Name: Sophos EMEA Channel Business Update | July 2025
Uploaded: 2025-07-17T14:30:43.237Z
Duration: 47 min 52 s
Description: Sophos EMEA Channel Business Update | July 2025

Transcript for "Sophos EMEA Channel Business Update | July 2025": Hi, everybody. Welcome to our quarterly, channel, update. We're delighted to have you on the call. I'm Jason Ayers. I'm the vice president for the channel business here at Sophos, and we have some very exciting updates for you today, across our program, our portal, and some of the up and coming events that we are hosting in the region. So I encourage you to attend as many of those as you possibly can. But before we get to the agenda, I'd just like to share a couple of quick updates. Thank you to everybody who attended our Sophos experience events. We hosted a bit of a crazy couple of months. We were in 27 locations across Europe, Middle East, and Africa, and it was just fantastic to meet so many of our partners on on our on our roadshow series, where we shared our vision, our road map, and also some of the great go to market plans that we have, for the year. So thank you, and and Anna will talk about that a little bit more later in the presentation. Secondly, thank you for all of the opportunities, and projects you shared with us last quarter. We had a record number of, opportunities that we're sharing amongst, our partners, and all of those partners are protected by our great deal registration program. So thank you for that, and, we're certainly in a good position to have a very strong, this quarter and and future quarters moving forward. And MDR continues to be a rocket ship for us, both in terms of a billing perspective and offering that superior protection to our customers. And we're delighted that more and more partners are jumping on, MDR, where we are almost doubling the number of partners selling our MDR solution on a quarterly basis. We will be hosting a webinar on MDR, very soon. Look out for that. And if you're new to MDR, that would be a great call, and webinar for you, to attend. So next slide, please. So just in terms of today's presentation, we have, we'll be joined by some of our colleagues from our global program office. We'll be joined by Brent Noll from he's gonna take us through the new developments around our partner program. Barry, that many of you will know, will also take us through some of the great features we're adding to our partner portal, you know, including amend and extend and many other features that we've, introduced recently. And then as I mentioned, Anna's gonna take us through, some of the great marketing campaigns and events that we are hosting across the region, very soon. So as per usual, please bombard us with questions. Please use use the q and a tool that's available to you in in this platform. If we will try and allow for as much q and a time at the end of the presentation as possible. If you are if we're unable to get to all the questions, then we will ensure that we get back to you, after the event, either through the platform or by your account representative or distribution partner. So on that note, I'm now gonna hand over to to Brent. Brent, welcome to the call, and thank you for joining. We appreciate it. I know it's quite early, in The US for you, and, you're very you can attend. Thank you. No. I'm excite I'm excited to be here, and thanks for the introduction. So, listen, really excited to walk everyone through and introduce you to this updated Sophos partner program. And as we continue to integrate the Tejas platform, I think we're gonna see benefits across the board for all of our partners. And, listen, I'm gonna do my best not to read all of my slides directly at you, but what you're looking at here are really just some of our core tenants that you're gonna see from us as we continue to evolve the program throughout the year. Number one, and I'll focus this primarily today, is we wanna be the easiest vendor to do business with and make sure that we've got partner profitability and incentives that are meaningful to all partners regardless of where they're at from their maturity or from, how they go to business. So what you're gonna be seeing as we walk through this presentation is gonna be more of an evolution as opposed to a revolution, but we're really excited to walk you through some of these updates as we get started today. And like I said, my goal is to not read slides at you today, but everything that we're gonna be talking about is gonna operate across one of these four themes. So, you know, obviously, I think the big first theme that is advantage to our entire partner community is the combo of the Tejas and the Sophos core products. You know, our partners now, all of us have access to a broader portfolio of security solutions, and and we're really confident that this unification is gonna help all of us meet more customer needs, expand our addressable markets, and hopefully, all of our partners, like I mentioned, will benefit from a streamlined and consolidated benefit structure as well. Now one thing that's really important, and it's a core tenet of everything that we do here at Sophos, is everything we introduce, we wanna future proof, and we wanna build with the future in mind. So we're gonna be introducing some new partnership levels, which we'll talk about here in just a moment, but we're also focusing on some new flexible learning journeys as well. All of this, though, is designed to help ensure that our partners can can grow their capabilities and their status in the program in a way that aligns with their unique business goals and go to markets. So you're gonna see us continue to make targeted investments, but specifically around partner and customer support as well. Wanna make sure to continue to offer our platform technically accredited partners, make sure they continue to have access to our enhanced support offerings. But this customer success team that we've been building up is, you know, they're they're focused on making sure that our partners are set up for long term success by helping customers get onboarded, make sure our partners stay profitable, not only in the initial sale, but during the renewal and throughout the entire customer life cycle as well. But like I mentioned, at the end of the day, we know that the ease of do doing business matters. And that's why Barry's gonna talk about it in just a moment. We're making some significant improvements and some significant investments in our quoting infrastructure. We just launched this last week. We've been getting some really great feedback. And, again, Barry's gonna walk you through this in just one moment. But you're also gonna see us start to turbocharge our partner care organization. You'll hear more about this in the coming months, but we're working on turning on a chat feature in the portal so that our partners can get real time access and answers as opposed to calling an 800 number or having to open up a support case. And probably one of the coolest things that we're working on, and we'll talk about it here in just a moment in more detail, is introducing some new guided AI sales assistant tools in the partner portal as well. If you're a partner and looking for an answer, regardless of around the program or product, We want you to be able to get those answers very quick. So we'll talk a little bit more about that in just a moment. But I mentioned this earlier, like all good things, these are, these things need to be an evolution, not a revolution. Right? So we wanna make sure that as we continue to unify the programs and build them together, that we do so in a way that supports a smooth transition. So the first step of this was, you know, we launched this updated partner quoting experience, which is now live. And Barry's gonna walk us through that in just a moment. Please, if you haven't yet, please download the updated quoting reference guide. It's available now. We've done some webinars with our DISCs and power users, and we're gonna continue to do some targeted outreach in the coming weeks. The thing I wanna highlight is that's really just the beginning. We've already got additional pilots running to help evolve that quoting experience even further, and you're gonna see some additional enhancements in the partner portal around deal registration and learning journeys and making sure that we introduce ways that it's easy for our partners to navigate and find the content that is the most relevant to them as well. So you probably all saw the formal partner announcement that went out via email. The interim program guide is available now, so you can go review all of the changes and requirements. But July 30 is really the official launch date of the unified program. You're gonna see some updates in the global newsletter, and this is when the translated program guides will go live as well. You'll see some coordinated PRs, social media campaigns, and this is also around the time when you'll see more around these new partner sales certifications that we'll be launching as well as the introduction of our digital batches. And as we look ahead into the second half, this is where we'll start to see a lot of that evolution come into the come into view. And this will probably go live closer to the thirtieth time frame, but if you're an MSP Elevate partner or an MSP partner of ours and considering about signing up for Elevate, it's about to get even better. We're gonna introduce a new growth incentive for all of our MSP elevate partners and just another great reason to sign up for elevate. So for all of our MSPs listening today, if you sign up for the initial commit level, you get some immediate benefits. But when we introduce this growth incentive, you know, if you grow your monthly reoccurring revenue, we can help you accelerate your bottom line as well. And we're gonna continue to introduce new benefits as we march towards getting Tejas and Sophos a 100% unified in the back office. You'll see things like teaming plans aimed at or designed to provide price protected discount advantages for mid market enterprise opportunities or Sophos or joint initiated opportunities. You'll also hear a lot more about a formalized referral program. You know, we've got partners out there like cyber risk insurance partners who are helping us drive demand, but aren't necessarily involved in the transaction. So all of these things, though, are really designed to help further support and drive that partner profitability. So a major milestone with the unification is that our legacy Sophos resellers are now authorized to resell SecureWorks stages. But I do wanna highlight, full integration of quoting and order management systems will not be complete on our side until likely the end of our f y twenty six q three. So in the meantime, we are gonna ask that we use these separate deal registration forms if we think we found a Sophos opportunity or a Tejas products opportunity. The Tejas deal reg form will remain ungated, but it is now visible in the Sophos partner portal in the navigation drop down, and it's also visible on the SecureWorks pages products page as well. So regardless of which form though partners are using to submit this, they're all gonna be routed over to our deal reg team. And if they are approved, opportunities will become visible in the partner portal. Now I do wanna highlight if we get an, deal registration from partner a using the Tejas deal reg form and we get another deal reg using Sophos deal reg form, but it's for the same customer, same opportunity, we will validate those as a single opportunity to avoid channel conflict. But the one thing to really highlight here is Tejas products are not being integrated into the partner CPQ quoting experience. And until we're fully integrated, they will not follow the same partner tier discount guidance. So what we can promise, though, is any reseller who has an approved deal registration will maintain a very healthy discount advantage. It's just that discount advantage will not vary by the partners tier in the program like it does for Sophos core products. And, again, as we continue this integration, we really wanna limit channel conflict wherever we can. So one of the rules you'll see in the program guide is if you're a new if you're a legacy Sophos reseller new to selling Tejas, in order to get access to pricing, we are gonna require that you have that approved deal registration. Obviously, we we operate in the spirit of the program, so we'll we'll make we'll we're always gonna work to get partners the pricing that they need, but that is sort of the marching orders as far as the first step to unlock that pricing if you're new to selling cages. Now probably the thing I'm most excited about to introduce today is how it pertains to how our partners earn their status in the program. So we're gonna be moving away from static based certification targets for each partner tier and adopting a certification point system. And our goal here is to allow partners to choose the most relevant learning journeys to their organization. And then on top of that, we're gonna be introducing some really great digital badges to really benefit any of our partner sales reps or partner SEs who have completed these qualifying learning journeys. We're not the first vendor to offer digital badges, but at the end of the day, it's a great way for, partner reps to demonstrate their achievement with a single click of a button. And, again, these digital badges are scheduled to go live in that August as well. But if somebody came to me and said, like, why points? I would highlight that at the end of the day, we wanna recognize and reward our most technically certified partners in the program. And the points based system lends itself to allow us to gamify this and introduce benefits like priority real estate on the partner locator, incentives, promotions, of course, but also champions programs and advisory boards. So these things, like I mentioned, though, are an evolution. We do not wanna rip any Band Aids as we introduce change like this into the program. The points based system will not go live until it's visualized in the partner portal, and right now that is scheduled for October. So until that happens, all of the existing program requirements will maintain. And when we move to a points based system just like today, as a partner continues to establish their Sophos install base and whether that's through traditional resell or managed services, so does their status in the program. Silver partners and by the way, this is now the where partners are onboarded in the program. We're simply asking that they demonstrate that they're active with us. We wanna see you have some points on the board and a minimum amount of Sophos billings. But as the partner continues that learning journey and continues demonstrating success, positioning, and closing Sophos opportunities, they continue to unlock a higher status in the program. And if a partner came to me and said, why should I care about gold status? You know, I would highlight that this is really the beginning of a conversation about how you unlock financial benefits in the program. So marketing development funds, sales incentives, they're not guaranteed once you hit gold, but this is where that conversation begins. Now historically, platinum has been our highest tier that a partner can reach. And moving forward, this is where rebate participation will be targeted starting in f y twenty seven. But starting in f y twenty seven, we're also going to be introducing a new tier for our most invested partners that we're we're probably calling Titanium. So Titanium partners, will have the most profitable rebates and will be eligible for additional benefits as well, like dedicated technical account managers at no cost. Our our most mature and invested partners deserve some of these additional benefits, and we're really excited to introduce this this additional tier and make sure these partners that are are rising to the top have a place to have some special recognition and some accelerated earning opportunities as well. And this is just a little bit of a prettier version, but to give you a, not a sneak preview, but an update or a view into the updated look and feel of the Sophos partner program. A lot of these materials are available for download now, and you'll hear a lot more from us over the coming weeks as we march towards that official launch on July 30. And I'd be remissed if I didn't talk again about our MSP and our MSP flex program. This is a huge differentiator for us here at Sophos. You all know that. We know that. And now with the introduction of MSP Elevate, we already have a benefit for partners who are signing up to make that that minimum monthly commit with us. And like I mentioned, stay tuned. More details to come. We'll be introducing a growth incentive for all of our Elevate partners as well. Like I said, this will be announced in conjunction with that launch on the thirtieth. Now we've got some other exciting stuff, and you might have already heard about this as well. But, again, I'd be remissed if I didn't point out some of these really great opportunities to help advance your team's ability to not only position Sophos, but talk about cybersecurity in a in a holistic manner with your customers. So we're really excited to discuss the launch of these MDR guided onboarded trainings. These these are a series of, trainings that help teach your teach you and your customers to get the most out of Sophos MDR and make sure everything is deployed correctly to help keep them secure. These new training paths help you boost your bottom line. You can offer these at, you can put a dollar value on these, offer these to your customers at a charge, to help with MDR guide guided onboarding and support. They'll help you enable faster, more effective use of advanced threat detection response capabilities, increase increase customer satisfaction, loyalty, and retention. And really excited about these, you can actually take advantage of these using this limited time promo to access these for free. So I'll give everyone a moment to take a quick snapshot of that barcode there so you can go take advantage of this promo. But like I said, completing these training courses help give our partners information and skills to make sure their customers are secure and, honestly, just getting the best value of their investment when they're interacting with Sophos MDR. And this, saving the best for last, at least in my section. This is gonna be rolled out probably in the August time frame. We're just making sure we've got all the t's crossed and i's dotted to make sure it's the best partner experience that we can possibly bring to the table. But you're gonna see a lot more of this from Sophos as we move forward. As mentioned, we want to be the easiest vendor to do business with. And oftentimes, we need to get answers quickly, and we wanna make sure we've got those resources to support that. So you'll start seeing the introduction of what we're calling our guided AI sales assistant that will be trained up on everything you could possibly wanna know from how to talk about Sophos from a sales, presales, technical program perspective. We're very, very excited about introducing this type of technology into the partner portal. Again, we wanna make sure we do it right and everything provides a positive partner experience, but you can hear a lot more about this in the coming weeks, and it'll be available in August. And if there's any partners out there who have any vested interest in being part of any POCs or demos or UAT testing, please reach out to your channel manager and let them know you're interested. We'd love to to speak to you ahead of time and make sure we can we can gauge any feedback or make any tweaks that we need to. So like I said, we've got a lot coming in the partner program, but this is gonna be a phased rollout. Nothing too terribly new starts today. A lot of this is about the evolution as we move through the year. But now I'm really, really excited. I'm gonna hand it over to Barry Weller, who is just a king among men, wonderful human being, and has been instrumental in listening to feedback from our partners to make sure that we can put in the right enhancements that we need into this quote experience. So with that, I'll hand it over to mister Barry Weller to walk us through the next section of our presentation. Barry, over to you. Great. Thank you, Brent, and thank you everyone for your time and attention today. I would like to just quickly get into the session here on the slides for our updated partner portal experience. You can see what we have for updates for our partner portal. This went live on July 9. And what we did in the opportunity manager, we have combined this with a single search with our devices and licenses, allowing for better performance, common search with filters, and even some new filters. And then the opportunity manager itself has some updated details allowing partners to get more information easier and direct access to the quote line editor and also seeing the contract number. On the devices and licenses, there is an enhancement for our distribution partners allowing them to search for licenses where they are not the incumbent distributor, if they're provided the end date in addition to the license number. And then for all partners, we have the ability, as Jason Ellis mentioned earlier, to do amend and extend, so we're very excited about that. And we're also on the devices and licenses. We've increased the number of records displayed from a 100 to 10,000. So that's, a lot of information. If you're looking to export the information, it should be available now on your devices and licenses. And then we streamline the overall quoting experience, simplified the menus, increase the ability to search for promo codes. And then our partner compliance dashboard for partners has been improved. And all of these enhancements come about by bringing these new tools into the Salesforce communities and outside of our traditional, partner portal. So you'll see some of that experience today if you're in there. What I've got out is a few series of screenshots to show you specifically where we've made these enhancements in a new look and feel. So the intent that we had on this redesign was to make it look familiar so that when you come in, it's not something new, but familiar and allow you to quickly get what you need when you're searching for information. So here you can see we use the customer name to search opportunities, and you would get a result of all the opportunities for the customer. And then you can see in the middle of the screen, there's a tab that shows opportunities right now, but we could also switch quickly to devices and licenses and see the same search results for any existing licenses or opportunities that are available for the same customer. On the right hand side, we have some approved functionality. We're seeing drop down arrows. So on the pricing inquiries, you can see there are hyperlinks to the quote record page. That edit pencil will take you directly to the quote line editor. If it's not already approved, you can still edit the quote. And then further below, when you select that drop down menu, you can name your quotes, giving you the ability if you have four or five quotes that may have been one, three, and five year, and then a couple of upgrade options. You can name those and quickly see which quote has what information without having to dig into the actual quote itself and look at the details. Here you can see just by looking at the devices and licenses, you get the same search result, really improving your performance. I know from experience, I used to go in here quite often. When you get into the devices and licenses, it would take potentially a minute or more to load. Now you're getting a much quicker result. And when you search, you're searching both devices, licenses, and the opportunity manager. And then we talked about creating a new pricing inquiry. So if you're an experienced user or a new user, this is something that you're familiar with the steps you come in, you create, the start of when the licenses would start, the term. But now we have a new streamline experience where you can select what products you're looking to quote. Because we know when you jump in to create a new pricing inquiry, eventually, what you're going to have to do is add products. So we're steps kinda skipping the line, getting you right to that section. You can choose the products and then automatically get them to show up in the quote line editor and really simplifying and reducing the number of products that are displayed for those new users so it's not overwhelming. And then you can see some new buttons that we've added. So add promotions and approve and generate. The add promotions allows us to quickly, give you a nice user interface to picking and searching for promo codes. That's been improved. And then the approve and generate is when you're creating a quote and you're done editing the quote, we know you typically want to get it approved and generate your quote documents. Now that user interface will take you directly to a single menu allowing you to either go back, clone the quote, review it, or pick those quote documents that you wanna generate and with one button, approve and generate the documents all in one step. And then from devices and licenses, I mentioned this is where you can initiate a new or another renewal opportunity, and you can do an amend. This is functionality that's been released for several months. But under the amend, when you click that as of July 9, you get the new option to extend the contract. So that turns that into what we call internally an amend and extend, which allows a partner or a customer who comes to you and says, hey. I know I'm halfway through my three year contract, but I'd really like to upgrade to MDR and renew now for another three years even though I'm only halfway through this three year contract. This allows partners, both distributors and resellers, to do this amend and extend. So change the contract from a six to MDR and then extend that for another three years. You'll get an allowance on the quote for the unused portion of the products for the remainder of the contract, and that goes towards the extension and the upgrade of the new contract that's going to be generated. And lastly, what we've done in the Salesforce communities is update our partner compliance page. You should be familiar with this. This shows the partner tiers, the current requirements, which will be maintained for this fiscal year, and it will be updated. And with the benefit that we have, as you can see at the bottom of the screen, is real time context of who are those individuals who hold the certifications. So not only will we show you your program revenue attainment, what certifications you hold for the current certifications, but now you can use these drop down arrows and see, okay, I've got some architect certifications. I've got one or two. Who is the one that I have and what else do I need and are there any that are expired. So here, if you see an expired certification, you can go to that individual and have them take the delta or update training, then their certification will now count towards your compliance. So this is a great enhancement that allows you to not have to go into the learning management system, pull out a transcript, and hunt and peck to see if you could find which certifications count towards your partner compliance. You can see the individuals in their names and what they have for certifications. Okay. That's my last line. I'll hand it back over to Anna. Thank you so much, Terry. Good afternoon, everyone. My name is Anna Becker. I'm the director of EMEA channel marketing, and I just wanted to, give you a small update on, our marketing campaigns and events happening in the region, a part of which you have probably been or most of you have been. So, last week, we have finished the biggest event series of the quarter for us, namely our self worth experience partner roadshow. With 27 events, 27 cities and twenty and twenty seven events, we managed to, reach out to and talk to, around 3,000 partners. And most of you have been there, hopefully. And, this is we have also asked during the events. We have asked, a lot of you for feedback. Right? And while I'm, I'm showing you some of the snapshots and results of the feedback, We will also get the link to the feedback form just in case you haven't managed to, give us your feedback about the next event just so that we can plan the next events better. So, as you can see, and you have been a part of most of them, 94% of our partners were very satisfied and satisfied with our events, and hopefully, same, works for you on that call. The content was also very useful and outstanding and very good, for 85% of our attendees, in the regions. We also have, 91% rating the information that, they receive during the event useful and very useful. And 97% would join the event next year. So we are already start we already start planning for the next year, which is why it would, also be very useful, to get your feedback just in case you haven't managed to give this feedback to us. Here, one of the most, interesting topics for you guys, during the events were MDR, firewall, software central, MDR, secure work stages, were among among the most, interesting topics, for you. And with this feedback, we'll also be incorporating into the planning of the next event. Here, I've put together just a couple of, slides and some feedback elements, that we have taken out of the survey, but also, from the LinkedIn, comments that our partners made. Right? And it just shows that this was very strong and the positive feedback that, came. Right, that it just shows that our vision was very well received, the technology and networking with the, experts. Right? Here, this is one of my favorite comments. A lot of our partners obviously get in in invitations to, different kinds of events, but they still choose to go to Sophos events because they get outstanding support there and outstanding information. Yes. And, again, our vision was one of the most interesting topics, during the day, throughout the whole series, which we're very excited about, obviously. And 27 stops. This is also one of my favorite comments that one of the partners, left on LinkedIn. They're they're saying that none of the vendors on the whole in the whole cybersecurity market managed to, pull up such an amazing event series, to the partners and, bring their experts to them, which is great to hear. And, hopefully, it it will help you to, to proceed with doing business with us. So planning for the next year, obviously, and we'll be happy to welcome you in at our events next year. However, if you have missed this this year's events, we are also offering next week the virtual social experience partner roadshow. Means that you will be able to listen to all the updates that we have on our vision, technology, channel first go to market strategy in a live session on the July 24 next week. And you can see the QR code that you can scan, and, my colleague just posted the link into the chat so that you can, use the link and register for the session. And, then the, breakout sessions that we were running live, we will be, sharing in an on demand recorded version for you to watch at your convenience. Alright. One of the one of the next highlights that I wanted to bring up, is our neutralize the cyber threats campaign that will come live, and will be launched on the partner portal within the next couple of days. This is also a part of the big partner program launch that Brent was talking about. And with this campaign, we are giving you the possibility to, run various activities, towards your customers. Right? Either to your to the new customers to address them and to raise awareness about cybersecurity, about the need to protect themselves twenty four four seven, or it gives you the possibility to educate and inform your existing customers and close enough sell towards MDR. And this campaign is built in a very similar way, as our campaigns on endpoint and firewall. For those of you who, have been running co marketing activities with us, you would know that we have adopted the form of the the marketing funnel campaign means that all our campaigns build in the way and in the format that you can either run the whole integrated campaign from the top, top of the funnel to the bottom of the funnel, or you can jump into, each stage depending on, where your customers are in their customer journey and depending on how, how much awareness you need to drive towards them and, how you can update them. So please stay tuned. The campaign will be live, you know, on the partner portal in the English language in the next couple of days. The translations into our core languages will follow a couple of, days after the English one. So please stay tuned. We are very excited to start this campaign. And I guess the last thing that I wanted to bring your attention to is that we have updated our sales place also on the partner portal, and you will get the link, to the sales place in just a minute in into the chat. And we have various sales place for you prepared especially for, your conversations with customers, the sales conversations. Right? And it also all all the sales plays and sales campaigns, contain all the materials that you can see there. So they have they have a PowerPoint pictures, desk aids, battle cards, product information for your dedicated sales conversations on those topics. One of the, most interesting campaigns and which is one of the newest campaigns actually, sales campaigns is putting a displacement campaign, with a promo as well. So have a look. You'll just go to link, towards those to those assets. Please check the assets and start using the campaigns now. With this, I am handing over back to Jason. Thank you very much. I appreciate that, Anna. Thank you. Just to remind everyone to, please send us as many questions as possible. We've got a good amount of time. Hopefully, at the end of this, we'll be answered be able to answer your questions. Just before we do that, I just wanted to remind you of a couple of, great promos that we've got active and available to you. We're seeing tremendous success with our new logo, incentive where we are making an extra 10% available to our partners for our deal reg program. So this is a this is a promo code that supply that quote level. And we're seeing about 25 to 30% of all of our new don't go deal regs have, partners are earning an extra 10%. So if you're in the 70% or you're, or, please reach out to your Sophos representative representative. It's a great opportunity for you to earn extra margin on closing, new customer opportunities. So that's available now, and more information is available, from your local team or via the portal where we have a promotional, flyer. Another new promotion that we launched recently, hopefully, you you've seen this, and it supports the initiative that I just mentioned, which was around the, takeout program. So we are offering a, 50% discount on selected XGS series hardware models and a 50% discount on a three year, Xtreme protection. And you can further boost, the margin opportunity even further than the 50% off by applying the 10% new logo promotion that I mentioned before, and there's also the, 5%, deal reg opportunity as well. So combined, that can provide an extra 15% of margin on top of the standard dual reg margins that we have available. So at this point, I'd like to invite all of the presenters, back onto the stage if I can, and we'll move to the the q and a, session. So okay. So welcome back, Brent. Welcome back, Barry. I don't know. We've had quite a few questions coming in, on the on the q and a. So, let me just see if I can pick some of these out. So, so, Brent, just a few questions relating to, what what immediately happens at the for a partner that's maybe, like, platinum today? What what happens? Does does their status change? Great question. Change? Could you clarify that a little bit? Thanks for Yeah. Exactly. So we don't downgrade throughout the year. So partners who have earned gold or platinum status, but locked in for the remainder of the fiscal year. Obviously, if you're gold, you have opportunities to still move up or silver, for example. So we do our compliance reviews every year. I believe it's March 31 is when that officially gets cut kicked off, probably April 1. That's when Titanium will be introduced. So we won't have Titanium partners until April year. So if you're platinum today, you're platinum tomorrow, nothing no core changes to your experience as a partner, today or tomorrow. Okay. And, Brent, is there a revenue requirement for titanium? Yes. We if you go over to the program guys, you'll see the updated revenue requirements for titanium, platinum, gold, and silver. Obviously, titanium will have higher, PCB requirements. So, just depending on what region you're in, when you download that program guide, you'll see exactly what that billing threshold is. Great stuff. And a few questions about events. I know we host a lot of events. I mean, the roadshow series is probably one of the most extensive cybersecurity channel roadshow series there is, right, with with 27 locations. But, obviously, we can't be in every country. And, obviously, the virtual event next week will provide sort of a cut down version of of those events, as as well, obviously, if that's an opportunity for for the partners, to attend. But what's the best way of then keeping up to date with events that are happening in in region? So the best way of keeping up is, obviously, you can always reach out to any purpose contact, with whom you are working on a daily basis. Right? They will update you about all the event schedules we have in the region, and the roadshow is obviously not the only event format that we are offering throughout the year. It is probably the most extensive one, as Jason said, with 27 stops. Right? But definitely not the only one. So we are it's probably, you know, offering other event formats, for in every single region. Right? So please reach out either to your marketing manager or or to your salesperson you're working with or to distributor, obviously. They are aware of all the events we are, running in the regions. Otherwise, stay mindful for, getting invitations to to our events via email. And for that, the best way to do that and to stay up to date is to stay, subscribed to our email updates. And, we will post the link how to do that and how to update your email preferences, and stay up to date regarding all that. Great stuff. Anna, we've had a few questions about promos. I'm probably not the expert on promos, but, I would encourage everyone to go up to the portal or just check out the latest current promos. We've had a question coming in around the XGS promos that we're offering, you know, and, that's probably I I well, I believe the answer on that one is you need to go with one promotion or the other promotion, but you can't stack them. So but please, go up to the portal and it will be pretty clear what's available. Brett, a few questions coming in. A bit of excitement about the MDR pros MDF process even. Any any thoughts around that? I know it's gonna probably be a later development in the year. But Yeah. So listen. As far as the core theme is everything that we can evaluate to make us easier to do business with is what we're looking at. We're evaluating all of our platforms right now to make sure we're using best in breed technology that makes it easy for our partners to log in, tell us what the types of activities they wanna do, and then make sure they get reimbursed quickly. So there'll be a lot more updates about some of those additional partner experience enhancements as we move through the year. But in interacting with our financial benefits is at the top of that list. So more more details to come in the second half. Great, Brent. This is great asking you guys questions, by the way. So, Dickie, we've had a quick question, Barrow. I don't know if this one's more aimed at you. Obviously, our distributors, very important part of our go to market, obviously, and, few questions come through about, can they help partners, make sure they hit the new requirements or, and, obviously, many partners will be hitting the requirements already, but there might be some that, need some help. We would be able to help the distributors clarify where partners are in in in the new in the new requirements. Yeah. That that's a great question, James. And then something we appreciate our distribution partners looking to support the resellers they manage. As part of this revised on a compliance tool, we're looking to make this available to our distribution partners. So if they are their resellers preferred distributor, we're hoping to get them visibility to that same dashboard and even see, like, who are those individuals who hold those certifications. So we're looking to make that an enhancement for later this calendar year. So our distribution partners can see their resellers' compliance status. So great question, and, yes, we're hoping hoping to make that available to them. Great stuff, Barry. And, Brent, we've got another question about, few folks have been up to the portal, which is great. Just got a few questions coming in about groups, you know, a, b, c, d. What what's what what does that mean? Yeah. A, b, c, d are just different country breakout groupings. So thresholds will vary based off of what country you're in from a billings perspective. And so when you download the program guide, you'll see on the page where it it outlines the revenue threshold. It'll have a little detailed this is what group these are the countries in group a. These are the countries in group b. That's not a new construct for us, by the way. That's been, part of the Sophos program for for a while now. Great stuff. Okay. Okay. That answers many of the questions. We've got a few technical questions. We'll we'll take those offline and and make sure those folks, get the answer, for those. So I think I think we're we're we're pretty much there. So, look, I'd just like to take this opportunity to thank all the presenters, today. We're very excited about the direction of the program, the tools that we're making available. We will share this presentation. And as we mentioned a few times, please check out the partner portal. You know, as we heard from Brent and from Barry, we're introducing quite a few new things, right, which will, help our partners grow their business, you know, more flexible points based skills approach, teaming agreements down the line, new program levels, integration with SecureWorks out of the box, not from a quoting perspective, but from a program perspective and future developments will come along. New tools, whether they're at the portal level or whether they're gonna be AI, and then a whole plethora of new services opportunities. And and we still keep the very, very best elements of our partner program, you know, dual registration and all the incumbency protection, that I know our partners, enjoy. And then just to underline what you said, Brent, you know, nothing changes immediately for our partners. You know, We're giving notice now of some changes, obviously, that will apply from April. We would like to work with all of our partners, to make sure that you get to the level, the desired level that you'd like to be at. So I'd encourage you to engage your Sophos representative or distribution partner, on how we can, help you. Many, many partners will only forget the thresholds that are required. But please, you know, engage with us on those. We will be happy to work with you and and and help you, obviously. And then please, you know, don't hesitate to give us any feedback. Right? You know, we're Sophos is a very Sophos, channel centric company. Right? So, please give us feedback. We we would absolutely welcome it, and we will continue to invest in the channel. Right? So, I know Brent and, Barry and the team have got lots of other developments, and we look forward to sharing those with you, in the near future. And, and just on a closing note, thank you very much for your partnership, and we really appreciate your time today. So, all the best. Thank you very much.