Top Gun 51 Profile: Stay a Step Ahead in Endpoint Security Software, Says Sophos’ Barlow
…significant transformations in the channel ecosystem. While today it still spans value-added resellers, managed service providers and system integrators, at Sophos we always consider how we can work with all partners to create additional value for customers and ensure an overall stronger security posture.
The shift to selling services and maintaining the ongoing relationship with the customer is prominent and growing quickly in all regions of the world. We also see an opportunity with co-managed IT services, where MSPs and CSPs will work with internal IT departments to offload the monitoring and management of internal IT processes, enabling the internal IT department to focus on more revenue-generating activities for their organization.
CF: Which channel strategies have worked over the years, those that don’t serve the channel anymore, and what’s new?
SB: Sophos is a cybersecurity company with a commitment to be channel best throughout its business. Whether that’s putting time and resources into growing a partner community through new and innovative next-generation products or continuously evolving training, certification and financial incentives to help partners support their customers and grow their business, Sophos always puts in the extra effort.
CF: If you could give one piece of advice to partners, what would it be?
SB: For partners, and MSPs specifically, double down on differentiating their businesses by positioning themselves as a security adviser or virtual CIO/CISO for customers. This requires deep knowledge of the changing threat landscape and security trends, as well as product solution expertise. MSPs need to get creative and provide more educational resources and tips for cross- and upselling. Moreover, beyond becoming a security adviser, they need to find a seat at the table with their customers’ board and executives, so they can work to make their offerings more strategic to meet the overall business needs. Leveraging your vendors is one of the fastest ways to achieve these goals.
CF: Other thoughts on why Sophos has won this award?
SB: Winning this award reinforces our dedication to helping partners protect their customers from sophisticated attacks, by offering innovative technology and channel programs. You rarely learn anything by listening to yourself talk. When you listen and understand the strategies that successful partners use, you can share these trends and ensure a more vibrant and successful channel organization., working closely with MSPs and truly hearing about the challenges they face, Sophos can be a better partner and provide better, more strategic growth opportunities.
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