7. Fully Support The Channel Strategy
Hagerman said Sophos is fully backing a 100 percent channel strategy to drive sales of its products in the U.S. and overseas. The company has added personnel, regional channel reps and is boosting its training to get more partners certified across the portfolio. Partners will never have deals pulled into direct sales, Hagerman said. The company’s channel team includes Michael Valentine and Kendra Krause, two respected channel veterans from rival Fortinet. Valentine leads global channel efforts. Krause is Americas channel chief. Dell SonicWall executive John Keenan was hired as vice president of sales for North America and is helping bolster distribution relationships. "We are betting completely on the channel," Hagerman said. "We view the channel as an extension of our team."