For Sophos, maintaining open lines of communication with partners is a priority

Rajeev Gupta  
Director of Channel Sales, India & SAARC, Sophos

Sophos’ focus is on mutual success, ensuring partners thrive in an evolving cybersecurity landscape. The rewards structure is designed to drive excellence while providing the support its partners need to succeed in an evolving cybersecurity landscape.

Sophos views its partners as more than just an extension of its sales team; they are its strategic allies. They bring invaluable insights into local markets and customer needs. 

“That is why we have crafted our Partner Care Program to take care of administrative tasks, so partners can focus on what really matters, i.e., growing their business and building strong client relationships,” explains Rajeev Gupta, Director of Channel Sales, India & SAARC, Sophos. “With 24/7 support, they can easily navigate licensing and quoting, allowing them to drive sales without the hassle. Plus, with Sophos X-Ops, partners access real-time threat intelligence that empowers them to offer actionable insights to their clients.”

Clear and transparent communication is fundamental to building trust and alignment with partners. Sophos makes this a priority by maintaining open lines of communication at every level. 
“Our approach involves consistent updates, structured partner meetings, and dedicated professionals who serve as the direct point of contact for any queries or feedback. We provide our partners with a detailed roadmap that outlines our strategic goals, product innovations, and expectations. Through our online partner portal, we ensure that all necessary resources, such as training, sales tools, and marketing assets, are readily available,” comments Rajeev. 

Sophos’ incentive and reward policy aims to drive performance and strengthen partner relationships. Sophos MSPs benefit from upsell and cross-sell opportunities, along with attractive volume-based discounts. Additionally, exclusive rewards are available for partners who engage in strategic initiatives like its Managed Detection and Response (MDR) services. 

MEASURING PROGRAM SUCCESS
At Sophos, the success of its partner programs is measured through a combination of quantitative metrics and qualitative insights. The primary focus is on creating value-driven, long-term relationships with its partners. 

From a quantitative perspective, Sophos assesses key performance indicators such as revenue growth, partner retention rates, deal registrations, and the expansion of partner-led opportunities. On the qualitative side, Sophos regularly seeks feedback from partners to understand their experiences, challenges, and areas for improvement. 
Sophos also measures the effectiveness of its training and enablement programs, ensuring that partners have the tools and knowledge to deliver exceptional cybersecurity solutions to their clients.