Sophos Americas Channel Chief Kendra Krause tells CRN she is encouraged by the potential for growth for the U.K.-based security vendor in 2013 and beyond as the vendor tries to tap its growing partner base to sell a complete set of security software and appliances to small and midsize businesses.
Krause is making subtle changes to the channel program, reinvigorating the company's mixture of incentives, support and lead-generation operations around its cohesive set of data protection, endpoint security and network security capabilities. Sophos is preparing to unveil a new program for managed services providers later this month as well as roll out a completely new web-enabled endpoint security suite.
Krause gave partners a sneak peek of the MSP program at the company's partner summit last month in Washington, D.C. The new program will have pay-as-you-go-pricing, new gold- and silver-level MSP partner tiers and access to an advanced technical support team.
Krause, an executive at network security appliance vendor Fortinet, was named Sophos Americas Channel Chief in April, shortly after Michael Valentine left Fortinet to head Sophos' global sales operation.
In this video, Krause explains that she is examining the company's partner base, made up of former Astaro network security appliance partners. Those partners came under the Sophos umbrella in 2011 when it acquired the unified threat management vendor. Sophos is embracing its partner base and encouraging partners to establish a long-term relationship with the entire product portfolio, Krause said.