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The Most Powerful Women Of The Channel 2019: Power 100

The Power 100 is culled from the ranks of CRN's Women of the Channel and spotlights the female executives whose insight and influence help drive channel success.

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Kendra Krause

VP, Global Channels

Sophos

Krause and her team have expanded Sophos’ innovative managed service offerings and training initiatives to fuel growth opportunities for partners. She also developed sales initiatives to support MSP Connect, Synchronized Security accreditation and Cloud Service Provider programs.

Years In Position: 4

Years In Channel: 21 

How have you personally helped advance your company's channel business over the past year? Over the last year, I oversaw the go-to-market strategy and expansion of new innovative managed service offerings and training initiatives developed to fuel and streamline growth opportunities for partners. My team and I worked to enhance Sophos' MSP Connect Program, making it effortless for MSPs to sell, market, distribute and implement its comprehensive next-generation security portfolio for every customer through the centralized management platform, Sophos Central. As a result, the MSP program has become the fastest growing segment within Sophos sales. My team also focused on expanding the Synchronized Security accreditation program, rolling out advanced training and enablement for partners selling the broader Sophos portfolio -- both endpoint and network security products -- and updating its technology to ensure these products work better together. For example, Sophos' competitive intelligence hotline offers information and advice partners can use to close a deal with Sophos solutions. In addition, we spearheaded enhanced product and training initiatives to further support the Cloud Service Provider Program based on direct feedback from partners. Similarly, Sophos' recent acquisition of Avid Secure will allow us to take these new initiatives a step further by incorporating new technologies, offers, and programs to support partners' public cloud sales.

What are your goals for your company's channel business over the next year? Over the next year, we are focused on expanding the 'Channel Best' philosophy that is at the core of Sophos' channel business. Sophos will be launching enhanced tools for partners and offering easy access to these tools, training, and support teams, to ensure that every partner who joins the Sophos Partner Program has the best experience possible. Sophos will also build out offerings, services, and tools for the MSP Connect Program. In addition, we are streamlining Sophos' partner programs globally, taking the best practices from the US and Western European regions and applying them around the world.

What's the key to success for your channel partners in 2019? Today's sophisticated threat landscape has a growing number of enterprises depending heavily on the channel to protect them. This is why channel partners must have a thorough understanding of security trends and the threat landscape, in addition to providing layered security by partnering with a security vendor who offers next-generation endpoint, server, network, web and email security solutions that work well together. With Sophos, our partners can confidently build their own cybersecurity portfolio and solidify their reputation with customers as a trusted security advisor.

 
 
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