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
- 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
- Partners that secure certain revenue of new business per
quarter will receive between a 2.5% and 10% rebate at the end of
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.