Sophos streamlines its Sophos Partner Program to provide greater financial return to channel partners

June 02, 2003 Sophos Press Release

Changes enable all partners to achieve higher margins and maintain better profitability

Lynnfield, MA - Sophos, a world leader in anti-virus solutions for businesses, today announced changes to its Sophos Partner Program (SPP) in the United States that increases the financial rewards for Sophos partners to help incent partners to produce consistent new business revenue. The new program affords both new and existing partners an automatic 20% margin and offers quarterly rebate targets based on new business quotas. This new program promises partners will see more profit from reselling Sophos than from reselling other vendor products because of fewer competing partners in local geographies and single tier distribution, both of which translate to a higher margin retention.

"We're very selective in choosing our channel partners because we demand an organization that understands the value of Sophos's superior performance over the draw of a more well-known brand. By representing a better solution developed for corporate networks, our partners increase the value of their organization in the eyes of their customers," said deMarie Malnar, channel manager at Sophos, Inc. "The changes to our program just help to further reward our partners for the work they do on our behalf and encourage them to continue working hard for our mutual gain."

Restructured in September 2002, the Sophos Partner Program in North America has been designed to ensure rewards for IT consultants, value-added resellers, and systems integrators who are dedicated to providing best-of-breed security solutions coupled with the highest quality of services. This restructuring has been successful in motivating existing partners to be more proactive in their selling and continuing to increase the quality of both new and existing partners while maintaining controlled growth of 22% in the partner program to 750 partners continent-wide.

"Sophos has always worked very hard to address our needs and reward us for our commitment to selling high-quality products," said Michael LaBarge, President of Secure Content Solutions based in Santa Ana, CA. "With the higher profit margin, rebates and the individual sales incentives being introduced, we stand to gain a lot from the relationship. In addition, due to the exclusive nature of the Sophos Partner Program, we rarely have to worry about the deep price erosion that results from over distribution of products through Sophos resellers in our region."

Financially, the Sophos Partner Program will work as follows:

  • Current partners will immediately be boosted by between 5-15% to a 20% margin across the board.
  • New partners will automatically receive 20%.
  • Partners that wish to become eligible for the rebate program will need to complete the online training and sign up as an SPP member.
  • Partners that secure certain revenue of new business per quarter will receive between a 2.5% and 10% rebate at the end of the quarter.

Sophos will also continue its Certified Partner Program. For more information on the Sophos Partner Program, please attend the Sophos - The Better Partner web seminars held monthly.