2017 Cloud Partner Programs Guide Details

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Sophos MSP Connect

U.S. Headquarters3 Van de Graff Drive
Second Floor Burlington, MA 01803
U.S. HQ phone number781-494-5800
Worldwide HeadquartersThe Pentagon, Abingdon Science Park, Abingdon OX14 3YP, United Kingdom
Year Company Founded1985
CEOKris Hagerman
Worldwide Channel ChiefKendra Krause
TitleVice President, Global Channels
Date Began Serving In This Role2/1/15
North American Channel ChiefErin Malone
TitleVice President, North American Channel Sales
Date Began Serving In This Role2/1/15
North American Channel ChiefJohn Keenan
TitleRegional Vice President, Sales
Date Began Serving In This Role2/1/15
North American Cloud Channel Program ManagerScott Barlow
TitleVice President, Global MSP
Email Addressscott.barlow@sophos.com
Cloud Involvement, Products, And Solutions
Our existing partner program supports our cloud products/services
Our products are sold as a Cloud Service where we (the vendor) are the Service Provider (i.e. SaaS, PaaS or IaaS, HW as a service, network connectivity)
Our products are used to enable off-premise Cloud Solutions
Our products are used to build hybrid Private Cloud Solutions
Year Cloud Channel Program was established2016
Please provide a brief overview of the company's cloud partner program or describe the components of your company's overall partner program that specifically pertains to cloud computing.Sophos MSP Connect is the program that Partners can use to resell Sophos Central products and services on a monthly basis. Sophos Central is Sophos' cloud-based centralized management platform that includes all of the company's flagship products, including Sophos Intercept X, XG Firewall, Server Protection, Sophos Email, Encryption and its newly introduced Sophos Phish Threat. The goal of MSP Connect and Sophos Central is to allow Partners to easily migrate their customers to cloud security and manage all of their customers through a centralized dashboard. Many customers are still on-prem, in the process of migrating or full on in the cloud, so Partners need a solution that will allow them to accommodate all of these scenarios. Sophos MSP Connect and Sophos Central provide this capability.
Please outline as many as 3 of the top benefits that specifically pertain to cloud computing that channel partners gain from joining this partner program.Centralized view of all customers and services used through Sophos Central Flexible licensing options On demand deployment and configuration
How many of your partners are currently enrolled in your Cloud partner program or are utilizing the cloud portion of your overall partner program?Sophos MSP Connect is 1900 globally
Please identify those areas in which your company actively promotes its technology components to encourage customers or service providers to build a cloud offering (public, private or hybrid).
Cloud Security
In what areas does your company currently have a Public Cloud Service?
Cloud Infrastructure (IaaS)
Cloud Security
In which of the following ways does your company engage with Channel partners to promote your Cloud-related technologies or services?
We have our own public cloud service or application - we use partners as resellers
We have technology components that are used to build private or hybrid cloud infrastructure; we engage integrators or Cloud Builders
We have software components and tools that are used by ISVs and developers to build SaaS applications, either for public, private or hybrid cloud environments
In which of the following types of Channel training and enablement activities does your company invest to assist your Cloud focused partners?
Specialized technical training (face to face)
Specialized technical training (on-line, ILT)
Technical certification (for cloud)
Specialized sales training (face to face)
Specialized sales training (on-line, ILT)
Sales certification (for cloud)
Sales playbooks or prospecting guides for cloud solutions
Authorized training center authorization or status for your cloud-focused curriculum
In which of the following ways does your company invest money to assist partners specifically with their shift to selling and /marketing cloud solutions?
Customer Events
Offer them qualified cloud-specific sales leads
Partner Branding assistance (materials and/or funds)
Partner Demand Generation assistance (materials and/or funds)
Specialized local staff to help partners with marketing planning and/or execution
Partner Events
Partner Marketing Training
Co-selling assistance from local cloud-specialist sales or business development staff
What elements of support does you company offer in your Cloud channel program/tier to motivate and support your Cloud partners financially?
Deal Registration
Demo program/Trial Keys
Discounts (training, volume, tiered, etc.)Utility or annuity-based pricing or licensing
Internal-use product or licenses (discounted or free)
Loyalty programs or SPIFs
Free management console (Sophos Central-Partner Dashboard
Compensation and Fees
Does your company offer VARs assistance in compensation of their sales teams on residual revenue programs (maintenance, software or professional services), recurring revenues or annuity streams?Yes
Are partners required to pay a fee to join your the basic or minimum tier of this Cloud Partner Program?No
Are partners required to meet specific minimum revenue requirements in order to join the basic or minimum tier of this Cloud Partner Program?No
Which of the following requirements must partners meet in order to join the basic or minimum tier of this Cloud Partner Program?
Certified/accredited sales staff
Reseller certificate
Proven Managed Services Business
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