Sophos announced an update to its partner program Wednesday designed to help partners make the most of the public cloud opportunity.
The new partner program expansion, which Sophos first teased at its partner conference in May, is an extension of the overall Sophos Partner Program. The new program allows partners to recognize deals secured from customers through the Amazon Web Services or Azure marketplaces, allowing them to get margin and rebates from those deals, as well as count them towards their overall Sophos partner quotas.
The new program also includes new training, certifications, and incentives for partners helping migrate customers to the public cloud. Sophos said it will also provide lead sharing for Expert-level partners and sales and pipeline lead generation from free product trials and pay-as-you-go testing.
Sophos Vice President of Global Channels Kendra Krause said this new partner program is critical, as it better aligns partners to how customers are buying around the cloud. By aligning the partner program with public cloud marketplace billing, she said Sophos can help its partners continue getting margin around public cloud security sales, as well as help them make gains toward their level quotas, which translates into more margins, vendor support, and incentives like MDF.
Krause said Sophos is the first security vendor to offer this specific of a partner program around public cloud.
"Sophos is constantly looking for ways to innovate in products and innovate within the channel and programs … This is our next step in that," Krause said.
"We really partnered with our partners to design this program. We see a lot of traction in our current partner base and new partners coming to us and wanting to offer security solutions for public cloud deployments and moving to the public cloud."
Kevin Clements, chief technology officer at Somerset, N.J.-based SHI, said the new partner program solves a gap in most vendor programs, allowing partners like SHI to support customers both in the traditional ways, as well as through public cloud marketplaces. He said the new programs allow for customers to buy security solutions through public cloud marketplaces but still allows partners like SHI to get involved around professional services. He said it also allows them to recognize public cloud revenues.
"It keeps us more involved as part of the process and allows us to continue to support the customer and makes it economically viable for us to do so," Clements said.