2016 Partner Program Guide Details



Sophos
Sophos Channel Program

Address3 Van de Graaff Drive 2nd Floor
Burlington, MA
01803
Worldwide HQ AddressAbingdon Science Park Abingdon OX14 3YP United Kingdom
URLhttp://www.sophos.com
Phone781-494-5800
CEOKris Hagerman
Year Company Founded1985
In what month does your fiscal year end?March
Worldwide Channel Chief Full NameKendra Krause
Worldwide Channel Chief TitleVice President, Global Channels
Worldwide Channel Chief Date Began serving in this Role02/2015
North American Channel Chief Full NameErin Malone
North American Channel Chief TitleVice President, NA Channel Sales
North American Channel Chief Date Began Serving in this Role02/2015
Additional North American Channel Chief Full NameJohn Keenan
Additional North American Channel Chief TitleRegional Vice President of Sales
Additional North American Channel Chief Date Began Serving in this Role02/2015
Name of North American Channel ProgramSophos Channel Program
Year this Channel Program was established1985
Name of North American Channel Program ManagerErin Malone
Program Manager TitleVice President, NA Channel Sales
Program Manager Email Addresserin.malone@sophos.com
Products and services in which your company specializes and the sales models that apply: As-a-service utility model (for either managed or cloud service delivery) Security data loss prevention
Security endpoint protection
Security network security appliances and software
SMB networking hardware
Size CategoryMIDSIZE
Indirect Revenue91% to 100%
North American Partners3783
New North American Partners1068
Tier NamesNational
 Platinum
 Gold
 Silver
Number of North American Partners in Top Tier8
North American Partners in Tier 276
North American Partners in Tier 3172
North American Partners in Tier 43527
Which of the following best describes your company’s Cloud involvement, products, and solutions?
Our products are sold as a Cloud Service where the vendor is the Service Provider
Does your existing partner program support your company’s Cloud products/services?Our existing partner program supports our cloud products/services
Sales Support
Does your partner program compensate partners for deals that are registered by partners, but closed by direct sales?Yes
Does your partner program compensate partners for deals registered by one partner but closed by another or lost-deals to partners that did not obtain registration?Yes
Does your partner program offer extra points of margin/discount for registered deals?
 Yes, on all deals registered
Does your partner program require you to communicate approval or denial of a deal registration within a certain amount of time?Yes within 72 hours
How does this channel program motivate/support its resellers?
Awards for innovation
 Awards for sales
 Discount promotions
 Eligibility to sell vendor services
 Field Channel account manager coverage
 Financial rewards
 Incentive programs
 Inside Channel account manager coverage
 Joint marketing planning
 Low-interest financing
 Loyalty programs
 Marketing resources
 MDF/Co-op
 Online tools
 Partner portal
 Price protection plans
 Product demo program
 Qualified leads
 SPIFFs
 Sales enablement
 Tiered discounts
 Training
Is it possible for a Solution Provider to attach services to your product/service beyond typical maintenance and/or break-fix?Yes
Thinking about a typical sale in which a Solution Provider is able to attach services to your product/service, is the amount they are able to attach:Attach services that are about the same cost as your solution
What, if any, specific programs do you have in place to help partners increase their services attach and/or profit?
Technical Certification Training
 Partner Services/Solution Selling Training
 Case Studies demonstrating the value of a total solution sell
 Pay as you go purchase option
 Self-provisioning license portal
Does your partner program offer a residual revenue program, recurring revenues or annuity streams that enable partners to create a long-term year after year revenue stream?Yes
Does your partner program offer demonstration units or evaluation licenses?
For all partners
What does this program typically charge your partners for demo units or evaluation licenses?
More than 75% off list / No Fee
By what criteria are partner tiers for this partner program determined
Joint business plan
 Sales/Revenue volume
 Certifications
 Technical skills
How are partner discounts determined? Please select all that apply.
 Annual revenue committed/sold (higher discounts for higher revenue volumes)
 Tiered Discounts - level/tier earned in the partner program (higher discounts for higher levels/tiers)
 Certifications
 Deal Registrations
Which of the following does your partner program offer to partners in an effort to help expand their businesses?
 Information to help horizontal VARs break into vertical markets (ie Healthcare)
 Provide training and advice about incorporating Cloud Solutions into current offerings
 Provide training in order to simplify the concept of hosted and managed services for VARs
 Eligibility to sell vendor services
 Technical training
 Sales training
 Sales tools
 Vertical market case studies
 Tools to identify selling opportunities
 Marketing concierge services
 New hire assistance
 Solutions selling
 MDF
 Post-sales services enablement training
 Joint marketing planning
What types of training does your partner program offer? Please select all that apply.
On Demand web based training/certification from any location (Self Serve)
 ILT (instructor lead training)
 Face to face training/certification
 Road shows
 Blogs/Message boards
 Authorized training partners (distributors)
Is there a cost to partners for training and/or certification?
Free for all partners
 Free for all partners
 Partner pays a percentage (discount off full price)
How often does your partner program require re-certification or renewal for partners?Once every 25 to 60 months
Are partners required to pay a fee to join at the minimum or basic level of this partner program?
No fee
Does this fee vary based on any of the following?
Are partners required to meet revenue requirements in order to join the minimum or basic level of this partner program?No revenue commitment necessary
Please indicate which of the following requirements must be met in order for a partner to join the minimum tier or basic level of this partner program? Please select all that apply.
 Certified/accredited sales staff
 Territory coverage
 Actively transacting partner
Does this channel partner program offer: Please check all that apply.
Pre-sales support
 Post-sales support
 Post-sales services support
 Technical support
 Local account/field reps
 Escalation procedures for rules of engagement
 Dedicated account team
How much time in advance of their customers are solution provider A177partners briefed on new or upgraded product launches?1 month to less than 4 months before solution provider customers
Does your company utilize a partner advisory council that provides your company with constructive feedback on your partner program and/or channel issues?Yes
Does your company’s partner program portal/web site provide: Please select all that apply.
 Searchable product/pricing database
 Downloadable marketing materials
 Online training resources
 Database for peer partnering
 Account management
 Portal with customizable dashboard based on profiles
 Ability for partners to syndicate your content to their website
 Managed services community
 Deal Registration
 Configuration/installation tools
 Troubleshooting tools
 Partner performance and profitability calculator
 CRM
 A selection of marketing campaigns partners can order and have executed for them
Which of the following types of hands-on marketing support does your partner program provide? Please check all that apply.
One to one marketing planning with internal partner marketing managers
 One to many marketing support via internal partner marketing managers
 Access to an automated marketing platform
How does your partner program inform and educate your partners? Does your partner program provide any of the following: Please select all that apply.
Hosts a conference specifically for partners
 Hosts a sales conference for direct sales and partners together
 Conducts online webinars and conferences
 Provides funding to partners to attend industry conferences
 Conducts regular email marketing
 Conducts regular meetings with individual partners
 Our channel account managers are responsible for educating and informing partners
Which of the following criteria must a partner meet in order to qualify for the minimum or basic level of MDF/Co-op marketing? Please select all that apply.
 Discretionary based on channel accountmanager approval
What does this partner program allow partners to spend MDF on? Please select all that apply.
No restrictions, partner can spend MDF as they see fit
Does your partner program have Partner Marketing Managers assigned to partners that qualify for MDF to plan and execute demand generation campaigns?Yes
What percentage of your MDF/Co-op goes unspent on a quarterly basis?None
How does your partner program support its channel partners with leads?
Generates leads and initiates sales, which are turned over to partners.Top Tier and 2nd Tier Partners Only
Generates leads which are turned over to partners.Top Tier and 2nd Tier Partners Only
Works cooperatively with partners to drive demand directly to them through MDF and other marketing programs.All partners
Provides tools on portal for partners to drive their own demand.All partners

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