Transparency, fairness, and growth for committed partners - guiding principles for Sophos channel policy

RAJEEV GUPTA
DIRECTOR OF CHANNEL SALES, INDIA & SAARC, SOPHOS

“At Sophos, our partners are at the heart of our go-to-market strategy. Over the past year, we have enhanced the Partner Program to make it more rewarding, flexible, and transparent. The introduction of Sophos Partner Care has created a 24x7 single point of contact for partners, reducing operational delays and helping them close deals faster. We have expanded enablement through certifications, specialization tracks, and bootcamps, ensuring partners are technically equipped to address complex customer needs. The launch of our local data center in Mumbai further strengthens the ecosystem by giving partners the ability to offer customers low-latency services that meet India’s data sovereignty requirements.

CHANNEL ENGAGEMENT & ENABLEMENT POLICY

Our channel engagement policy is straightforward: transparency, fairness, and growth for committed partners.
•    The program is tiered, with higher rewards, MDF, and deal advantages as partners move up.
•    Deal registration and incumbency protection reduce channel conflict and improve margins.
•    Certifications and compliance audits ensure partners maintain high technical standards and receive ongoing benefits.
•    We provide extensive co-marketing resources, joint campaigns, and field engagement opportunities so partners
can generate demand effectively.
•    Through regular councils and feedback forums, we ensure that the program evolves in line with partner needs.”