Sophos unveils new partner strategy

June 20, 2002 Sophos Press Release

Sophos, a world leader in corporate anti-virus protection, has today unveiled a new partner program designed to rapidly boost the growth of its channel sales throughout Australia and New Zealand. The new program supports Sophos's business shift towards a mainly indirect sales model.

The enhanced program introduces new accreditation, certification and training levels, supported by one of the industry's most exciting margin and incentive schemes. A key feature of the new program is unrestricted access to Sophos technical support regardless of accreditation level.

Under the new Sophos Partner Program, resellers and solution providers will be able to achieve one of three new accreditation levels. These will be based on business levels and on numbers of trained sales and technical staff. Sophos's existing partners will be re-accredited under the new program.

The new accreditation levels are:

  • Certified Partner (highest accreditation level)
  • Partner
  • Authorised Reseller

All accredited Partners are entitled to a partner discount program; participation in lead generation; branding and marketing support; business development assistance; and access to Not For Retail product and regular update resource kits. In addition, Certified Partners are provided with priority access to the accreditation program and are assigned dedicated technical and account management support.

The key features of the new program include:

  • Clearly defined degrees of differentiation between varying partner levels that avoid restrictions to Sophos technical support
  • Tightly integrated channel incentives and training programs
  • New Sophos sales and technical training accreditation levels ranging from Associate through Expert levels
  • Strict certification criteria that are achievable and realistic
  • Improved margin structures offering Certified Partners stronger incentives to 'sell Sophos'
  • A revamped rewards system offering channel partners and their staff significant incentives

"Our new partner program is designed to dramatically grow our channel presence across the region and complements our rapidly growing market share," said Mr Stuart Palmer, Sophos's Managing Director for Australia and New Zealand. "We aim to be recognised within the channel as the number-one corporate anti-virus choice.

"Recognising the important role the channel plays in this market, we have added vast new resources in preparation for the new channel program, including a new computer virus identification lab in Sydney, as well as a new business development team, focused solely on driving channel sales.

"The new program will help us to engage the right partners for our business and our aim is to ensure that, in effect, Certified Partners and Partners become an extension of the Sophos sales force - with similar levels of training and similar levels of commitment to Sophos," Palmer enthused.