Sophos Focuses on Partner Success Through Recurring Revenue and Service-Led Growth

Rajeev Gupta 
 Director – Sales (India & SAARC), Sophos

 

“At Sophos, we have always operated as a channel-first, channel-best organisation. Partners are central to how we reach customers across India’s diverse market, so our channel policy is designed to support their profitability and long-term sustainability rather than focus solely on headline margins.
Our partner programme offers structured commercial benefits, growth rebates and incentives that recognise partner commitment and performance. Partners can also build recurring revenue through managed security services, particularly Sophos Managed Detection and Response (MDR), which is trusted by 40,000+ organizations worldwide, we can also integrate with 500+OEMs in our Sophos Fusion-AI native Cyber Defense system. These service-led models help partners develop deeper customer relationships and create sustainable business opportunities beyond transactional product sales.

A UNIQUELY PARTNER-FRIENDLY PROGRAMME
What makes our programme partner-friendly is our focus on reducing operational complexity while strengthening partner capabilities. Through initiatives such as Partner Care, dedicated channel support, the partner portal, technical training and certifications, we help partners access the resources needed to grow. Our MSP Elevate programme supports recurring service growth through predictable monthly commitments, flexible consumption billing and incentives linked to service expansion. The Sophos Fusion platform further helps partners manage security services efficiently. Our commitment to this ecosystem was reinforced when Sophos was named a Champion in the 2026 Omdia Cybersecurity MSP Ecosystems Leadership Matrix.

CHANNEL STRATEGY FOR 2027
Looking ahead to 2027, our focus will be on helping partners acquire new customers, expand existing relationships and capture opportunities across endpoint, network, email, cloud and managed security services. We will continue to strengthen our services-led approach through Sophos MDR , Sophos XDR, NGSIEM. We also see opportunities for partners to expand into strategic security advisory services through Sophos CISO Advantage, alongside growing customer requirements around compliance, risk management and cyber resilience.
Our goal is to help partners move beyond transactional selling towards long-term customer relationships built on expertise, recurring services and measurable security outcomes. When partners can grow profitably, deliver differentiated value and trust the ecosystem they work within, both partners and Sophos are positioned for sustainable growth.”