Channeling Our Success: Sophos Partner Program

Transcription

1 Channeling Our Success: Sophos Partner Program

2 Welcome to the Sophos Partner Program Smart investments yield positive gains. Your investment with Sophos is no different. As a Sophos Partner, you and your customers now have access to a portfolio of industry leading, high quality security solutions for business. Our ability to provide complete security without complexity means better security for your customers and more profitability and predictably for you. It s that simple. We understand your needs and are committed to ensuring that you have the information and tools necessary to be successful in your partnership with us. That s a promise. Sophos Partner Program Our program is designed to grow your business and your expertise. It rewards partners for performance and commitment. Higher commitments mean higher discounts and greater success. Our comprehensive portfolio of enablement tools, resources and marketing programs will help you grow your business. And, our extensive product portfolio and high customer renewal rates make it easy for you to realize significant revenue gains year after year. Our Joint Success Your success, our success, and the satisfaction of our customers - that s the goal of our Partner Program. We make it easy for you to leverage our 25+ years of experience, innovative products and outstanding reputation. And, because we are 100% channel-focused, you can count on us to reinforce your efforts every step of the way. Our working relationship with Sophos has been a rewarding one particularly in areas of revenue generation and skills set transfer. Enterprises are increasingly seeking a compelling alternative to legacy security systems and finding answers in Sophos solutions, which helps grow our business and bring it to the next level. Ultimately, it is our customers that will benefit the most from this win-win partnership. Jeffrey Choa Microgenesis Business Systems, Philippines Channeling Our Success: Sophos Partner Program 2

3 Contents Our partner philosophy Partner participation Program benefits and requirements The Sophos advantage Selling the Sophos advantage Marketing programs Discounts and deal registration Licensing and ordering Training and certification Technical support Keeping you informed Channeling Our Success: Sophos Partner Program 3

4 Our Philosophy Is Simple: Your Success Is Our Success Our 100% channel-focused sales model means you are the key to our success. We are committed to helping you grow your business and expand your profits, your customer base and your market presence. Accelerating your profitability We work hard to ensure that we deliver strong growth and consistent contributions to your bottom line. Unrivaled margins reward you for your investment in Sophos Deal protection guarantees your sales efforts result in predictable profits Active engagement with local sales and product specialist teams provide support when you need it A simple, effective and honest relationship Training and development to expand your expertise in selling our complete security portfolio Incremental revenue opportunity based on services and support Growing your customer base Your business thrives and grows on satisfied customers. We consistently deliver high customer satisfaction year after year. Cover all your customers security needs with an integrated product suite complete security The highest quality security products in the industry In-house 24/7/365 staffing of the industry s leading customer support team providing support in your local language An unyielding commitment to customer satisfaction that allows you to build a strong recurring revenue stream and take advantage of extensive cross-sell opportunities Sophos has a great portfolio of leading edge security solutions that secure our customers from the endpoint to , and from the network to the mobile world. Todd O Bert President & CEO Productive Corporation, US Sophos enterprise solutions are completely intuitive we were up and running in less than an hour. The management capabilities are well designed, providing a single point for installation, configuration and monitoring, while the enhanced reporting features proved particularly useful and gave us peace of mind. Henry C. Torrance Lead Computer Network Specialist, Department of the Environment Maryland, US Channeling Our Success: Sophos Partner Program 4

5 Creating demand for your brand We help you expand the value of your brand and the strength of your reputation. Customized marketing programs that help you communicate your brand value and acquire new business opportunities Strong demand generation programs and marketing assistance to drive effective campaigns A broad range of security solutions from a single vendor that allows you to cross-sell into your existing customer base driving revenue and customer loyalty Differentiated professional service offerings that strengthen your reputation to deliver Solutions that deliver on the promise of your brand and build trust with your customers In short, our success is measured by your success. We are committed to enabling and empowering you with unequaled opportunities and programs and innovative solutions that offer unparalleled value for you and your customers. Sophos s experience and expertise sets the company apart from the competition. We ve been delighted with the service we ve received working with Sophos is an absolute pleasure. Dave Marsh Information Security & Telecomms Team H J Heinz Company Ltd. Channeling Our Success: Sophos Partner Program 5

6 Partner Participation We are committed to making it easy for us to work together in a manner that best suits your needs. Our partner philosophy is quite simple. We invest heavily in those partners that commit to growing their Sophos business. The more you invest in us, the more you are rewarded. A standard base discount is offered to all partners. Incremental awards and discounts can be earned based upon your commitment. Achieve technical certification, complete sales enablement training, develop business plans or set revenue target goals for our products and you ll be rewarded. You ll earn higher discounts, significant marketing assistance including joint marketing funding and Sophos-provided leads. All partners, regardless of status, benefit from deal registration and higher discounts for partner-sourced business. We also provide you access to our dedicated channel sales, marketing and technical support teams. Partner levels We make it easy for you to move up to higher partnership status and higher rewards by meeting annual revenue requirements, certification requirements and higher levels of partner-developed net new business. Platinum Partners meet or exceed our highest revenue attainment and net new business targets and have invested significantly in sales and technical skills development and accreditation. Gold Partners demonstrate significant commitment to selling our products and achieve certifications. Sophos Gold Partners benefit from a listing on Silver Partners sell and promote our products as part of their security portfolio. High value and commitment/ dedicated support and customized programs Significant value and commitment/ named support team and special programs Minimal required investment/selfservice tools and support Channeling Our Success: Sophos Partner Program 6

7 Partner Program Benefits Marketing Silver Gold Platinum Joint marketing programs by invitation Welcome kit Partner portal access Marketing and lead-generation tools Communications Partner listing on by invitation Use of partner logo Partner satisfaction survey Specialization certificate Partner advisory council by invitation by invitation by invitation Partner plaque Marketing funds by invitation priority request Sales Sales account coverage partner help desk inside sales support named account manager Sales engineer coverage case-by-case priority request priority request Sales tools Access to SFDC (online quoting, pricing, ordering tool) by invitation Access to competitive information by invitation Leads eligible eligible Sales incentives and promotions by invitation Not-for-resale licenses eligible eligible eligible Appliance evaluation program eligible eligible eligible Interactive showroom Deal protection program Training Web-based sales training Web-based technical training On-site training case-by-case Instructor-led classroom training see local price list see local price list see local price list Support Technical support Standard Advanced Advanced Inside Knowledge eligible eligible eligible Beta program recommended recommended recommended Channeling Our Success: Sophos Partner Program 7

8 Partner Program Requirements On-boarding Silver Gold Platinum Online enrollment form Online agreement online online + addendum online + addendum Demonstrated security focus Business plan/quarterly business review recommended Skills metrics Certifications Performance metrics 1 trusted sales advisor + 1 trusted sales engineer (minimum of 1 person) 4 trusted sales advisors + 4 trusted sales engineers (minimum of 4 people) Sales performance metrics n/a by region by region New business contribution n/a by region by region Channeling Our Success: Sophos Partner Program 8

9 The Sophos Advantage There are many vendors that provide protection from threats. But, only Sophos provides complete security without complexity. We have the products, reputation, financial stability and global recognition as an industry leader. We make it easy for you to demonstrate our IT security leadership. Channel focus is something that most vendors talk about but few actually deliver. We arm you with the tools and information you need to achieve optimal returns on your investment with us. Addressing your customers concerns Our complete security solutions cover all of your customers security needs Our products are easy for system administrator to use, with minimal impact on the end user Our products enhance user productivity, optimize network resources, and prevent downtime We secure sensitive information and comply with data protection regulations Our best-in-class 24/7/365 support with in-house trained engineers Leverage our strengths Expertise A global network of threat analysis centers SophosLabs with a deep understanding of malware, data protection and security policy and over 25 years experience in developing the best technology to protect against rapidly evolving threats Financial Established, profitable, financially stable, enabling us to invest ahead of the current market demands, and anticipate future needs with leading technologies Growth Fastest growing of the three largest endpoint security companies Products Award-winning, reliable software and hardware solutions, simplifying security and enabling small, medium and large public and private organizations to focus on business Delivery Global research labs strategically located to provide 24-hour analysis and protection against new threats Support Award-winning technical support available to all customers Business focus Products designed for business only and first-class technical support teams offering immediate response to all inquiries, freeing you up to sell rather than support Customer satisfaction Trusted by over 100 million users with unrivaled levels of customer satisfaction leading to high renewal rates Over the past few years Softcat has grown its Sophos sales substantially and both our customers and internal sales feel extremely confident thanks to the sales and technical support we receive. We look forward to working with Sophos in the future, continuing our successful growth in the promotion of these products to customers requiring an anti-virus solution. Anna Bennett Softcat Plc, UK Channeling Our Success: Sophos Partner Program 9

10 The Sophos Advantage (cont d) Product/technology features Award-winning products from a recognized leader Guarding every part of your customers business with comprehensive endpoint, , network, data, mobile and web security, protecting against malware, spam, data loss, unwanted applications, and policy abuse Endpoint protection Integrated virus, spyware, adware, intrusion protection, control over unauthorized applications and devices, and compliance control Mobile control Secure, monitor and control iphone, ipad, Android and Windows Mobile devices Information security Device control, data leakage prevention and encryption, providing a second level of defense for sensitive corporate data Compliance and system management Control of network access, ensuring computers are compliant with security and regulatory policy in and out of the office Gateway security Protection at the and web gateway against malware, spam and inappropriate websites Simplified, automated security Easy installation, automated updates from SophosLabs, and remote monitoring of appliances Encryption and DLP, proven and simple Secure data sharing with full-disk, removable storage and encryption Powerful, centralized management Scalable, policy-based administration from single ata-glance dashboards, reducing the cost and complexity of managing threat protection Multi-platform, localized products Ideal protection for complex network environments and multinational companies Highly regarded technologies Easily integrated with third-party technologies Industry recognition Awards from leading analysts and reviews Sophos company and product awards Gartner Sophos recognized as a Leader in 2011 Magic Quadrant for Mobile Data Protection CRN Sophos Wins Tech Innovator Award for Security Windows IT Pro Sophos Endpoint Security and Data Protection Recognized as one of the Top Three Solutions for Best Antivirus and Anti-Malware Product and Best Security Product for the Windows IT Pro s Community Choice Awards Gartner Sophos recognized as Challenger in 2011 Magic Quadrant for Secure Gateway SC Magazine Sophos Web Appliance Earns Overall 5 out of 5 Stars in Web Content Management Group Test SC Magazine Sophos receives 2011 Readers Trust Awards for Best Security Solution Gartner Sophos recognized as Leader in 2010 Magic Quadrant for Endpoint Protection Platforms SC Magazine Sophos wins 2011 European Information Security Vendor of the Year SCP Standards Sophos Recognized for Providing Top Customer Service and Support (Attains Prestigious Certification from Service Capability & Performance Standard) Channeling Our Success: Sophos Partner Program 10

11 Selling the Sophos Advantage We make it easy for you to sell our award-winning solutions. Customer evaluations One of the best ways for you to sell our products is to encourage potential customers to try it for themselves. 30-day free trials of our products are available at free-trials/ If your existing or potential customers download free trial software through a link from your website, our system will register the lead as yours. Not-for-resale (NFR) licenses Leverage our not for resale (NFR) licenses to demonstrate our solutions to potential customers or your internal team. Contact your channel account team for more information. Product downloads We ve worked hard to make it easy for you to demonstrate the simplicity of our appliances at no cost to you. Download copies of our software from Contact your channel account team for more information. Appliance evaluation program We ve created a special program to make it easy for you to demonstrate the simplicity of Sophos appliances at no cost to you. Contact your channel account team for more information. Lunch n learns Leverage our staff to offer lunchtime workshops at your location to kick-start incentive programs and increase your team s Sophos solutions sales capabilities Reviewer s guides Our reviewer s guides are excellent tools to help you highlight key product features and controls to your potential customers. You can access the Reviewer s guides on the product pages on or on the Partner portal. Customer Testimonials Our 100+ millions users rely upon us to get it right every time. They value the peace of mind they gain from using our broad, integrated and complete product suite. They ve come to trust us to secure their most important assets. And, they re happy to verify the merits of our offerings. They understand we re different. Complete security without complexity. Unparalleled customer support. A true industry innovator. These are the common claims our customers make about us. Leverage our extensive list of customer references to help your prospects understand what we can do for them. Sophos beta program We provide you, your prospects and your existing customers with an opportunity to try out the next generation of our products. Check our partner portal to see if there are any current beta product trials, register your interest in becoming a beta tester, and help us to help you by completing our feedback form during the beta process. Your customers can register at Our customers expect the best, and so do we that s why we have chosen Sophos as our technology partner. Wayne Lewis Chief Technical Officer Everyone.net California, US Channeling Our Success: Sophos Partner Program 11

12 Marketing Programs At Sophos, we not only deliver complete security without complexity, we make it simple for you to generate demand for our industry-leading security solutions. We understand the importance of effective marketing programs and are committed to helping you acquire new customers and cross-sell into existing customers. Armed with the right products, the right messages and the right tools, we help you maximize your investment with us. Whitepapers, product evaluations and software tools Take advantage of a simple method to generate leads by creating links on your website to whitepapers, product evaluation and software tools on our website. Online marketing We provide a variety of e-marketing tools, including banner ads and demand generation programs making it easy for you to deliver targeted, content-rich marketing messages and information to prospects and customers. Collateral Leverage our case studies, brochures, product datasheets and a variety of other literature. Advertising and direct marketing Download our integrated collection of advertising and direct mail campaigns. Add your own company logo and tailor these assets to better speak to your local market. Sophos graphics Use the Sophos logos on your promotional literature and goods. Full guidelines on the use of the Sophos brand identity, including downloadable company and product logos, web banners and images, are provided on the partner portal. Seminar-in-a-box Our seminar-in-a-box enables you to take advantage of the marketing power of seminars without the time-consuming chore of creating everything from scratch. The following programs are available to select partners: Co-marketing A focused and coordinated approach to running joint campaigns and programs offers a core set of end-to-end deliverables for marketing to key prospects and customers. Sales promotions Talk to your channel account team about developing special sales offers or incentives. Co-branded campaigns * Re-engage and nurture your prospects by using one of our co-branded, permissionbased campaigns. These cost-effective and versatile tools are an excellent vehicle for following up with leads generated at a trade show or sending a first-touch message to generate interest in a specific product. We ve done the legwork all you need to do is co-brand the with your company s information. * Permission-based marketing As our partner, you must be very careful to respect customers privacy when conducting marketing campaigns. Do not promote products and services through unsolicited . Most significantly, messages should be sent only to individuals who have explicitly consented to receiving the . This is essential for gaining customers trust, retaining their business, and minimizing legal risks. We reserve the right to revoke joint marketing privileges from any partner that does not adhere to these guidelines for promoting themselves or Sophos through campaigns. Channeling Our Success: Sophos Partner Program 12

13 Marketing Programs (cont d) Roadshows Rely upon our security experts and sales representatives to join you on a tour through a number of cities. Let us help you educate prospects about our complete security product portfolio. Tradeshow sponsorship/security expert speakers Achieve a higher level of visibility - resulting in increased potential for lead generation. Let us sponsor an event or leverage one of our security experts to speak at select, targeted tradeshows or events. Co-branded direct mail campaign materials Use our professionally developed co-branded materials to put your message in front of prospects repeatedly over the course of several months. We offer materials specific to both product and market segment. Online advertising Get your company name alongside ours with a variety of online advertising campaigns designed to create awareness of our solutions. Web seminars Use our web seminars as a lead generation tool. Send customized invitations to your database of contacts and build your pipeline. Catalogue advertising Get featured alongside Sophos in highly targeted trade catalogues aimed at IT professionals responsible for security decisions within their respective organization. Call blitz campaigns Let us help you create an effective call script for contacting a large number of customers and prospects by phone. Sophos has an intimate understanding of the complexity of the university environment and the need to manage multiple threats through an integrated solution, while allowing a high degree of user control. Jens Haeusser Information Security Manager University of British Columbia Channeling Our Success: Sophos Partner Program 13

14 Discounts and Deal Registration Generous. Reliable. Predictable. All partners receive a 12% base discount. Incremental discounts are offered for partners who originate or drive new business opportunities: Develop and close a Sophos-supplied lead as a Platinum or Gold Partner and earn an additional 5% discount Source, develop and close net new business and earn an additional 8-18% discount Renew your customers licenses and receive generous discounts year after year Discounts Base discount A 12% base discount applies to all products on the price list regardless of lead origin or other considerations. Partner-originated net new deals Close a partner-originated net new deal and you are eligible for the highest combined base and additional discount levels totaling 20-30%. The deal must be originated and registered by you and not previously exist in the Sophos CRM system. In most cases, these deals are also eligible for our deal protection program. Incumbent renewals of net new deals Originate and maintain customer subscriptions and you ll receive incremental incentives and discounts. Combine these rewards with our licensing model and you ll experience recurring annual revenue streams. * Discount and deal registration information provided is for North America partners only. Partner discount structure Sophos supplied leads Close a lead Sophos supplies you early in the sales cycle and you are eligible for a combined base and additional discount levels totaling 17%. These leads typically require full lifecycle sales efforts in order to be developed and closed. Fulfillment Only leads and opportunities that we provide you do not qualify for incremental discounts. Discount level Silver Gold Platinum Partner level Partners enter program here Promotions Incremental discounts Base discounts Channeling Our Success: Sophos Partner Program 14

15 Deal registration and protection We ve got you covered. Our aggressive incentive programs are designed to put you well ahead of competitor s pricing. Plus, you ll benefit from our margin protection program regardless of partner level. Simply register your net new sales opportunities using our online systems. Be the first partner to bring Sophos a new opportunity and you ll receive additional discounts. We don t stop there. If you register a deal and the customer chooses Sophos, you are still guaranteed 7% compensation even if that customer decides to purchase through another partner. Deal protection program benefits: Immediate entitlement to maximum margin level Ensures margin advantage over other partners 7% guaranteed compensation if deal is procured through another Sophos partner Increases teamwork and collaboration with our sales team Reduces conflict between resellers by establishing record of registration If the opportunity has a partial match to another record, the submission is flagged for further review by our sales team Our sales team engaged, further reviews the opportunity to ensure qualification System automatically notifies the partner within 24 hours (on screen or via ) of the outcome of the submission (approved/rejected) Required information to register an opportunity: Company name, primary address and main phone number Primary contact s name and contact information (phone, ) Product category (enterprise or small business) Product set (e.g., , Encryption, Endpoint, Mobile, Web) Expected close date (estimated) Number of users/employees (of the customer) Deal registration process Submit the required information to Sophos using the online opportunity registration system Our CRM system checks to ensure the opportunity is unique (e.g., that a similar active opportunity does not exist) Submission is validated to ensure it meets eligibility criteria Criteria to qualify for deal registration: Deal must be originated by the partner (i.e., it is not a Sophos-supplied lead, and no similar active opportunity exists in the Sophos CRM system for the prospective customer) Customer has approved project/budget Customer has defined timeframe for purchase Follow-up activity is agreed upon by both parties Partner provides necessary contact information One registered deal per opportunity The opportunity must be for at least $2,000 The opportunity must close at least 7 days after the opportunity is registered and within a 120-day timeframe (extensions are possible) * Discount and deal registration information provided is for North America partners only. For Portcullis, software support is an integral part of selling the products. Sophos s support to the end user is a five-star service that makes our job a lot easier. Clive Room Portcullis, UK Channeling Our Success: Sophos Partner Program 15

16 Licensing and Ordering Our licensing makes protecting your customer s network simple. It defends every vulnerable point desktop, laptops, servers, and web to provide all needed protection against today s and tomorrow s threats, in a straightforward and simplified structure. It lets the customer take control of not just the malware that threatens the organization, but also legitimate applications, configuration and user behavior. Products and licenses Customers can combine any of our products into one license. All subscription prices are per User License for the number of years stated. Multi-year pricing is available for two-, three- and five-year licenses. In addition to management /reporting tools, most Sophos subscription licenses include: Free software upgrades for the duration of the license Free security updates delivered automatically via the Internet Emergency notification of new virus outbreaks 24-hour support, 365 days a year In addition, the Sophos Endpoint Protection license includes free home use for employees. For pricing information for our Safeguard and appliance products, and for up-to-date pricing and licensing information for all products, visit the partner portal for pricing documentation and access to our online quoting, pricing and ordering tool. For details on Enhanced Technical Support options go to com/support/services/technicalfeatures.html. Placing online orders Working with Sophos just got easier. Sophos is launching an easy, automated system to facilitate deal registration, quoting, pricing, and ordering in early The system lets you share, track, and measure your Sophos activities. You can register a deal quickly and easily to enhance your margins for selling Sophos products, get a valid Sophos quote in minutes, and place orders quickly and easily. You can also view all Sophos deal registration, opportunities, and quotes you are working on and work collaboratively with your Sophos sales team. The system can be accessed through the partner portal. More information will be available as the system is launched in your region. Manual orders Orders can also be placed via , fax or mail and must include the following information: 1 Partner purchase order 2 Sophos order form License required Server operating system(s) used by customer Number of servers plus number of desktops to be covered Delivery name and address (specify whether direct to end user) End-user details Company name Postal address, address and telephone number Key contact name or department to which updates should be sent Credit card details or cheque Credit card payments will only be accepted on orders that are less than $5,000. Other orders will be on account with net 30-day terms A signed credit card authorization form must be obtained from the end-user and submitted. This is the end-user s authorization to Sophos to bill their credit card. Channeling Our Success: Sophos Partner Program 16

17 Training and Certification Our top priority is to equip you with the essential tools needed to educate customers about IT security and our complete portfolio of industry leading security solutions. That s why we developed a dedicated Global Sophos Education department. We have heavily invested in creating our training and certification program to enable you to successfully sell and support our market leading IT security solutions. Our certifications meet the needs of both the sales and technical professional. We make it easy for you to choose and achieve certifications for your specialized disciplines. Delivery and cost Our certification program provides a comprehensive catalogue of free, on-demand online training consisting of self-paced sales and technical courses. Topics include general endpoint protection, , web and network security, and data protection. We provide you a convenient way for you and your staff to keep up to date and refresh your knowledge. A number of labs-based courses enable your Sales Engineers to deepen their hands on experience. This innovative method of training is offered to you at no charge. Payment-based Instructor Led (IL) courses are also offered in select regions. We also offer on-site instructor-led technical training for Platinum Partners. Contact your channel account manager for more details on any of our training programs. Certifications Our certifications are streamed for sales and technical staff and are an excellent way to demonstrate your expertise in specific product areas. Certifications are optional at the Silver level. Platinum and Gold level partners must fulfill certification requirements to remain compliant. Assessments Take advantage of our online courses that consist of review materials and an assessment. Invest 20 to 60 minutes to complete a course and expand your knowledge base. Courses can be taken at your own pace without any time restrictions. If you re already knowledgeable on the product(s), you can go straight to the assessment. Assessments are open book and contain supporting review materials such as Flash audio tours and PDF manuals. They contain: Multiple choice questions Multiple answer questions True/false questions Answer-matching questions To pass a course a minimum 80% grade is required. Once you pass the assessment, an electronic copy of your certificate is sent to you in recognition of your achievement. For additional training information or assistance, log onto the training section at or contact your channel account team. Certifications entail achieving levels of expertise in the following solution groups: Endpoint Protection Security and Control Web Security and Control Endpoint Compliance and Control Data Protection Channeling Our Success: Sophos Partner Program 17

18 Training and certification (cont d) Certification Levels Further advance your success with us by completing one of our certification programs. Certification requires a minimum number of modules to be completed. Foundation Consider yourself onboard with us when you complete a series of short online modules that detail our company and solutions. Study time: 2 x 20 minute online modules + 2 online assessments Prerequisites: none Sophos Sales Developer Learn how to target key market segments with at least three of our products and become a Sophos Sales Developer. Sophos Sales Developers find deals by targeting a suitable point of contact, identifying general customer issues that can be solved by the products and explaining the overall benefits of the products. Study time: 3 x 20 minute online modules + 3 online assessments Prerequisites: Completion of the online foundation modules Sophos Trusted Sales Advisor Close deals by winning the trust of customers. Become a Sophos Trusted Sales Advisor using our online assessment. Demonstrate how to satisfy customer needs with at least three Sophos products. Trusted Sales Advisors target all individuals with an influence on purchase decisions, identify clear customer issues that can be solved by the product, and demonstrate how the product overcomes the identified customer issues. Study time: 3 x 40 minute online courses + 3 online assessments Prerequisites: Sophos Sales Developer Sophos Trusted Sales Engineer Become a Sophos Trusted Sales Engineer and learn how to support the technical component of the sale by determining the product s technical fit in sales opportunities. Explain how the product fits simple networks, demonstrate product features to a technical audience and set up simple product trials. Study time: 3 x 60 minute online courses + 3 online assessments Prerequisites: 3 online foundation modules Advanced Sales Engineer Differentiate yourself in the marketplace and gain increased recognition from Sophos and our broader partner community. Secure a Sophos Advanced Sales Engineer certification by demonstrating that your staff can install, deploy and configure the software in a controlled environment. Have your technical staff complete a remote exercise to demonstrate their knowledge. We encourage your technical staff to complete one or more of the following programs: Endpoint Protection Security and Control Web Security and Control Endpoint Compliance and Control Encryption Updates Secure a Sophos certification and it is valid for the life of the product. Maintaining certification is easy. When products are updated, pass an update module in order to maintain your certification. Visit the training section on our partner portal to learn more about our training. Channeling Our Success: Sophos Partner Program 18

19 Technical Support We understand the importance of making it easy for you to sell our award-winning solutions. That s why we offer you unrivaled technical support. To us, support is not just about providing updates or helping with installations. It is about sharing our expertise to give you and our customers the very best protection. Our in-house team of experts is trained in both our solutions and third-party technologies. Whenever you contact our Global Support Services you will be speaking to a fully trained Sophos employee. Key benefits Available 24/7/365 via web, phone or Accessed from a network of offices around the world Delivered in your local language Connects you directly to in-house Sophos experts Provides one support phone number for all support queries Offers self-serve options through our online knowledgebase Works with other vendors on crossplatform issues Cross-platform and multi-vendor solutions We are proud to be a member of TSANet the worldwide vendor neutral support alliance. This means that we can work directly with other vendors to help solve problems that involve their technologies. Key features: Knowledgebase Our online Knowledgebase is an integral part of post-sales technical support and is available to all levels of partners. It can be accessed at knowledgebase. Inside Knowledge Our Inside Knowledge provides you access to thousands of technical articles on all aspects of the deployment, configuration, use and troubleshooting of our products. Visit our partner portal to access Inside Knowledge for unprecedented early access to our emerging solutions as they are being created, used and improved by our Support teams around the world. Standard 24/7/365 Support Unlimited support cases and authorized contacts Software downloads, updates and maintenance Phone, and web-based support channels Access to Support Knowledgebase Basic incident handling Access to Support Forums Advanced Two levels of product support Our technical support is delivered through two levels: Standard and Advanced. Each level ensures you get the most out of your investment and that you and your customers remain protected against increasingly complex and evolving threats. Standard: Our global team of experts provides you 24-hour help installing, configuring and upgrading our products and resolving any technical issues. All partners have access to Standard Support around the clock, every day of the year. Advanced: Our Advanced Support gives qualifying partners direct access to senior level support engineers through dedicated phone and channels. All incidents submitted to us are automatically assigned to priority queues to deliver responses within defined target time periods. Advanced Support is available to the Certified Engineers of all Platinum partners and Gold level Certified Engineers with a specialization in one or more of our solutions. Contact your channel account team to find out how to access Advanced Support. Access to News Subscriptions Defined Service Level Agreements Priority incident and malware sample handling VIP Access to dedicated Senior Resource team** Sophos ZombieAlert and Sophos WebAlert Remote Assistance Support ** Available in most geographies - check with your local sales team if applicable in your region Customer Service Web Tel SOPHOS 9 ( ) support@sophos.com Channeling Our Success: Sophos Partner Program 19

20 Keeping you informed We are here to support you every step of the way. We keep you up to date with the latest information about Sophos and our innovative security solutions enabling you to gain the greatest value from our relationship. In addition to this guide, we are committed to providing you access to a wealth of other information, including the following. Partner portal We work hard to ensure partnerportal. sophos.com provides you the tools you need to succeed. Visit this site to access valuable resources and tools including marketing and sales materials, our training and certification system, our logos, pricing and licensing details, product information, PR guidelines and corporate style guide. You can also get a heads-up on upcoming product launches and enhancements. Note: If you have misplaced your username and password, go to Forgotten your login details? on the partner portal and your login credentials will be ed to you. Sophos website is dedicated to providing you and our customers a host of useful information. Here you will find full product details, company and market news, whitepapers, webcasts, the support knowledgebase, technical information and documentation, and a host of other useful information. Naked Security Our blog offering the latest news, advice, opinion, and research from security industry experts. Check out the latest trends at nakedsecurity.sophos.com. Partner newsletter Partner Buzz is our vehicle for sending you important information. Our monthly electronic newsletter is a great source for learning about new product information, partner marketing programs, threat trends, and more. notifications Periodically, we send you special announcements and highlights via . Watch for these notices in your box. Web briefings Monthly online briefings provide you the latest on product updates, sales tools, competitive intelligence and more. Watch these live or on-demand to learn how to better sell Sophos solutions to your customers. In-person meetings and Web-based presentations We recognize the importance of personalized communications and live, face-to-face meetings with you and your team. We use these vehicles as a way to update you on special announcements, new programs and exciting product launches.

21 Copyright 2012 Sophos Ltd. All rights reserved. Sophos and Sophos Anti-Virus are registered trademarks of Sophos Ltd. and Sophos Group. All other product and company names mentioned are trademarks or registered trademarks of their respective owners. The information contained in the Security Threat Report is for general information purposes only. It s provided by Sophos and SophosLabs and Naked Security. While we keep the information up to date and correct, we make no representations or warranties of any kind, express or implied, about the completeness, accuracy, reliability, suitability or availability with respect to the website or the information, products, services, or related graphics contained in this document for any purpose. Any reliance you place on such information is therefore strictly at your own risk. United Kingdom Sales: Tel: +44 (0) sales@sophos.com North American Sales: Toll Free: nasales@sophos.com Boston, USA Oxford, UK Copyright Sophos Ltd. All rights reserved. All trademarks are the property of their respective owners.