Name: Sophos EMEA MSP All Hands - March 2025
Uploaded: 2025-03-11T15:30:59.868Z
Duration: 58 min 56 s
Description: Sophos EMEA MSP All Hands - March 2025

Transcript for "Sophos EMEA MSP All Hands - March 2025": Good afternoon, everyone, and welcome to this quarter's edition of our Sophos EMEA MSP All Hands. My name is Anna Becker. I'm a channel marketing director at Sophos. And today, we have a very, very packed agenda and some exciting guest speakers for you. Before before we start and before I hand over to our host and, the first speaker, let me give you some general information pieces. You are all on mute just to avoid any background noise. But if you have any questions, please use the q and a option that you can see, on the left hand side of your screen. And, please ask your questions. We will be answering them as we go, but we will also spend some time at the end of the session answering the most relevant questions live. We are recording all the sessions, and you will receive the recording and the slides with a follow-up email afterwards. I guess that's it from my side. Without any further ado, I would like to welcome Scott Tyson, who is the director of EMEA MSP sales, who will guide you through their agenda and the first, part of the session. Please, Scott. Anna, thank you very much. And as usual, a professional introduction. So thank you. Good afternoon, everyone. Good afternoon from sunny Wiesbaden. It's a pleasure to to invite and welcome everyone, to our I think this is our third or fourth, MSP EMEA, all hands. And we've got a packed agenda as Anna said. You know, very excited to to welcome a couple of special guests. I'm gonna go through the general run of the mill of what's going on in, in the EMEA MSP space for Sophos, and what what's been going on since December from our last all hands. But I'm also very, very honored to, to welcome the, VP of MSP Global for Sophos, Scott Barlow, onto our MSP all hands today. And Scott's gonna go through some of the business priorities for Sophos MSP for, final our financial year '26, which is 2025, and onwards. So very excited to have Scott here. And, there's a lot of good stuff coming down the pipe, which I'm sure he's gonna, wax lyrical about over the next couple of minutes, or so. Then we've got Kyle to come back and, and speak to us about any business updates, relevant to us here in EMEA. And then we have Simon, who is one of our global MSP sales engineers to talk about some of the portfolio road map and, the exciting things happening within the the product, and any developments from a road map or or product perspective. And then Anna's gonna join us back and and and, go through some of the MSP marketing things to, you know, that we can help you with or we can provide you with and and and all the exciting channel marketing, initiatives and events that we've got coming up over the next, three to six months. And then we have a very special guest, Marco, from one of our partners in The Benelux from Systemec. He's gonna be interviewed about best practices from our very own, Daniel Muellenberg from, in The Benelux. So very excited to to listen to Marco and and Danielle's conversation a little bit later. And then we will open it up for for live questions and answers with Scott or myself or any anyone else within the team. You know, we always welcome feedback. We always welcome questions. You know, we really wanna get that. It it helps us make us one of the best MSP programs in the market. I'm a little bit biased, of course. But, you know, any feedback, any comments, any questions are welcome. So just to show you who your MSP team is here at, at Sophos, you know, I'm always very proud of this slide, and those who know me well, will understand why. When I started three and a half years ago, we had about seven people within the team, and we're now a team of 18. You know, and hopefully, as we continue to grow, we've got the resources in the region, to help us, you know, make your business grow with Sophos MSP and give us the resource to support your business growth. And, obviously, thanks to Scott Barlow, we've been able to add more and more people to our team. And, you know, we've got people within Italy and France and Benelux and South Africa and and The UK. So we are we are building out our presence here in EMEA, and and we're really proud of that. So this is your MSP team here. Please take note of who who's in your region, and and they're here to support your business and your business with Sophos. But most importantly, what I wanna talk about is is Sophos MSP and me a year to date. And one of the things that I'm really proud of is we continue to lead the way here in EMEA, in regards to what are we doing from events, initiatives, and so forth. We are, the global largest global region of MSP within Sophos, and we're very proud of that. You know, we're growing. We continue to grow over 24%, and that's something that, you know, we we continue to put our chest out and be very, very proud of. But we can't do that without you, our MSP partners. So, you know, on behalf of Scott and myself and the whole team, you know, thank everyone on this call and all of our partners for making it an amazing year for Sophos MSP here in EMEA, but Sophos MSP in general. It's a very, very strategic part of our business, and it's one that we're very proud to lead. But, you know, going into that, we're also very excited about all the news that's coming out. I'm sure no you know, everyone on this call is aware of the exciting acquisition we had, in SecureWorks over the about four weeks ago, and we're integrating those people within our team. It's a it's a really exciting, part of our business. And, you know, it's one of the it's one of the largest acquisitions in our space, within the year. So we're very proud of that. And, you know, as we move into this year, we we also wanna look at new ways of enhancing our partner experience, you know, with solutions and value. You know, we we constantly strive to add value to our products and our portfolio, and we wanna do that by getting feedback from you as well. Part of the MSP team is or or the ethos of the team is to continue to enable, educate, and support our partner's business growth. And and by doing that, we want to make sure that we're we're offering workshops around how we can support your business or how outside people can come in and support your business on the back of selling Sophos. We want to continue to give back via our MSP community days. As everyone on this call knows, the community days element is is something that I'm very passionate about, and we're starting to grow that within Sophos, in EMEA. And our community days get larger and bigger and and and more, progressive as we as we roll them out. I think we've done five now throughout the the EMEA region, and we have a lot more plans going into, this year and beyond. And and, actually, I'm in Wiesbaden, today to actually plan out all of those sessions as we move forward throughout the year. So there's some exciting things coming along. There's also a lot of marketing guidance and materials available for our partners. And another part of that reason I'm here today is is Anna and I are going through, what are some of those marketing materials that we're gonna, provide our partners going into the new year? How do we give you more? How do we provide more guidance around how to sell Sophos to make you grow your business? You know, we're also looking at putting potential solutions together for MSPs, and I'm excited that Scott's gonna join me shortly and and talk about some of those new solutions as we move forward, including the introduction of an MSP loyalty program, and an MSP deal registration process. But, Scott, I'm not gonna steal your limelight. So, I just wanna set the scene for when you come on stage very shortly. You know, the other thing that I'm really proud of with within the team is the engagement of senior leaders within the MSP, the MSP part of the business. You know, as I said, we have Scott here today, who leads our MSP program globally, but we also have a lot of our local leadership that are starting to join our events locally, be part of our webinars, be part of our teams. You know, the Jason Ellis who leads our channel team, Gerard Allison who leads who's our SVP for EMEA. These leaders are part of, of our plans and process to get them involved in our events moving forward, which is really exciting. We continue to show extensive growth in our collective success, and so the company is investing in the MSP program. You know, I always ask Scott for more money. Whether he gives it to me or not is a different thing, but, you know, we we as a business continue to invest in the MSP program. And that's a really surefire way of why I believe we have the best MSP program in vendor land. But, you know, ultimately and most importantly, we can't do this without committed and supportive MSP partners. And for you, for you, you know, few hundred that are on this call at the moment, we thank you for being partners with us. You know, we we really do value the partnership that we have with all of you, and we we really want to continue that partnership, as we go into 2025 and beyond. And, hopefully, with some of the new initiatives and products and solutions that we have coming forward, that's gonna enhance that partnership moving forward. So on that note, that's everything from me apart from, the emphasis on the MSP community days. As I said, we've done five already. We've done a couple in The UK. We've done, a couple in in Germany. And this is our way of giving back to the community, but also our partners coming together and sharing their common goals, their interests, and also helping each other share best practices within not only the MSP space, but the Sophos MSP space. So we as I said, we're gonna emphasize more around the MSP community days within the region, but we want you to feel part of the MSP community, the Sophos MSP community. So we're putting a lot of time and effort around that. And we we value everyone on this call as part of that community, and we we really want everyone that's on this call to come and attend these events. So with that, I'm going to hand over to Scott. Scott, welcome. Great to have you, present here at, in on the EMEA All Hands, and, I'm gonna hand it over to you. Thank you, Scott, and welcome, everybody. Super excited to be here. I wanted to also extend a a heartfelt thank you to all of the partners in the region. EMEA took over America's, I think, about six months ago in terms of the largest theater for Sophos on MSP Connect Flex. And it's because of every single one of you MSPs that are on the call today. Your support, your dedication, your feedback, which is incredibly important to us. We launched this MSP program in April of twenty sixteen, and it is going to be north of about 50% of the overall company revenue now in about eight, nine short years. So thank you very much for everything and all of your support. One thing that I like to do is I like to actually look back and, you know, we we work closely with Canalys, and they looked at the top cybersecurity trends in 02/2024. And, you know, we hear a lot about platforms of everything, and I think that Sophos has actually created a security platform that rivals any other security platform that's out there today. Lot of marketplace discussion and how vendors can optimize marketplace integrations for you as an MSP to accelerate and integrate your billings and your provisioning. We'll talk a little bit more about that in a second. You know, MSSP and system integrator enablement is gonna be super important. Overcoming MDR fatigue. This is probably the most important bullet on this slide. And we often see it says frustration will grow as expectations are not met. So when you're looking at MDR out there today, the MDR, the r portion of that is incredibly, you know, frustrating for a lot of MSPs when you're working with vendors that don't actually do the remediation. And so, you know, that I think is is going to extend into 2024. And then compliance is always important. When you look at 2025, Canalys has actually, you know, went through and provided a lot of data. Obviously, m and a is going to continue, in the channel. We see a ton of m and a around the world, a lot of larger organizations doing, you know, pretty significant roll ups. Three of the top five RMM and PSA vendors will be publicly traded by the end of twenty twenty five. I find that hard to believe. So I disagree with that prediction. But one prediction that I wanted to dig into a little bit is over 54% of MSPs will be using a SaaS marketplace to buy products in 2025. Oh, two or three years ago, we actually created an open API. Everybody here on the call will have access or have has access to it. Developer.sophos.com. And, you know, you you're able to pull all of the XDR data. You you're able to pull a whole bunch of information that you can take and integrate in however, in however way you want. And so based on that open API, we actually created a lot of marketplace APIs as well. And we looked at three different routes to market, obviously, integrating with the marketplaces, the distributor marketplaces that are out there today, and I'll talk a little bit about that. Then some of the distributors actually can syndicate their marketplace to other distributors, and they can also syndicate that marketplace to telcos and larger MSPs. So if you have a large MSP and you have a storefront, look at some of the marketplace integrations that we have today in place if that's something that is of interest. And if we do not have the integration into the marketplace that you're using today, please let us know. Reach out and say, I want integration into AppDirect. We have AppDirect integration, but that's another huge opportunity. So the marketplaces that we have today, obviously, Ingram in a couple of countries, the Also Cloud Marketplace, ArrowSphere, TD SYNNEX, TD Cloud, and SYNNEX Stellar in The US, LogiCom, and Infinigate. So you can you can buy through these distributor marketplaces, which will obviously help with the provisioning and the configuration and the and the billing, so that you can aggregate all of that in place today. We also just announced a another marketplace, integration and partnership with Pax8. Many partners that they join, when they join, they say, oh, you're not on Pax8? I'm not gonna do business with you. So we actually went and we heard the feedback, and we, we went and we did this integration in a very quick, manner, and it's actually live as of, the February. So if you're on Pax eight, we are now available, in the Pax eight marketplace. Another thing that Scott mentioned is we continuously want to add value to you as an MSP. We want to make sure that you are successful. When we built the program, we wanted to focus on how we can help you as an MSP increase your revenue, lower your costs, and improve your operational efficiency. And so we continue to do everything in those three buckets to help you succeed and to help you save money and to help you, accelerate your revenue. And so as a result, we had a lot of feedback. We wanted to provide a lot more information on and and a lot more value out of the MDR, solutions that we have. But also because we have this whole network side of the house as well. And a lot of MSPs are buying a wireless access point and a firewall and a switch. And so we wanted to create a program, and we're gonna call it the MSP loyalty program. It's gonna be launched sometime in the, you know, May, June, July time frame. All the dates are still subject to change, but it's gonna it's gonna allow MSPs to, provide it's gonna provide you some so much more value. Right? Revenue accelerating benefits and also product bundles, in exchange for making a greater commitment to Sophos. So there will be a commitment of minimum spend for one year, and then you will get access to what we're calling MDR for MSPs. I'll talk about that in just a second. A significant discount on network in a box, and then we're gonna provide some additional benefits like architect, vouchers, and then rebates and some other incentives, and then more. Right? Each time we release a product, we want that product to be in this program. And so when we look at the MDR for MSP bundles, it's basically taking the MDR complete product today, bumping the price a little bit up, but it's going to provide you with access to all of the integration packs for free as part of that MDR complete license. It's also going to include NDR. So now you're not only gonna get the MDR complete and all the goodness that comes with MDR complete, but all of the integration packs, you'll get NDR for free, and you will have one year data retention. We're also going to equalize the price between the endpoint and the server as part of this MDR for MSP bundle. So no longer will you have a price for server and a price for endpoint. It's going to be the same price as part of this bundle in the MSP loyalty program. And once you, go through and sign the t's and c's, it will be available to you in Sophos Central for only MSPs that are within the actual program. We're also looking at network in a box. And I think network in a box is something that we have had so much feedback and request for, where instead of buying three different, you know, an an AP six and, you know, an XGS and a and a, switch, we're gonna have a bundle. And that bundle will be available in both term and MSP for MSPs as part of the loyalty program, and it will be a significant savings. It will be over 40% for the entire bundle, and we're looking at some ways that we can, you know, apply even more promo codes and more benefits to MSPs, that are part of the loyalty program. So I'm gonna stay on the call. If you have questions, type those into the question and answer section. And I am now going to turn it over to Kyle, but first, I wanted to say thank you again. I can't say thank you enough to all of the MSPs and even the EMEA MSP team. Phenomenal group. And if you have any questions whatsoever, they're always there to help. So, you know, Scott, thank you for your leadership. Thank you for the team. And, Kyle, I'm gonna turn it over to you, buddy. That's great. Thank you, Scott. So good afternoon, everyone. Only going to take up, a couple of minutes. I don't think I can really follow Scott Tyson, Scott Barlow so much. So one slide for you guys, just a couple of relevant business updates for you. So Scott Tyson mentioned earlier I have to differentiate if I refer back. The MSP community. So that's something that, you know, the whole team has gotten a chance to take part of. Very excited to see how that's taken off, not just the MSP community days, but just that overall investment into the MSP community in EMEA, whether that's our MSP community days, the MSP get togethers, or just the various industry events that we take part in, you know, doing the things like boardrooms, panel discussions, and so doing those all across Europe. So that continued investment into the MSP community, and you'll see a lot more of that coming up in our next financial year. But just while we're in our last month of the financial year, we have one more MSP get together coming up, and that is in Helsinki on March 18. So if any of our, partners in the North or Nordics would like to attend, please have a lookout for those comms around March 18. The topics for the community days and get togethers, it's similar to how the integrations team work with MDR. It's it's market driven. It's channel driven. So anything that you would like to see in regards to how our community days add value to your overall business. Now we've done, you know, external specialists on, sales consultancy, on market on marketing. So any of those topics that you would like to see, feed that back feed that back straight into the chat. If you think of any on this on this all hands, please let us know. The second thing I wanted to mention is the amount of growth and new opportunities that we're seeing around MDR in EMEA. And what I really like about this is this ties into that MDR bundle that we're gonna start seeing on that loyalty package. We're seeing tremendous growth of MDR on MSP and EMEA. The numbers for our last billings in February put us at around 55% year on year growth for MDR on MSP and EMEA. And those integrations that we have with other vendors with, you know, for our MSPs that are selling different managed services through different vendors, one hundred and twenty four percent growth across all of those integrations. And something else that we've seen is that Sophos MDR MSPs are the ones selling multiple different types of security services. So what this is going to do is when we have those MSPs that are selling MDR and they're also doing managed network security or they're doing some type of of managed email and end user awareness, whatever type that they're doing, this loyalty program is that first step in simplifying that offering. If you're a Sophos MSP and you're already selling MDR, you're already putting together network security packages with firewalls, switches, access points, and That's something that'll be really interesting to help make it easier, you know, for you to sell. And on that note of the different security services, if you are interested in launching some of these new services, please get in touch with our team. Talk to the local MSP team. We can discuss how to do a quick go to market for a new product, a new service even based off a Salesforce product. Just please let us know. And the last point is just another reminder. I remind everyone about this whenever I can. The XG firewall end of life is 03/31/2025. So there's still, I think, a few hundred of those smaller XGs, kicking around out there, but there is coming up end of life. So please get in touch with our team. There's different promos, incentives running depending on where you're based at if you have any of those older XG devices. Yeah. Please talk to our team, and we'll help you get those swapped out, incentivize that for you. That's all I have. Last last note, again, pop it into the chat, any comments, questions, requests you have around the community days or get togethers. And I will pass things over to Simon. Cheers, Kyle. Thank you very much. One one quick thing about the MSP get together there. I can definitely endorse Helsinki as a great city to visit there. So if you'd have the chance of going in there, definitely do there. So, we are going to be talking about a little bit about the service portfolio, some updates to Sophos Central as well as Sophos Firewall and the general outlook about what's to come. Starting with our SecOps proof of value and admin efficiency. That is part of a sort of larger project where we also going to introduce multi tenancy into SecOps, and and into security operations there. Phase one is already implemented in here, and that happens in the customer dashboard in and of itself. We did, we would do it curated everything, everything that is already in there and also pushed in some new widgets in there in order to do your own social central, dashboards in there. Additionally, we also released the manual export from the dashboard view to the PDF with the with the option of a co labeling. But the interesting part is happening in phase two because what we're going to do there is adding essentially a dashboard manager to the partner dashboard as well as the enterprise dashboard and make key widgets multi tenancy aware or multi tenant aware. That is restricted to, the regional data center that these customer accounts are being hosted in. But the is it but but the essential information here is that you do not need to click into these customer accounts anymore to get their alerts, to get their XDR queries in there. You can all do that now from one space, which is great in terms of time savings. The next phase that we're going to implement is also the single tenant dashboard view with the dashboard export to PDF as well on the partner dashboard because, be because I know some partners, especially MSSPs, do look for that functionality for a long time there, and we're happy to share that we soon going to be releasing it. It will take about probably another two months in order for that to go live. Definitely have an eye on the partner news section in, id.softwalls.com or in the Sophos community in order to know when these updates are going to hit. Then the last phase for now, we're going to expand or expound on that functionality that will come in there. Essentially, what we're going to be doing there, we're going to implement fly outs, which will allow you to perform actions directly from the dashboard, saving time by not having to go to different pages within of each customer tenant that will be visible also from the partner tenant. And, additionally, we also support as well the the our our introduction of the case AI in the threat analysis center, which is already present in there, also from the partner dashboard, and support the immediate triage and actions from the customer dashboard, partner dashboard, enterprise dashboard wherever you are, from the selected widgets, the fly out alerts, cases, account health check, and much, much more. So that's about what's going to happen for Sophos Central. The next thing I want to sort of tease in this meeting, is the release or the soon to be release of Sophos Firewall version twenty one five. And with every release, we do include a variety of new features and enhancement there, and this release is no different from that there. So let's start at the at the left on the top there. The headline feature is definitely the integration of Sophos Firewall with a new cloud hosted version of Sophos NDR or network detection response in full. Because until now, the NDR product, that you have could or that you could buy for MDR as well as XDR could help you with identifying suspicious activity on the network. So it was perhaps only natural that in time that we would integrate that with the firewall as well because where traffic flows, an NDR sensor makes sense. And there we can help the firewall to identify suspicious network activity, and that's exactly what we're already doing with the NDR sensor within of the network. And by using this cloud hosted solution, we do not put this any set or additional processing capacity on the firewall, which is really nice because they that that doesn't require you to upscale the firewall in order to use that n NDR solution. So customers do not have to compromise on anything in order to take advantage of this new detection capability. Next thing that we do have there is now that Sophos Connect is now finally supporting entry ID for both SSL VPN as well as IPSec VPN remote access. That that is enabling the cloud native active directory integration over either oauth zero, two point zero or OpenID Connect for seamless single sign on experience there. And the entry ID will be also supported on the VPN portal as well. Moving a little bit to the right in here. This release is also improving on scalability or for actually further down. We do improve some scalability in some areas where we do have, where we do now achieve double the number of VPN tunnels for root based VPN as well as doubling the number for, potential SD red devices that the firewall can now support. And we also continue to invest making the firewall more secured by design. And with this release, we we do include a couple of enhancements that will make it harder for attackers, as well as easier to to alert us if a firewall comes under attack. Then with the DNS protection or Sophos as a service as we do as we do call it now, We've launched that last year as a standalone solution there, and this release enhanced this further by offering a new widget on the dashboard on the firewall to see the status and new troubleshooting tools there as well as a new guide target to help customers with setting it up. And we continue and we will always continue to make the firewall easier to use with every release, and this this this release there with 25.1 21.5 is only a testament to that there. That brings me to the end of my, of my part here, and I would hand it over to the lovely Anna Becker. Thank you, Simon. So, today I have the honor to, give you a little bit of some insights on how we at Sophos can support you to grow your business. Now, one of the most common feedback that we get from all the partners, and and in fact, this is actually regardless of the fact if you are an MSP or if you are doing term licenses, the most common feedback from our partners is that we want to generate the demand for our business, but we do not know what to do and where to start. That's the most common, feedback. And we understand this. Having worked for for Sophos for almost ten years now, I myself and my team, we are pretty much experts in all our assets and campaigns. Right? But we do appreciate that with, if if especially if you are a new partner or if you have new employees, that are being onboarded, to your company working with Sophos, it can be very challenging and overwhelming to be going through all the assets that we have on the partner portal and to be going through all the tools. So we do understand your pain, which is why we have set together and, thought of how how is it that we can help you. Right? And we have created a campaign, a marketing campaign that will help our partners generate the demand for their business. And there are a couple of advantages of this campaign. So first of all, we are giving in this new campaign that we have launched, two weeks ago, we're giving very, very clear step step by step instructions. So, we use all our expertise that we have used with our customers, that we have seen working with, some best performing MSPs, and we have created, all those instructions for you in this campaign. Templates. We do have in this campaign, we do have a lot of templates for you that you can use as they are, or you can co brand them. You can change them slightly, and I will show you later on how exactly you can do this. And you can use them straight away. Flexible participation. This campaign that I will show you in a minute is designed in the form of a marketing funnel. Means that you can either take some, separate elements of this campaign and run them, or you can go and run all this through all the steps of the funnel campaign. So, the flexibility is there for you as an MSP, how you would would like to use that campaign. So, present presenting you proudly the very first, marketing funnel campaign that we have created. And the first campaign, that we have created is, focused on an our endpoint, next gen solutions. Right? But the plans are to, create those campaigns for all the other solutions that we run or at least for for the key ones. Right? So as you can see here, we have created, the funnel campaign that consists of four main steps, generate interest, establish interest, and solidify interest. The campaign is already live on the partner portal, and you can all find it. And we will, share the link, to this, funnel campaign with you in the follow-up email as well. So the main aim of this campaign is to help you build awareness and interest in cybersecurity topics in general, but also then, walking through the stages of the funnel campaign is to, generate awareness and, interest in cybersecurity endpoint solutions from softwares that that you are selling as an MSP. And I'll show you what I mean here. So we'll start with the first stage here in this final campaign, generate awareness. And in fact, this this stage is most suitable for the MSPs. We are very much aware of the fact that you, as an MSP, you would like to position yourself as a trusted IT adviser or IT security adviser in front of the customers. Right? And a lot of your customers do not even know what kind of dangers are there on the market, and the fact that they need to secure themselves. So this campaign aims at or this stage of the campaign aims at doing exactly this this thing. It aims at generating awareness about cybersecurity and about the need to protect themselves as customers with the help of your services, obviously. And in this stage, we have two options. We have the, the state of ransomware campaign. Currently, we have the 2024 version there, but we are looking into releasing the new report April, May timing. So, very soon, you will see there the State of France Twenty Twenty Five campaign. We also have, and this is the brand new one, the AI campaign. One of the, most frequent feedback pieces that we got from our partners is that we are not talking enough about AI as a topic, and AI that is included into the functionality of our solutions. So that's exactly what we are doing with this campaign. We are talking about cybersecurity, about AI in cybersecurity, and as the next step, about AI in our solutions. And what I was mentioning before so we'll we'll, first of all, we'll talk about the AI campaign here. This is how the campaign and this stage of the campaign is structured. You are getting all the templates that we have, that we have tested ourselves with our own customers, but also with some successful, NSPs on how to run this campaign. And we are providing you templates that you can see here, and it's all there available on the partner portal. We are providing you with, the, AI report and guide with some email templates, social media kits, with PowerPoint decks, with a PowerPoint recorded presentation video presentation that you can either play as it is on demand or you can use this, to educate your staff members so that they deliver this presentation either in the English language, if that's the the language of choice, or if they, translate it and deliver in the local languages. So it's all there for you, and, you can use this to generate awareness, around AI and cybersecurity. The same set of assets we are offering for the state of friends aware campaign, same same concept here. You have all those assets. You can co brand them. You can slightly change them, and you can get inspired by that content, or you can, run the campaign as it is with all those assets towards your customers. So all the flexibility, of this world is awarded to you here in this campaign. Now for those, partners whose customers are already in the situation that they know exactly that they need to protect themselves, they need some endpoint solutions, and especially for those customers who do care about the vendor that is running on their machines. Because we perfect we know perfectly well that, a lot of customers are, just just want some security. They are addressing, and they they are asking you as the IT providers to give them security. Right? But for those who do have interest into what kind of solution is running on their machines, you can have you can use this stage of the funnel campaign, about best practices of endpoint. And in the third stage, we have also some supporting assets to talk about some awards that software solutions have won and some other additional proof points. So that's all there for you to use. We are also planning to roll out the same structure for, firewall and MDR campaign. So stay tuned on this. We'll be we I hope we will be announcing this very, very soon. What I also wanted to show you is this campaign is still live. We do have an MSP awareness and demand gen campaign, as well on the partner portal, and this is a completely vendor agnostic campaign that you can also use. Right? And it consists of, a a couple of, assets as well that you can co brand, that you can change slightly and, run that campaign completely independently to your customers. So please stay tuned for the campaign in the partner portal as well. Two last things that I wanted to mention to you. Channel service center. I was saying that, every single campaign is adjustable, co brandable, and changeable. The channel service center can do that for you. The only thing that you need to do is you need to, write an email to csc@sophos.com and explain exactly your request. For example, could you please co brand this or that asset for me? Here is my logo. Here are my contact details, details, and they will do it for you free of charge, and we are actually encouraging you to use this service. And the last thing, coming soon, we are coming again with Sophos partner experience partner roadshow. We are coming to 24 cities in EMEA. And while I'm speaking, my colleague, Camilla, will post a link into the chat where you can see already and register for the first, stops in Germany that where we are starting the tour in May already. And we'll be proceeding with all the other regions that you can see there on this very busy slide, further on. So there will be a very, very big MSP element in the content and in the discussions there. So please stay tuned for the communications from your MSP, Sophos MSP people, channel people. They will be inviting you very soon to those events. Alright. That's it from my side, and I am now happy to, call on stage, our MSP channel account executive, Danielle Meulenberg, accompanied by Marco Teelen, who is coming from our partner Systemec, who will have a an open discussion on best practices. Yes. Thank you, Anna. Yes. Welcome, Marco. Thank you. And and good afternoon to, to all of you joining the, the MSP All Hands. We are super excited to give a big shout out to one of our fantastic MSP resellers who has been doing some pretty awesome work with our MDR solutions, so our managed detection and response. I'd like to take a moment and introduce you, of course, Marco, Marco Teelen. He's from the company Systemec. It's a Dutch MSP, established in Venlo. That's near the German border. I am Danielle Meulenberg, and as an MSP account executive, I'm working alongside Systemec to, of course, enhance sales and provide, continuous support to them. So, Marco, I've got a few questions for you, so let's let's dive right in. Cool. Yeah. Can you tell me, more about yourself, a little bit more about your company, Systemec, and, the relationship, of course, with with Sophos? Of course. Yeah. First of all, thank you for that I can join. Well, Systemec is in the MSP and ISP and, yeah, like you said, based in Vanlohe, The Netherlands. And we have our own data centers in, in Vanlohe and also in Germany, very close by to be close to the German border. We are family business founded in 1991, so it's quite a year some years. And we're with 25 people. Myself, I'm responsible for the for the services department, and I joined the company in 1999. Yeah. We have a focus on customers with more special requirements and they expect full service from us. Most of our customers are in logistics, production, and health care. And, there are quite some regional customers, but we also have customers all over Europe. For instance, next week, one of my team members is is going to Vienna to to deliver some new products, also some Sophos products. So, How do I see Sophos? Because Sophos is a strategic partner into our security solutions. It's really important to have Sophos on board for us. Okay. Perfect. And I think you've been working with Sophos since, we acquired Cyberoam at the time? Correct. That was in 02/2014. Yeah. Exactly. Quite some time. So Cyberon was, is like the the engine for the XG firewalls at that time. Yeah. So, that's why how we got into Sophos. And, yeah, very soon afterwards, we adapted, the other solution, so the endpoint solutions as well. Yeah. Exactly. I think we also were one of the early adapters of the MSP Flex program. Yeah. Exactly. Yeah. You are right into it. So perfect. Yeah. And you're talking a little about, of course, one of your branches is health care. So tell us about your recent your most recent experience exactly, and considerable size opportunity with one of those customers. I'm talking about the combined alliances of the general practitioners or in other words, the family doctors, the the group, that you've been working with towards MDR? Yes. No. That that that customer is a group of family doctors. They have 30 branch offices. About several hundred people are working there, and we provide them with connections with the firewalls and also the endpoint security. They have their own virtual servers in our datacenters, and we host that and also have to provide their security. Since they already had, Sophos, solutions, we really suggested them to use, the MDR program because, of all the requirements that that they have to meet, working with with, with health care. So, that was quite an, challenge, because they understood it, but, we also had to convince, the doctors because the doctors are only owner of that company. So they want to use their money and into health care and not into security. Well, what we did in the end after various meetings, we asked the service team to help us and that was really a really nice one. So thank you, Danielle. And also, yeah, that was, Arian that because, we had a a joint meeting at their office of, that customer. And Sophos, did it in a various in a different way. You presented the the case as a triage. So as a doctor, you as a patient, you go to the doctor, the doctor says, okay, what do you feel? Blah blah blah, and they give you, okay, you have to take these pills or something. You did the same with the Sophos products. You said, okay. You have a a problem. How can we have the solution with it? And we solved it in that case. And, yeah, two meetings, further, we had a a deal with the with the with the customer. Yeah. So really a big help. Yeah. We talked in their language. So, like, not selling the products, but selling the solution, but from their point of view. How would you look at it, from from from their perspective? And that worked for this customer. Right? Yes. Because they are they have a small technical team, but they are more into the applications of of of the of the health care, and they are not into security. They know they have to comply with NIST two and other Dutch regulations. That's where MDR complete comes in. That's really a big help. Are you offering the complete security stack? All in all, the combination of products and services to all your customers for that layered security approach? Yeah. We mostly do that. We use most of the Sophos products. For us, of course, as an ISP, the firewalls are really important that we started with. Then we have to synchronize security, the standard endpoint and server security. Yeah. It's encryption, email security. And with the email security and the firewall, then comes the MDR with the MDR integrations. So we have a complete package for the customer. And how we do it is we give the customer a package deal. So we they do not buy or rent a Sophos solution. They have a system x solution. And while, softest is the heart of that solution, we offer additional services. Like they can call us twenty four hours a day, all for a fixed price. That's how we deliver our product to the market. That layered security approach, should that be on top of every MSP in the cybersecurity business? Yes. I believe you have. Yeah. That's the the way to go forward. Since we we started yeah. Like, I think what was it? February '17 that we started with the MSP program. The majority of our sales are agreements. We have long term agreements with our customers. They pay us a monthly fee. From a financial perspective, we have, every month a good revenue and we can concentrate on providing a good solution to our customers. And that helps you as an MSP, to have a future. Mhmm. And, and if you take good, building blocks, you can have a strong proposition. Yeah. Yeah. I believe so. Yeah. Thank you. So actually, last question. Our audience for today, is MSPs in the EMEA region. So thank you all for joining, again. Now you have the chance to speak, as an MSP, to other MSPs now, not only in Benelux region or The Netherlands or in your area, but EMEA wide. So what is your best advice from a managed services perspective in the cybersecurity industry? So what can you tell them? Well, I would I would suggest, take, the various Sophos solutions and build that into your own product. Do not, just simply sell. This is a, for instance, this is a device encryption or this is the MDR. No. You you have to offer a complete stack so that the customer knows that he can call you 247 but you have a professional team and that so forth that will help you, solve the case and and protect the customer. So that's that's the, I think, the golden combination. Okay. Perfect. So thank you so much, Marco, for your time to sit down with me and everybody else on the call. I hope that your story, helps other MSPs that are listening, maybe to use, to think about to use a pause button, for them. Just just a little moment of reflection, rethinking, and make sure that their security and, of course, their customers' security is at the highest level and priority. So thank you, and over to Scott Barlow for the q and a. We will invite the whole team for the q and a now, right, because we did have a couple of interesting questions. So let me, While you're while you're looking at that, Anna, I think it was a good good comment there from Danielle. I think we'd all like to push the pause button at some point. Right? So, really, really good comments from, from Danielle. And Marco, thank you so much for for sharing some of those insights. We really appreciate that. Thank you, Scott. So, we have a couple of questions, as expected regarding the, newly announced MSP loyalty program. And I guess I will refer to you, Scott, Scott Barlow. We have two Scotts now on the call, so I need your attention. So So there was a question about the start date for the loyalty program and for those MDR packs packs. When is it going to be launched and when is the start? Yeah. I'm very excited about the loyalty program. I wanted to, discuss it on today's, all hands. We are still working through some of the details as you can imagine. We don't we haven't really done bundles, and it's in development, but we're confident that it's going to be sometime in the May, June time frame. And so stay you know, hang tight. We will do a pretty significant announcement, but I wanted you guys to hear it here first. Thank you, Scott. There is another one, also about the loyalty program. Is firewall and integration packs going to change to same pricing as other integrations? No. The good news is all of the integration packs will be included in the MDR, for MSP bundle. So you buy the license, you'll get the integration packs, you'll get the, you know, firewall, you'll you know, identity. All of the integration packs that we offer will be included for that price of the license, and the endpoints and the server license will also be the same. So it's gonna add a lot of value to the MSP, especially if you're using the integration packs, using NDR, you need a a year data retention, all of that will be bundled into that license cost. Thank you, Scott. And it seems like this is the favorite topic of today, actually, because we have more questions coming in. What are the admission requirements for the loyalty program? So right now, we're looking at, a minimum of 2,000 in monthly recurring revenue. And, you know, that could be adjusted over time, but the majority of our MSPs are over 2,000 in monthly recurring revenue. So we chose to pick that, and it takes roughly five months for a new MSP to get to that 2,000 in monthly recurring revenue. So, you know, it wasn't too high. It wasn't too low. It's, you know, still applicable to silver partners. And anybody that's gold that's doing, you know, MSP flex revenue, should also qualify. Yeah. I I think just to add on to that, Scott, anyone that's not doing that, call us, and we'll make sure we get you to that minimum number so you can qualify for the loyalty program. If you're there or thereabouts, give us a call, and we'll make sure we get you there. Thank you, Joseph. Salesman. Right? Let's answer one, one of the technical questions for change. I guess, Simon, that will go to you. Will this NDR on firewall be additional licenses or included into extreme license? I'm happy to tell that this will be included in the extreme licensing bundle as well as the extreme plus email and, web application firewall. Great. Thank you so much, Simon. There was a question regarding the link to the marketing materials that I have presented. So, my lovely colleague, Camilla, has posted the links into the chat, so please leverage those. And we will we will make sure to share those things in the follow-up email so that you have them. The only caveat here, you will need to be, read logged into the partner portal to, to get access to those materials. So please make sure you have that. Alright. Just let me Any other questions, Anna? Questions. Oh, yeah. There was another one on the languages, for the marketing campaigns. In which languages are the campaigns available? So the funnel campaign that I presented being as being the new one is, at the moment, available in the English language, but only because we have launched it. We launched it, two weeks ago. Means that it is right now in translation, and we are translating this into our core languages, German, French, Italian, and Spanish. So within the next couple of weeks, you will be able to see those assets also in your local languages, so stay tuned. The MSP awareness and demand gen campaign, though, is already available in all of our five languages, including those that I mentioned. So please check check out on the part. Alright. Looking through the questions, I don't see any other new questions at the moment. So Great stuff. I think we've answered all of them online or we've answered them all of them live. So, thank you, Anna. Thank you for for going through them and and and for for Simon and Scott, for for answering those questions. If there's any others that come up later, we'll we'll try and answer them either personally or, or or or, you know, some other way. Suffice to say, it's it's, my chance to close-up. I think we've got a couple of minutes left before we we shut down the the call. But, first of all, I wanna thank, Marco again for for joining us. Marco, thanks so much for your time, your investment, and your your partnership with Sophos. It's greatly appreciated, and and obviously sharing your words of wisdom today. Hopefully, it's, resonated with a few of our our great partners on the on the call today. So thank you, Marco. Scott, I know it's a busy time for you at the moment. So, thanks for joining us and and going through the loyalty program and and some of the exciting things that are happening, from an MSP perspective. And obviously, all of my team that are on this call, you know, sharing sharing with our partners and, Danielle, Kyle, Simon, and and and Anna, and and and also Camilla in the background for for putting this all together. So thank you. And then finally, you know, we we spend a lot of time, effort, and money, and, sweat and tears putting together the, the road shows. As Anna said, we've got 24 coming up in cities near you. We really do want you all to register and and attend these roadshows. We've we've we've also got, as Anna said, we've got a lot of MSP content in those roadshows. There's also a lot of MSP, roundtable sessions in those roadshows as well. Myself and the MSP team are going to be attending all those events. So please, find the registration link that Camilla's, put into the chat. Register your attendance because we really want you there. We want to say hello, share a drink, share, share comments and suggestions or whatever. Please register. Saying that, thank you everyone for attending today. We look forward to speaking to you again in three months' time for our next, MSP All Hands where I'm sure there'll be a whole plethora of new products and road map and exciting things to go through. But, I wish everyone a fantastic March. Thank you all for, helping us close off the business. I wish you all the best for the rest of the week, the day, and, I look forward to seeing you all very, very soon. Thank you, and, goodbye, everyone.