VP, North America Channel Sales
As leader of Sophos’ Partner Advisory Council, Malone has continued to evolve Sophos’ managed service offerings and initiatives, garnering valuable feedback directly from partners on the next-generation security solutions, support and tools they need.
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 past year, Erin ensured partners' voices were incorporated into all product roadmap developments, program updates and communications. Erin focused on growing Sophos' MSP Connect Program, continuing to add new NA partners and working closely with existing partners to help them achieve their business goals. Under Erin's leadership, Sophos' NA channel sales team launched aggressive promotions and incentives to educate partners on the cross-sell opportunities with Sophos Central and XG Firewall. Erin also led the roll out of advanced training and enablement resources, including the expansion of Sophos' synchronized security accreditation program, to make it easier for partners to deliver synchronized security and earn more of their customers' security budget. As a result, synchronized security certifications increased by 40% over the past year. Erin also amplified Sophos' "Break a Hacker's Heart" nationwide roadshow presence, doubling the number of cities in FY19 compared to FY18. These roadshows give partners the ability to learn and demo new products, receive tips on upselling and cross selling products and talk through industry challenges. The continued growth in roadshow attendance is a direct result of the value partners takeaway from these events, which are largely shaped by direct feedback Erin receives from partners.
What are your goals for your company's channel business over the next year? Erin and her team will continue to focus on strengthening Sophos' MSP Connect Program, as well as further invest in the development of advanced training and enablement initiatives for partners selling the broader Sophos portfolio to fuel growth opportunities and accelerate cross-sales momentum. Over the next year, Erin will also continue working to expand the reach of Sophos' nation-wide roadshows and user groups, bringing the Sophos story to partners in key territories across the United States.
What's the key to success for your channel partners in 2019? To be successful in 2019, channel partners will need to focus on managed services, leveraging cloud enabled next-generation security solutions and partnering with vendors like Sophos that support monthly and annual term business models. It will be key for channel partners to work with vendors that have a broad portfolio to allow for land and expand discussions with customers. Creating a security-focused team of sales and technical resources to keep up with the modern-day threats that are impacting customers will also be important to channel partners' success in 2019 and beyond.