Sophos opens portal for resellers

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Sophos opens portal for resellers

Sophos worked with resellers from around the globe and internal channel specialists to develop an online program to deliver the right incentives, protection, training and support.

Zoe Nicholson (pictured), channel sales manager for A/NZ at Sophos, told CRN in an interview, it chose to invest in its channel because resellers were currently operating in a tough market.

Nicholson said the vendor offered 15-30 percent margin depending on its partner's level within the program.

Also to ensure no margin is eroded, resellers that miss out on signing up a customer can expect around 7 percent margin for procuring the client.

 "All partners will also benefit from margin protection through online and automated registration of net new sales opportunities," she said.

"[This guarantees] entitlement of margin levels as well as offering compensation if a deal is procured by another Sophos partner."

Despite the global recession, Nicholson believed there was still potential for growth in areas of security like; integrated endpoint; web protection and encrypting data.

"Companies aren't looking to stop investing in technology," she said.

"They are looking at consolidating their vendors, so instead of a 100 vendors doing different things, they want one vendor that can supply them with the majority of their needs.

"Resellers have caught onto what their customers are doing and are looking for vendors with a one-stop-shop." 

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