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Sophos CEO Kris Hagerman’s 10 Boldest Remarks From Best Of Breed Virtual Winter 2021

Michael Novinson

From surging sales and profitability and securing the supply chain to combating complexity and doubling down on detection and response, here’s a look at 10 notable statements made by Sophos CEO Kris Hagerman.

Betting On The Channel Has Paid Off

We’re essentially 100 percent channel. Virtually everything we sell goes through the channel. So we have no internal debates or conflict about what’s our channel strategy or where’s the channel conflict. We don’t have any. We have pushed all of our chips to the middle of the table on the channel.

And that was one of the core strategic decisions we made not long after I joined. And Mike Valentine, who runs sales for us, and Kendra Krause, who runs our global channel program, when they joined soon after I did. We decided that we were going to bet on the channel big, and it was one of the best decisions we ever made…

What we don’t subscribe to is this idea that, okay, well, this year is the year of the channel so here’s all of these temporary programs or spiffs or discounts. And then six months later or a year later, the company changes its direction or changes its priorities. We think it’s steady, continuous commitment and focus and prioritization on the channel.

 
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