection

• Web Protection

• Mobile Protection

• UTM/Network

Protection

Online

and Virtual

Instructor-led (VILT)

Option to have as

classroom led

Pass 2 Technical Overview

and 2 Engineering Lab

assessments

1- 2 days No cost to

partner *

Sophos

Certified

Architect

Advanced Deployment Labs

• Design and architect solution

• Size and scope solution to fit

custmer environment

• Configure , install and set up

• Understand console bestpractices

• (UTM ) Trouble shoot

implementations

Technical Support Overviews

• Ability to do Level 1 break-fixing

• Ability to provide technical

support


• Data Protection

• UTM/Network

Protection

Online and

Instructor-Led

Training (ILT)

Pass 1 Advanced Deployment

Lab assessment

3-4 days Cost set at

local level

Training and certification overview

*unless for instructor-led classroom






PROGRAM OVERVIEW




GENERATING DEMAND



Program prerequisites

Our training program has been designed to maximize your

investment in time and resources and minimize repetitive

trainings. The two technical tracks—Certified Engineer and

Certified Architect—build on each other. For example, before

attending the Sophos Certified Architect program, you must

complete the Sophos Certified Engineer program for that same

product line so you have the foundational knowledge you need.

Certification requirements by partner level

When awarding partner level, we take into account the level

of skill and proficiency of our partners. The graphic below

shows the certifications needed to move to a new partner level.

The numbers correspond to certifications, not people—so the

same person may attain multiple certifications. These are only

the minimum requirements; some regions may have

additional requirements in some areas.

There is no limit to the number of certifications you can achieve.

We value partners who want to attain higher levels of

competency and self-sufficiency in the sales and delivery

process. And, we’ll help you gain the expertise in a broad range

of Sophos products, making you capable of selling and delivering

complete security to your customers.

Certification tracking

The Sophos Partner Portal is your source for the most up to date

information about Sophos training and certification programs.

You can track your progress and completed courses, and print

off your course completion certificates. Contact your Channel

Account Manager or Distributor for more details on your status

or any of our training and enablement programs.






PROGRAM OVERVIEW




GENERATING DEMAND



Deal Registration

We offer a quick, easy process to register new opportunities

via the Sophos Partner Portal, which will give you a significant

competitve advantage and a higher retained discount.

Make sure you register every eligible deal to take advantage

of all the benefits:

• Immediate entitlement to the maximum discount aligned

to your partner level

•

Reduces conflict between resellers by establishing a recordof registration

• If the opportunity has a partial match to another record, the

submission is flagged for further review by our sales team

• System automatically notifies the partner (on screen or via

email) of the outcome of the submission (approved/rejected)

Required information to register an opportunity

• Company name, primary address and main phone number

• Primary contact’s name and contact information

(phone, email)• Product set (e.g., Email, Encryption, Endpoint, Mobile,

Web, UTM)

• Expected close date (estimated)

• Number of users/employees (of the customer)

Criteria to qualify for deal registration

• Deal must be originated by the partner (i.e., it is not a

Sophos-supplied lead, and no similar active opportunity exists

in the Sophos CRM system for the prospective customer)

• Customer has defined timeframe for purchase

• Follow-up activity is agreed upon by both parties

• Partner provides necessary contact information

•

One registered deal per opportunity• The opportunity must be for at least 50 users

• The opportunity must close at least 7 days after the

opportunity is registered and within a 120-day timeframe

(extensions are possible)

Take advantage of our promotions

Sophos runs many promotions and incentives to make our

offerings more attractive to our customers and to help you sell.

After registering your opportunity with us, apply the promo code

we’ve provided to your deal to take advantage of theseincentives. Whether these promos are for additional discounts

for your customers or deeper discounts for you, they are

designed to improve customer interest in what you can offer.


We are committed to working with you to assist in developing opportunities and closing deals. We provide the training and tools you

need to run a deal autonomously. And, if you need sales and technical support, our local teams are responsive and ready to help.






PROGRAM OVERVIEW




GENERATING DEMAND



Licensing and Ordering

Most of our products are offered as subscription licenses for one

to four years. In addition to management and reporting tools,

most Sophos subscription licenses include:

• Software upgrades for the duration of the license

•Security updates delivered automatically via the Internet

• Emergency email notification of new virus outbreaks

• 24-hour support, 365 days a year

Sophos Endpoint Protection—available standalone or within

most of our suites— also includes free home use for employees.

Placing on-line orders

For those partners who purchase direct from us using our

systems, working with us just got easier with our easy,

automated system to facilitate deal registration, quotingand pricing using underlying SalesForce.com technology.

The system lets you share, track and measure your Sophos

activities. You can register a deal quickly and easily to enhance

your discounts for selling Sophos products. Get a valid Sophos

quote in minutes and place your orders efficiently. You can also

view all Sophos deal registration, opportunities and quotes you

are working on while working collaboratively with your Sophos

sales team.

Placing manual orders

Orders placed via email, fax or mail and must include the

following information:

1. Partner purchase order2. Sophos order form

• Product/License required

• Server operating system(s) used by customer

• Number of servers plus number of desktops to be covered

• Term of license

• Buy price or RRP

• End User company name and address (including postcode

and telephone number)

• End user contact name and email address (to which updates

should be sent)• Billing address (or Sophos account reference)

• Partner contact name and email address (if partner wishes

to receive copies of license schedules)






PROGRAM OVERVIEW




GENERATING DEMAND



Technical Support

We understand the importance of making it easy for you to sell

our award-winning solutions. That’s why we offer you and your

customers unrivaled technical support.

We believe support is not just about providing updates or helpingwith installations. It is about sharing our expertise to give you

and our customers the very best protection. You will be able to

access technical support either through your Distributor or our

own in-house team of experts, depending on what agreement

you have in place.

Many of our products come with 24/7 support and upgrades as

standard. And for those that don’t, your customers can simply

choose the level of support to meet their business needs.

You can also be confident that whenever you contact our Global

Support Services you will be speaking to a fully trained Sophos

employee.

Key benefits

• Available 24/7/365 via web, phone or email

• Accessed from a network of offices around the world

• Delivered in your local language

• Connects you directly to in-house Sophos experts

• Provides one support phone number for all support queries

• Offers self-serve options through our online knowledgebase

• Works with other vendors on cross-platform issues

Our technical support also offers the following features:

• Cross-platform and multi-vendor solutions: We are proud to

be a member of TSANet, the worldwide vendor-neutral support

alliance. This means that we can work directly with other

vendors to help solve problems that involve their technologies.

• Knowledgebase: Our online Knowledgebase is an integral

part of post-sales technical support and is available to all

levels of partners.

Partner supportOur technical support for partners is delivered through two

levels: Standard and Advanced. Each level ensures you get

the most out of your investment and that you and your

customers remain protected against increasingly complex

and evolving threats.

Standard Support

Our global team of experts can help with installing, configuring

and upgrading our products and resolving any technical issues.

Partners have access to Standard Support from Sophos aroundthe clock, every day of the year. or alternatively you may be able

to access support directly through your Distributor. Standard

support is available to all reseller partners as well as silver

solution partners.

Advanced Support

Our Advanced Support gives qualifying partners direct access

to senior level support engineers through dedicated phone and

email channels. All incidents submitted to us are automatically

assigned to priority queues to deliver responses within defined

target time periods.

Advanced Support is available to the Certified Engineers and

Architects of all Platinum and Gold level Solution Partners with

a specialization in one or more of our solutions. This service is

also available to our distribution partners.


http://www.sophos.com/%20en-us/support/knowledgebase.aspx

http://www.sophos.com/%20en-us/support/knowledgebase.aspx





PROGRAM OVERVIEW




GENERATING DEMAND



Standard Advanced

24/7/365 Support 3 3

Unlimited support cases and authorized contacts 3 3

Software downloads, updates and maintenance 3 3

Phone, email and web-based support channels 3 3

Access to Support Knowledgebase 3 3

Basic incident handling 3 3

Access to Support Forums 3 3

Access to News Subscriptions 3 3

Defined Service Level Agreements 3

Priority incident and malware sample handling 3

VIP Access to dedicated Senior Resource team** 3

Sophos ZombieAlert™ and Sophos WebAlert™ 3Remote Assistance Support 3

Key features—partner support

** Available in most geographies—check with your local sales team if applicable in your region

Support Services

Web:

www.sophos.com/support

Phone: +44 (0)8447 674670 or +44 (0)1235 559933

Email :

[email protected]


http://www.sophos.com/support

mailto:support%40sophos.com?subject=

mailto:support%40sophos.com?subject=

http://www.sophos.com/support





PROGRAM OVERVIEW




GENERATING DEMAND



Tools and ResourcesIn addition to our training and certification programs, we provide you with a wide range of tools and resources to

maximize your opportunity to sell and support Sophos solutions:

Not-for-resale (NFR) licenses

The best way to learn about our solutions is to use them.

Leverage our NFR licenses to demonstrate our solutions to

potential customers or your internal team.

Sophos Interactive Showroom

The Sophos Interactive Showroom is a web-based

environment that allows you to demonstrate Sophos solutions

to your customers, and get trained on our products.

Customer evaluations

Let your customers try if for themselves with free trials of

our products.

Sophos beta program

Let your customers and prospects try out the next generation

of our products. Find out how your customers can register their

interest for any current beta trials.

Partner locator

To be the first choice for new prospects, make sure your details

are on our partner locator. Contact your account manager or

Distributor to find out more.

Product downloads

Demonstrate the simplicity of our appliances at no cost to you.

Download copies of our software.

Customer testimonials

Utilize customer references and case-studies from some of our

100 million + users.

Reviewer’s guides

Our reviewer’s guides are excellent tools to help you highlight

key product features and controls to your potential customers.

Sophos Partner Portal

Visit the Sophos Partner Portal for more sales resources.

The portal also offers product information, collateral, pricing,

case studies and demand generation assets.


http://www.showroom.sophos.com/

http://www.sophos.com/en-us/products/free-trials.aspx

http://www.sophos.com/en-us/products/beta.aspx

https://secure2.sophos.com/mysophos/login.aspx?_c=6ez5s8n3zwprzj7rx9bmkjp5ar&_s=57awpdrdwjx1xnbkznfx1pu4xr&item=%2fsupport%2fdownloads.aspx&returnid=5185afac-b0b3-4c36-b509-0564aca32863&url=%252fen-us%252fsupport%252fdownloads.aspx

http://www.sophos.com/en-us/your-needs/case-studies.aspx



http://www.sophos.com/en-us/your-needs/case-studies.aspx

https://secure2.sophos.com/mysophos/login.aspx?_c=6ez5s8n3zwprzj7rx9bmkjp5ar&_s=57awpdrdwjx1xnbkznfx1pu4xr&item=%2fsupport%2fdownloads.aspx&returnid=5185afac-b0b3-4c36-b509-0564aca32863&url=%252fen-us%252fsupport%252fdownloads.aspx

http://www.sophos.com/en-us/products/beta.aspx

http://www.sophos.com/en-us/products/free-trials.aspx

http://www.showroom.sophos.com/





PROGRAM OVERVIEW




GENERATING DEMAND



Online marketing

A variety of e-marketing tools, including banner ads and demand

generation programs makes it easy for you to deliver targeted,

content-rich marketing messages and information to prospects

and customers.

Advertising and direct marketing

Download our integrated collection of advertising and direct

mail campaigns. Add your own company logo and tailor theseassets to better speak to your local market.

Collateral

Leverage our case studies, brochures, product datasheets

and a variety of other literature.

Call blitz campaigns

Pull from our library of targeted call scripts depending on the

market opportunity you want to pursue. We’ll help you get in

front of key prospects and customers.

White papers, product evaluations and software tools

Take advantage of a simple method to generate leads by

creating links on your website to whitepapers, product

evaluation and software tools on our website We send you

the leads generated.

Seminar-in-a-box

Our seminar-in-a-box enables you to take advantage of the

marketing power of seminars without the time-consuming

chore of creating everything from scratch.

Webinars

Use our webinars as a lead generation tool. Send customized

invitations to your database of contacts and build your pipeline.

Roadshows

Rely upon our security experts and sales representatives

to join you on a tour through a number of cities. Let us help

you educate prospects about our complete security product

portfolio.

Sophos graphics

Use the Sophos logos on your promotional literature and goods.

Full guidelines on the use of the Sophos brand, including

downloadable company and product logos, web banners andimages, are provided on the Partner Portal.

GENERATING DEMAND

We understand the importance of effective marketing programs and are committed to helping you acquire new customers and

cross-sell into existing customers. Armed with the right products, the right messages and the right tools, we help you generate

demand and maximize your investment with us.






PROGRAM OVERVIEW




GENERATING DEMAND



The following programs are available to select partners:

Co-marketing

A focused and coordinated approach to running joint campaigns

and programs offers a core set of end-to-end deliverables for

marketing to key prospects and customers.

Sales promotions

Talk to your channel account team about developing

special sales offers or incentives.

Co-branded email campaigns

Re-engage and nurture your prospects by using our co-branded,

permission-based email campaigns. These cost effective and

versatile tools are an excellent vehicle for following up with

leads generated at trade shows or for sending a first-touch

message to generate interest in a specific product.

Marketing Development Funds Program

Marketing Development Funds (MDF) are available for selected

Sophos partners to help build pipeline and generate revenue

from our products. MDF funds can help fund partner-driven

demand generation and awareness building activities such as:

• Seminars and briefings• Road shows

• Trade shows

• Web seminars

• Co-branded email campaigns

• Call blitz campaigns

• Online marketing

• Direct mail campaigns

• Customized programs

Partners are chosen for the MDF program based on year-to-

date and total billings targets as well as business planning and

certification considerations. You will be expected to work closely

with the Sophos Marketing Team, your Account Manager or your

Distributor to track and measure campaign effectiveness and

analyze return on investment.

* Permission-based marketing

As our partner, you must be very careful to respect customers’ privacy when conducting email marketing ca mpaigns. Do not promote products and services through unsolicited email. Most significantly, email messages should be sent only to

individuals who have explicitly consented to receiving th e email. This is essential for gaining customers’ trust, retaining their business, and minimizing legal risks. We reserve the right to revoke joint marketing privileges from any par tner that does

not adhere to these guidelines for promoting themselves or Sophos through email campaigns








PROGRAM OVERVIEW




GENERATING DEMAND



Email notifications

Periodically, we send you special announcements and

highlights via email. Watch for these notices.

Web briefings

Monthly online briefings provide you the latest on product

updates, sales tools, competitive intelligence and more.Watch these live or on-demand to learn how to better sell

Sophos solutions to your customers.

Partner events

We recognize the importance of personalized communications

and live, face-to-face meetings with you and your team.

We use these vehicles as a way to update you on special

announcements, new programs and exciting product launches.

Sophos Partners YouTube channel

Dynamic video site with information and insight into

how to position, sell and win with Sophos solutions.

Visit the Sophos Partners YouTube channel.

Channel Account Managers or Distributor

Your Channel Account Manager or Distributor is also availableto help you if there are tools and resources that you can’t find.

Just Ask!

“We’ve worked closely with Sophos for over 12 years now and feel the relationship is stronger

now than it has ever been. The sales, technical, financial and management teams at Sophos

and Foursys are all working really closely together which means we get it right and we are

both putting customer service at the top of the agenda.”

— Paul Prior, Managing Director, Foursys


http://youtube.com/sophospartners

http://youtube.com/sophospartners




With complete security,you’re safer in our world

partnerportal.sophos.com



Documents

Sophos Partner Program Guide