UK, Ireland and Channel Islands
Program overview
the sophos advantage
Training and Certification
selling and engagement
Sophos Partner
Program
generating demand
keeping you informed
About this Guide
about this guide
Program overview
the sophos advantage
Training and Certification
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 training
and certification program and the sales and marketing
tools to help you generate demand and sell our solutions.
Program
Overview
selling and engagement
generating demand
keeping you informed
Sophos Partner Portal
partnerportal.sophos.com
Understanding
our partnering
philosophy and
leveraging our
relationship
successfully
The Sophos
Advantage
Leveraging the
strengths of
Sophos products
and business
benefits with
your customers
Training
and
Certification
Achieving
certification
to sell and
support our
industry
leading security
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.
Selling
and
Engagement
Learning the
systems and
processes to
drive joint
business
opportunities
Generating
Demand
Going to market
with Sophos
messaging,
campaigns and
assets
Sophos Partner Program | UK, Ireland and Channel Islands
Keeping
You
Informed
Staying
up-to-date
on Sophos and
our solutions
2
Program Overview
Our partner philosophy is simple: Your success is our success
Program overview
the sophos advantage
Training and Certification
selling and engagement
generating demand
keeping you informed
Sophos Partner Portal
partnerportal.sophos.com
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.
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’s
leading 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
Sophos Partner Program | UK, Ireland and Channel Islands
3
Program Structure
Program overview
the sophos advantage
Training and Certification
selling and engagement
generating demand
keeping you informed
Sophos Partner Portal
partnerportal.sophos.com
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.
Sophos Partner Program | UK, Ireland and Channel Islands
4
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
the sophos advantage
Training and Certification
selling and engagement
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.
generating demand
keeping you informed
Sophos Partner Portal
partnerportal.sophos.com
Sophos Partner Program | UK, Ireland and Channel Islands
5
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.
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.
the sophos advantage
Predictable. Equitable. Reliable. That is what you can expect
when working with us. No surprises. No haggling. No hassles.
Training and Certification
Enhanced discount
A partner will receive enhanced discount for the following
business:
Partner discounts—United Kingdom
Program overview
selling and engagement
generating demand
keeping you informed
Sophos Partner Portal
partnerportal.sophos.com
Silver
Gold
Platinum
Reseller Partner Base
15
15
15
Reseller Partner Originated
25
30
35
Renewal
15
15
15
Incumbent Renewal
15
25
30
Professional Services
10
10
10
Maintenance
10
10
10
Support Services
10
10
10
HW Appliances
15
15
15
Silver
Solution
Gold
Solution
Platinum
Solution
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
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 previously
exist 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.
Please note that if you buy via a distributor then discounts are
determined by the distributor and these are recommendations only.
Sophos Partner Program | UK, Ireland and Channel Islands
6
Program Requirements and Benefits for Reseller Partners
Program requirements for Reseller Partners
Performance
Gold
Platinum
£100,000
£400,000
Partner originated sales percentage
60%
60%
Renewal rate
70%
70%
Silver
Gold
Platinum
Sophos Certified Sales Consultant
recommended
2
2
selling and engagement
Sophos Certified Engineer
recommended
recommended
1
generating demand
On-boarding
Silver
Gold
Platinum
Online enrollment form
3
3
3
Online agreement
3
3
3
by invitation
3
Program overview
the sophos advantage
Training and Certification
keeping you informed
Silver
Annual billings
Certifications
Business plan/quarterly business review
“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
Sophos Partner Portal
partnerportal.sophos.com
Sophos Partner Program | UK, Ireland and Channel Islands
7
Program benefits for Reseller Partners
Marketing
Silver
Gold
Platinum
Partner communications program
3
3
3
3
3
3
Participation in Partner Conference
by invitation
Joint marketing programs
by invitation
3
3
3
3
3
3
3
3
3
3
3
3
3
3
3
3
3
3
by invitation
priority
On-boarding kit
Use of partner logo
Specialization certificate
Program overview
Partner listing on www.sophos.com
Access to Partner Portal (content and tools)
the sophos advantage
Training and Certification
Marketing assets/lead generation tools
selling and engagement
3
Marketing development funds
Partner satisfaction survey
3
3
3
by invitation
by invitation
by invitation
Silver
Gold
Platinum
Sales account coverage
named internal CAM
Field CAM/BDM
Field CAM & Internal Team
Sales engineer coverage
case-by-case
priority
priority
3
3
3
3
3
3
3
3
3
eligible
eligible
by invitation
3
3
up to 10
up to 50
up to 100
3
3
3
3
3
3
3
3
3
generating demand
Partner advisory council
keeping you informed
Sales
Sales tools
Access to Partner Portal
(online quoting, pricing, ordering tool)
Access to competitive information
Leads
Sales incentives and promotions
Not-for-resale licenses
Product evaluations
Interactive Showroom (web-based demo
environment)
Deal registration program
Sophos Partner Portal
partnerportal.sophos.com
Sophos Partner Program | UK, Ireland and Channel Islands
8
Program benefits for Reseller Partners (continued)
Training
Program overview
the sophos advantage
Training and Certification
selling and engagement
Silver
Gold
Platinum
Web-based sales training and assessments
3
3
3
Web-based technical training and
assessments
3
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
Silver
Gold
Platinum
standard
standard
standard
recommended
recommended
recommended
Support
Technical support
Beta program
generating demand
keeping you informed
“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 believes
in 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
Sophos Partner Portal
partnerportal.sophos.com
Sophos Partner Program | UK, Ireland and Channel Islands
9
Program Requirements and Benefits for Solution Partners
Program requirements for Solution Partners
Performance
Program overview
the sophos advantage
Training and Certification
Silver
Gold
Platinum
£200,000
£800,000
75%
75%
75%
>80%
>80%
>80%
Minimum 2
Minimum 3
Minimum 4
Security practice
3
3
3
By invitation
3
3
3
Silver
Gold
Platinum
Sophos Certified Sales Consultant
1
5
10
Sophos Certified Engineer
1
3
5
Sophos Certified Architect
1
2
5
Silver
Gold
Platinum
Online enrollment form
3
3
3
Online agreement
3
3
3
3
3
Annual billings
Partner originated sales percentage
Renewal rate
Selling Multiple Products
selling and engagement
Certifications
generating demand
keeping you informed
On-boarding
Business plan/quarterly business review
Sophos Partner Portal
partnerportal.sophos.com
Sophos Partner Program | UK, Ireland and Channel Islands
10
Program benefits for Solution Partners
Marketing
Silver
Gold
Platinum
Partner communications program
3
3
3
3
3
3
Participation in Partner Conference
by invitation
3
3
3
3
3
3
3
Joint marketing programs
by invitation
by invitation
3
3
3
3
3
3
3
3
3
3
3
by invitation
priority
On-boarding kit
Use of partner logo
Specialization certificate
Program overview
Partner listing on www.sophos.com
Access to Partner Portal (content and tools)
the sophos advantage
Training and Certification
Marketing assets/lead generation tools
selling and engagement
Marketing development funds
Partner satisfaction survey
3
3
3
by invitation
by invitation
by invitation
Silver
Gold
Platinum
Sales account coverage
named internal CAM
Field CAM/BDM
Field CAM & Internal Team
Sales engineer coverage
case-by-case
priority
priority
3
3
3
3
3
3
3
3
3
eligible
eligible
generating demand
Partner advisory council
keeping you informed
Sales
Sales tools
Access to Partner Portal (online quoting,
pricing, ordering tool)
Access to competitive information
Leads
Sales incentives and promotions
Not-for-resale licenses
Product evaluations
Interactive Showroom (web-based demo
environment)
Deal registration program
Sophos Partner Portal
partnerportal.sophos.com
by invitation
3
3
up to 10
up to 50
up to 100
3
3
3
3
3
3
3
3
3
Sophos Partner Program | UK, Ireland and Channel Islands
11
Program benefits for Solution Partners (continued)
Training
Program overview
the sophos advantage
Training and Certification
selling and engagement
Silver
Gold
Platinum
Web-based sales training and assessments
3
3
3
Web-based technical training and
assessments
3
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
Silver
Gold
Platinum
standard
standard
standard
recommended
recommended
recommended
Support
Technical support
Beta program
generating demand
keeping you informed
“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
Sophos Partner Portal
partnerportal.sophos.com
Sophos Partner Program | UK, Ireland and Channel Islands
12
The Sophos Advantage
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
the sophos advantage
Training and Certification
selling and engagement
generating demand
keeping you informed
Sophos Partner Portal
partnerportal.sophos.com
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-house
trained 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
Sophos Partner Program | UK, Ireland and Channel Islands
13
Sophos Products - Complete Security Without Complexity
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.
Program overview
the sophos advantage
Training and Certification
selling and engagement
Pro
tec
te
ve
ry
wh
er
Unified
e
R
keeping you informed
ce
urfa
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Email
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Sophos Partner Portal
partnerportal.sophos.com
Mobile
es
generating demand
le
wo
rki
ng
Network
Data
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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 that
threaten 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 control
for 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 software
solutions, or choose a remotely monitored appliance. We make
deploying email encryption and DLP couldn’t be any easier.
Sophos Partner Program | UK, Ireland and Channel Islands
14
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:
Program overview
the sophos advantage
Training and Certification
• Win more customers: more protection for their security
spend 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
selling and engagement
The Complete Security Suites explained
generating demand
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
keeping you informed
•
Sophos Partner Portal
partnerportal.sophos.com
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
Sophos Partner Program | UK, Ireland and Channel Islands
15
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.
Program overview
the sophos advantage
Training and Certification
selling and engagement
generating demand
keeping you informed
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 Center
Technology 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)
Sophos Partner Portal
partnerportal.sophos.com
Sophos Partner Program | UK, Ireland and Channel Islands
16
Training and Certification
Program overview
the sophos advantage
Training and Certification
selling and engagement
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.
generating demand
keeping you informed
Sophos Partner Portal
partnerportal.sophos.com
Sophos Partner Program | UK, Ireland and Channel Islands
17
Training and certification overview
Program overview
Certification
Level
Learning
Objectives
Product Areas
Specializations
Primary Delivery
Method
Requirement to Achieve
Certification (>80% = pass)
Estimated
Time
Cost to
Partner
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
•
•
•
•
•
•
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 best
practices
• (UTM ) Trouble shoot
implementations
• Endpoint Protection
• 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
the sophos advantage
Training and Certification
selling and engagement
generating demand
keeping you informed
Endpoint Protection
Data Protection
Email Protection
Web Protection
Mobile Protection
UTM/Network
Protection
Technical Support Overviews
• Ability to do Level 1 break-fixing
• Ability to provide technical
support
*unless for instructor-led classroom
Sophos Partner Portal
partnerportal.sophos.com
Sophos Partner Program | UK, Ireland and Channel Islands
18
Program overview
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.
the sophos advantage
Training and Certification
selling and engagement
generating demand
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.
keeping you informed
Sophos Partner Portal
partnerportal.sophos.com
Sophos Partner Program | UK, Ireland and Channel Islands
19
Selling and Engagement
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
the sophos advantage
Training and Certification
selling and engagement
generating demand
keeping you informed
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 record
of 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)
Sophos Partner Portal
partnerportal.sophos.com
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 these
incentives. 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.
Sophos Partner Program | UK, Ireland and Channel Islands
20
Licensing and Ordering
Program overview
the sophos advantage
Training and Certification
selling and engagement
generating demand
keeping you informed
Sophos Partner Portal
partnerportal.sophos.com
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, quoting
and 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 order
2.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)
Sophos Partner Program | UK, Ireland and Channel Islands
21
Technical Support
Program overview
the sophos advantage
Training and Certification
selling and engagement
generating demand
keeping you informed
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.
• Knowledgebase: Our online Knowledgebase is an integral
part of post-sales technical support and is available to all
levels of partners.
We believe support is not just about providing updates or helping
with 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.
Partner support
Our 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.
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.
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 around
the 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.
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.
Sophos Partner Portal
partnerportal.sophos.com
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.
Sophos Partner Program | UK, Ireland and Channel Islands
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Key features—partner support
Program overview
the sophos advantage
Training and Certification
selling and engagement
generating demand
keeping you informed
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™
3
Remote Assistance Support
3
** 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 :
support@sophos.com
Sophos Partner Portal
partnerportal.sophos.com
Sophos Partner Program | UK, Ireland and Channel Islands
23
Tools and Resources
In 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:
Program overview
the sophos advantage
Training and Certification
selling and engagement
generating demand
keeping you informed
Sophos Partner Portal
partnerportal.sophos.com
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.
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.
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.
Product downloads
Demonstrate the simplicity of our appliances at no cost to you.
Download copies of our software.
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.
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.
Sophos Partner Program | UK, Ireland and Channel Islands
24
Generating demand
Program overview
the sophos advantage
Training and Certification
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.
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.
selling and engagement
generating demand
keeping you informed
Advertising and direct marketing
Download our integrated collection of advertising and direct
mail campaigns. Add your own company logo and tailor these
assets 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.
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 and
images, are provided on the Partner Portal.
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.
Sophos Partner Portal
partnerportal.sophos.com
Sophos Partner Program | UK, Ireland and Channel Islands
25
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.
Program overview
the sophos advantage
Training and Certification
selling and engagement
generating demand
keeping you informed
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-todate 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 campaigns. 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 the 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 partner that does
not adhere to these guidelines for promoting themselves or Sophos through email campaigns
Sophos Partner Portal
partnerportal.sophos.com
Sophos Partner Program | UK, Ireland and Channel Islands
26
Keeping you informed
We are here to support you every step of the way. In addition to this guide, we have a number of communications
tools to help you stay up to date on our solutions and offerings, including:
Program overview
the sophos advantage
Training and Certification
selling and engagement
generating demand
keeping you informed
Sophos Partner Portal
Visit the Sophos Partner Portal to access valuable resources
and tools including marketing and sales materials, our training
and certification system, our logos, pricing and licensing details,
product information, PR guidelines and corporate style guide.
You can also get a heads-up on upcoming product launches
and enhancements.
Note: If you have misplaced your username and password,
go to “Forgot your password?” on the partner portal and your
login credentials will be emailed to you.
Naked Security
Our Naked Security blog offering the latest news, advice,
opinion, and research from security industry experts.
Partner newsletter
Partner Buzz is our vehicle for sending you important
information. Our monthly electronic newsletter is a great source
for learning about new product information, partner marketing
programs, threat trends, and more.
Sophos website
Sophos.com is dedicated to providing you and our customers a
host of useful information. Here you will find full product details,
company and market news, whitepapers, webcasts, the support
knowledgebase, technical information and documentation,
and a host of other useful information.
Sophos Partner Portal
partnerportal.sophos.com
Sophos Partner Program | UK, Ireland and Channel Islands
27
Email notifications
Periodically, we send you special announcements and
highlights via email. Watch for these notices.
Program overview
the sophos advantage
Training and Certification
selling and engagement
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.
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.
Channel Account Managers or Distributor
Your Channel Account Manager or Distributor is also available
to help you if there are tools and resources that you can’t find.
Just Ask!
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.
generating demand
keeping you informed
“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
Sophos Partner Portal
partnerportal.sophos.com
Sophos Partner Program | UK, Ireland and Channel Islands
28
With complete security,
you’re safer in our world
partnerportal.sophos.com