Name: Sophos Quarterly Business Update
Uploaded: 2025-11-05T14:30:53.648Z
Duration: 56 min 8 s
Description: Sophos Quarterly Business Update

Transcript for "Sophos Quarterly Business Update": Okay. Welcome, everybody, to our quarterly channel update. We're extremely grateful for you, spending your time to be with us, today across our Europe, Middle East, and Africa, region. We have some great speakers with some great content today. I'm gonna kick off with a quick regional update, share with you some of our highlights from q two, and some of the focus areas that we have as a business, coming into, this quarter. Sally is gonna join us again, to give us, some exciting new product launches, probably the most amount of solutions that I've seen so far ship, in a quarter. So, Sally is gonna take us, through that through those. And there's an enormous amount happening with our partner program. So I'm delighted to have Brent join us again from, from our global channel team, and he's gonna give us an update on all things, part of the program. And as per usual, we are conducting a q and a. So please use the tool that's here, to raise any questions that you have, and we'll cover those, at the end of the call. The other thing to probably mention is that this presentation is available to everybody after the call, so don't feel that you need to take, copious, notes. So just in terms of q two, a big thank you from behalf of the whole, of the whole of Sophos team. We had a strong quarter, particularly in MDR. We still see true true true true true momentum in our MDR business. We're well into 30,000 plus, customers, and a lot of that has absolutely to do with our channel. We saw 26% increase in the number of partners selling our MDR solution on a year over year basis. And many of those partners are taking a deeper level of technical certification to, differentiate themselves, in the market. I know Brent's gonna talk a little bit about certification later on. It was also a quarter where we launched our endpoint 100, product. This is a product that is specifically aimed at our, commercial space, which starts at one to a 100 users. And, I think Sally is gonna touch on this a little bit later, but this is a solution that's specifically aimed at that market. It's priced, accordingly. The server and the endpoint is the same price, and there's no quoting, required. So, we're delighted that we had over 500 partners, selling this solution since its launch four or five weeks ago. So tremendous, success with endpoint 100 Safar. And then we also saw a a great quarter in terms of new logo wins and new customer wins. And, thank you for that because a lot of our new logo opportunities do come with our partners, and that's certainly an area we wanna continue to drive. As another area of tremendous success for Sophos with our partners in our MSP business, So I just wanted to highlight this team, especially. We have a, a huge community of, m MSP partners. Over 3,000 are now selling Sophos solutions on a on a monthly basis. And this business is growing around 22% per year. It's one of our fastest growing, segments. And if we look at just the MDR opportunity, according to Canalys, this market is set to grow over 50%. So if you're not selling, Sophos' MSP solution, I would strongly encourage you to reach out to our MSP team, and, we'll share the links, after the call, but you can see the email address, m s p dot emea dot sophos, and they will be, delighted to reach out to you to take you through how we can start you on your MSP, journey. We have also got a tremendous amount of, events, and I'm not gonna share the links, in those in the chat, in a second. So we're seeing tremendous success from our partner Tech Academy. These are events specifically aimed, that our partner technical community, where we've, had the opportunity to meet over 700 partners over the last couple of months. There's still some events here, to go in Germany and Austria. We also have our business breakfast happening, in certain countries across the region, so specifically in Germany, Austria, and Switzerland, and also in Lisbon. And then our MSP team, are on the road again, doing their community, day. So this is a great opportunity for you to meet the team face to face. I'd encourage you to register for these events if you haven't done so far. And in addition to the live events, if you like, or face to face events, we've also got a terrific amount of, webinars happening, which will provide a much more deeper dive, in some of the solutions that we will, cover today. So, so you'll see on on the left side here, we're gonna go into some detail around our advisory services. This is a new area, new opportunity, for our partners. And as you can see, we are offering that webinar in multiple languages. And we will do the same for the firewall, update as well. We will publish the, local language webinar shortly, but you can see the English one is already, confirmed. And then we also have our marketing, circle as well. So, hats for your marketing folks. I wanna understand some of the campaigns that Sophos is driving. I'd encourage them to attend our marketing circle webinar that's happening in early, December. So before I hand over to Sally, I just wanna emphasize a couple of opportunities. There's a terrific amount of focus, across our sales organization right now, focused on driving as many customers to MDR, and better protection as possible. And Brent will talk about this in a little bit more detail in a second, but we have literally created thousands of quotes and made them available in the partner portal. So making it as easy as possible possible for you to cross sell, upsell, from your six customers. We're also continuing with our, our new customer bonus. So make please make sure that you would take full advantage of earning an extra 10% on all new customer wins that you, share with, Sophos through our deal registration program. That program has been extremely successful and and is a big part of the results that we saw, earlier on. And there is an immense amount of activity and offers available on our firewall, particularly around a fortunate, takeout campaign that we are running. We have, offers available for customers moving from SG to, XGS. We will be setting up a a separate call in a couple of weeks' time to go through these offers, particularly the firewall one, in more detail. But I encourage everybody to go up to the partner portal, and click on some of these offers, to, to check them out. So, so without further ado, I'm now gonna pass over to Sally. So, Sally, want me to call? Thank you so much. Thank you, Jason. Thank you everyone for taking the the time to join us. So I'm going to really, split my update into two parts. We're gonna take a look at what's launched recently, and then we're gonna take a look at what's coming up. So, as Jason said, you know, this has probably been our most, productive time in terms of the the new enhancements, new capabilities, new solutions for you to sell that we've brought to market. So I want to run through all of the the latest releases, to make sure that that you're aware of everything that that we have to help elevate our customers' protection and also expand and grow your business. So starting on the the endpoint side. Now endpoint, of course, is the foundation for all effective cybersecurity strategies. And there's lots of real benefits, cybersecurity benefits for customers to use the Sophos market leading solutions because they do offer that comprehensive protection of unmatched ransomware defenses. So our portfolio updates really give you multiple opportunities to grow your endpoint visibility, endpoint, business and to increase visibility. So we have a new, Sophos EDR licensed here, that gives the full Sophos endpoint protection capabilities as well as detection and response on the endpoint. So it's ideal for organizations that really have that specific EDR need, and it's a simple upgrade from, from and from Sophos endpoint 100. Same agent. So really easy to move customers from from our endpoint protection to EDR if that's what they need. As Jason mentioned, we've introduced Sophos endpoint 100. This is, for organizations with up to 100 employees. It's got a very compelling fixed price license, same price for endpoints as for service, And there's no, deal reg, no, discounting. It's just a really attractive go to price so that you can streamline and accelerate your sales and get those guaranteed margins that we know are so helpful to you. We've expanded our legacy platform support and released a new software endpoint for legacy platforms license. That is already seeing great interest for organizations that have got that legacy technology that they need to keep secure. The engineering team has been busy, improving the Sophos endpoint agent. It's now faster, lighter. There's a 40% reduction in memory usage, and that rollout to our existing customers is currently in progress. We're doing it in a very careful, staged manner to make sure that, you know, everything is done safely and securely. So, new new organizations to support endpoint benefit from that faster agent immediately. Your existing customers, they're in the process of getting it as we carefully manage that delivery. Now for organizations that are using Tejas solutions, Tejas XDR and Tejas MDR, we've integrated Sophos endpoint so they can use that automatically at no additional cost, removing the need for them to use a a third party non software's endpoint solution. At the same time, it remains a fully open platform, so they continue to do can continue to use the solution of their choice. And then alongside this, alongside all of these new elements we're bringing to market, we are also retiring Sophos Intercept X Essentials. It's actually retired, this week for, for term and will be retiring at the January for MSP. And, really, the reason there is that it doesn't include our full Sophos endpoint protection capabilities and, of course, defending our customers is the number one priority. So we want to make sure everybody has the very best protection. With this as well, I know to increase visibility, make it easier for everybody to find, quote, and and sell our endpoint solutions, we're actually removing our Intercept X branding from our product names. We're now leading on Sophos endpoint, which is what you can see here on screen. So that is a run through of the Sophos endpoint changes, but that's just part of the story. Because we've also made a major enhancement to Sophos XDR and Sophos MDR by automatically including all integrations automatically. Now let's take a moment to think about integrations because integrations really do do two main things. They enable us to to take the telemetry from the IT and the cybersecurity solutions that organizations are using and use that telemetry to quickly detect suspicious activity to, identify malicious behaviors. And they also allow, analysts, whether that's a Sophos analyst or an in house analyst or an analyst in your own organization to take response actions using those technologies. And really with integrations, the more you have, the better. The more integrations you have, the better your visibility, the faster that you can then detect suspicious activity, the more, quickly and more effectively you can respond. So adding all of these integrations automatically with, some of MDR and some of XDR really does elevate your, cyber security stories, cyber security positioning, makes it easier, removes barriers for customers to connect up their full IT and cyber security environment to accelerate threat detection and response. Now this change to Sophos MDR, there's a few dates that I want to mention. So for new customers to Sophos MDR and Sophos XDR, it actually went live, over the weekend on November 1. For existing term customers, the change will go live this weekend, November 8, and it will go live in, late January for MSP Flex. Now whilst I'm talking about the integrations, I do want to make clear that this is just the integrations previously sold to the integration packs that we're talking about. It does not include some of NDRs, some of us managed risk, the one year data retention. These are still chargeable add on separate solutions. Now I've talked about the cybersecurity benefits of this change to the integrations, but I really want to emphasize there's a lot of benefits for you, our partner community. Firstly, it's going to make sales easier. You've got a stronger offer in a lot of those integrations included automatically, and it can also facilitate the sales process because there's no need to add integration packs to quotes and orders. It's also an opportunity for you to generate additional services revenue to set up those, integrations. And that could be something you deliver yourself in house, or you can lean on the Sophos professional services team to do that for you. And they have a huge amount of expertise in supporting your customers in setting up integrations. And it's also gonna help with your renewals because the more integrations that customers, activate, the stickier they are, the greater benefits they're seeing, so the the easier it's going to be for you to secure that renewal. So lots of advantages for for our customers and for you, our partners as well with this change to Sophos MDR and Sophos XDR. Now talking about Sophos MDR and Sophos XDR, we've also just released Sophos identity threat detection and response with Sophos ITDR, which is an add on, a chargeable add on for both, Sophos MDR and Sophos XDR. Now it's built on, technology we acquired through the SecureWorks acquisition, their IDR solution, which means that it's tried, it's tested, it's being used in the field, and it's been proved to be be very, very effective. And it really builds on the, identity protection capabilities that exist in some of those MDR and XDR through our integration with identity solutions, and it it up levels and extends them. You know, enables, you to reduce your customer's identity attack surface because it's continually scanning, Microsoft Entra ID for security gaps. It helps minimize the risk of being impacted by stolen credentials, and it also identifies risky users. So it really does elevate protection against identity based threats. And that's super important because identity very much is the the cybersecurity frontline. Adversaries are leveraging stolen credentials, impersonating legitimate users in their attacks. So there's a real need for for this level of protection. Now I'm excited to say that Song's I TDR is already available both for term and on MSP Flex. And we have a great free trial capability, that's available in Sophos Central. And we're really seeing a really great response to this because the free trial is a is a very strong experience. So if you have a net new customer, you can activate a free trial through the the sophos.com website. If it's an existing customer using Sophos Central, they can activate that free trial directly within the central console in just a couple of clicks, enabling them to have thirty days free access to Sophos to Sophos ITDR, really see the benefits. So a really great tool for you to use as you look to add Sophos ITDR to your to your so with MDRs and SxDR customers, increasing their defenses, increasing their stickiness, increasing your footprint. So that's Sophos ITDR. The next update I wanted to share is around advisory services. You know? So we talked about the updates to our endpoint portfolio, to our MDR and XDR solutions, and and Sophos ITDR. So as advisory services, the whole new category of offerings that we're bringing to to you and to it's bringing to market. And they are built on, advisory services that that the SecureWorks team have been delivering. So, again, very tried, very tested. These are are not, you know, initial versions that, are new to market, but, you know, through they're being delivered by a team that has a ton of experience of providing very strong services to to organizations. So we have four services that we're launching initially, external penetration testing, internal penetration testing, wireless network penetration testing, and web application security assessments. So these are available now, and we'll we'll be expanding the the portfolio over the coming quarters. So it's a great way for organizations to get ahead of the adversaries, to proactively identify where are their gaps, where are their their their weak spots, the the chinks in their armor so that they can address them. So it's a brilliant step for proactive, cyber risk reduction, cyber risk mitigation. And as well as providing you an opportunity to sell the advisory services, it's also great for pull through because the services are going to help organizations identify where the where they have weaknesses, and those are weaknesses that you can help address. That may be through items in the softwares portfolio, for example, the softwares MDR service. It may be through services that you provide yourselves or additional technologies. So it's a really great initial sale, but also a very, you know, strong pull through opportunity for you. So really good, you know, additions to the portfolio, and I do encourage you to to learn more about advisory services. Now I know I've covered a lot, and I want to just try and summarize it. So if we were looking at our endpoint and security operations portfolio last quarter, this is really where we would be. You know, branch ranging from software endpoint, like, through to our Sophos XDR with NextGen SIM. Now we have made a number of, enhancements across this portfolio. We have the three new items that, you can see there in purple, software's EDR, software's ITDR, and software's advisory services. And we've made these updates to to Sophos endpoint. We've, made the updates to Sophos XDR and MTR with the integrations. And for Sophos users, we have made the update with the inclusion of Sophos endpoint automatically. So, hopefully, this slide summarizes both the portfolio on the endpoint and SecOps side and also the the changes, the the enhancements. Now we do have, a lot to so we've covered here, but we've also got a lot more that's coming up. So I want to to leave where we have been to, now. I'm gonna come back at the end just to remind you of the, sort of academy sessions where we do deep dives into these and switch gears into what's coming next. And we have three big things that we want to to share here. So the first is around Sophos email. So Sophos email is going to include Sophos Phish Threat at no additional charge, a really significant enhancement to our Sophos email offering. We're also launching the next major version of Sophos firewall, version 22 that really does take that secure by design concept to another level. And thirdly, in, the the final quarter of the financial year, first quarter calendar year, we're launching a brand new offering, Sophos workspace protection, which is a new selection of bundle a bundled solution to help, elevate protection quickly, easily, and cost effectively for remote users. So those are the three big updates. Let me dive into each one in a bit more detail. So first, that Sophos email. Now as I mentioned, you know, from, it's gonna be from December 10, for both term and for, MSP Flex. Sophos email will be it will automatically include Sophos fish threat. So we're adding those user awareness, user, education capabilities, into Sophos Phish Sophos email. Sophos Phish Threat does still continue to be available standalone for the customers that just want Sophos Phish Threat. So let me just take a moment to look at what this means for our, our existing Sophos email customers. So if they're a Sophos email customer, but they don't currently have Sophos Phish Threat, well, they're going to gain access to these capabilities. Term customers will automatically have access to phish threat in Sophos Central. And on the MSP side, Sophos phish threat will appear automatically in those customers' accounts. For customers who have both Sophos email and Sophos Phish threat already where it's coming together, so on the the term side, both their licenses will remain active. But when it comes to renewal, they only need to renew the Sophos email license. On the MSP side, again, both licenses will remain active. But from the December billing run onwards, MSPs will only be billed for the Sophos email element. So if you have a customer running Sophos Phish Threat and Sophos email on MSP, from December onwards, you'll only be billed for that Sophos email element. Now this change delivers a number of enhancements, a number of benefits, I think, for for you, our partners. Firstly, it makes Sophos email sales easier because you have a stronger, more comprehensive, higher value offering to help you win more deals and and stand out in market. It's also an easier upsell from Sophos Phish Threat now because for just a small incremental spend, customers get a fully fledged, you know, really strong email solution as well. So that's a really nice upsell. It also helps you increase profitability if you're working on that MSP front because as you've seen, you know, you you can continue to supply Sophos email and Sophos Phish Threat, but you're only going to be charged for Sophos email. So that's a margin boost for you. And then in terms of retention, well, the expansion of the Sophos email capabilities gives another great reason for customers to continue to use Sophos as their email security solution. So that is coming next month. Very, very exciting. Also exciting and also coming in December is the next version of Sophos firewall, so version 22. Now more than 300,000 organizations are using Sophos Firewall to secure their gateway. If you're already selling Sophos Firewall, these enhancements are going to help keep you continually ahead of the game, increase your differentiation. If you don't get Sophos Firewall, these enhancements are a great reason to take another look. Now when we think about Firewall, it's important to remember Firewall are constantly being targeted by organized, government sponsored cyber criminals. And you will have hopefully seen our Pacific Rim research and and, the the the details we provided there. So the robustness, the resilience of the firewalls themselves, is critical. And Sophos is deeply committed to secure by design, designing and building firewalls that are as resilient and robust as is possible, so that they're as hard, as we can make them for for adversaries to compromise. And version 22 includes multiple enhancements that extend the already robust nature of server's forward even further. A next gen architecture, secure updates, a health check that makes it easy to ensure you've got everything set up. It's a real differentiator. We're also making enhancements to networking scalability, increasing your opportunities with large universities, education, and distributed network organizations. Plus, as you would expect, as we we always do, there's some great day to day management enhancements, very much informed by the feedback, the request that we get from from you partners and from customers themselves. So lots of, really strong, capabilities coming in software's file version 22, which is going to be available from mid December. Now jumping through to the third update, workspace protection. So securing remote workers is a major opportunity, but it can be costly. It can be complex. It can be confusing, which is why many organizations aren't able to put in place optimal defenses, which is very much where this new workspace, protection solution comes in. It's essentially a bundle of capabilities of solutions designed to make it easy to secure remote workers. You can do it simply, easily, and affordably. It's all of the protection that you need to secure the workspace integrated into a nice, easy, affordable solution. So it includes, a surface protected browser, a new capability we're we're bringing to market. It's a hardened Chrome browser that we've developed in partnership with Ireland that provides security and controls for for all online activity. It's kind of like the app that protects all the other apps that people are using. Include Sophos' e t n a, DNS protection for endpoints, and Sophos' email monitoring system. And so it's all available in a one neat bundle. Customers can use as much or as little of it as as they want, but it really does make it easy for you and and your customers to secure their organizations when they've got remote workers. So Sophos workspace protection is gonna be actually be available to sell in three ways. It's going to be available as a standalone offering that you can take to market, but it's also going to be available as an add on to Sophos firewall and as an add on to Sophos endpoint. So multiple sales motions, opportunities to use workspace protection to win new business organizations looking for security for their remote workers, and also as a way to extend the protection of your server's file and server's endpoint customers, and, of course, with that extending your footprint as well. Now we've covered a lot of updates. Thank you for sticking with me. I just want to let you know about the Sophos Academy sessions where we have deep dives into these. So in September, we had a deep dive into our endpoint portfolio updates. And in October, the, security operations portfolio updates including, the ITDR and the the changes to the integrations. Those sessions were available on demand. As Jason mentioned, neck this month's, session is going to focus on a deep dive on advisory services, and December session will be Sophos Firewall version 22. So, do do make sure to check those out. And whilst on, on this topic of, of trainings, we have an update on the certification training too. So we have two new courses, for sales sales level training, winning yourself as advisory services and winning yourself as ITDR that will help your teams get the information, the the the skills they need to effectively sell these solutions. And coming very soon, we have brand new, refreshed, and separate winning with Sophos endpoint and winning with Sophos firewall, trainings as well, sales level trainings, which will really give your teams a boost as they look to upskill themselves on how to effectively sell and and to to grow their businesses with with these solutions. So all of these are available at softos.com/academy. Now with that, thank you so much for your time. Let me pass over to to Jason to introduce our next speaker. Thank you very much, Sally. And, again, please reach out to your, Sophos representative, or distribution partner for more details. We'll be delighted to get those over to you. So, so without further ado, I'd like to introduce, Brent, to the call. Brent, I know there's lots of things happening with the partner program at the moment. Great if you could take everyone through it. Thanks thanks very much. Perfect. Thank you, Jason. And, hey, thank you for having me today. I was just telling my favorite part of the job is getting to come on and talk about the program with our partners. And to Jason's point, if there's any questions or anything we can help with once this call wraps, please reach out to your channel account executive, your distribution account manager. Our goal is to always make this as paint by numbers as we possibly can. My only complaint today is that I have to follow Sally Adams. She's such a great presenter. So much great information coming out to the channel, but, like I said, super happy to be here. So what I wanted to walk through today is we've got a pretty big milestone that's gonna be coming up on December 10. So we acquired SecureWorks, obviously, several months ago. We've integrated the partner program back in July, but we still had some separate processes from a quoting and ordering perspective. And on December 10, we're really gonna see sort of that first really big integration milestone. And I actually should take a step back. I think we saw our really first big integration milestone with the release of the Sophos advisory services and Sophos services subscriptions and making sure we've, you know, had this legacy SecureWorks or Tejas offering available on the Sophos price list. But once we get into December, the majority of the Tejas software portfolio will now be available on the Sophos price list, leveraging the quoting and order management processes that we're used to today. But there's gonna be one caveat. Until we get to April where we have a full integration scheduled with the legacy SecureWorks systems, the only way we'll be able to leverage the Sophos price list to quote Tejas will be for customers who don't own Tejas today already. Now one of the ways that we're gonna try to help limit this confusion is even though this Tejas software will be on the price list in December 10, we're still gonna require that, you know, this this necessitates a quote from Sophos. So we can navigate whether it needs to be quoted through this legacy system or it is gonna be quoted through the existing Sophos quoting and order management processes. So for all of our resellers out there, the experience really isn't gonna change too much in December. If you wanna sell Tejas, it's still gonna require a quote from our Sophos reps. However, we will be going down to a single deal registration form in December. Just like today, if you registered a Sophos MDR opportunity, we were validating that so that it you know, that a solution could be offered for either Sophos or Tejas. However, we have those separate deal registration forms available in the portal. Starting on December 10, we'll go down to the single Sophos deal reg form. And if the opportunity necessitates quoting out the Tejas software, we'll make sure we handle that complexity in the background. So there'll be some other enhancements moving as we get closer to the April time frame, but April and May is when we're looking for that full integration. That's also when we're gonna be targeting to have more information around a converged MDR XDR solution as well. But that December 10 milestone is still significant. A majority of the Tejas software portfolio will be available on the Sophos price list, quoted leveraging the Sophos discount waterfall. But, again, the one thing I wanted to highlight is it won't be included in the CPQ, and we still will be asking our partners and distributors to leverage an authorized quote from Sophos just to make sure we can help navigate some of that complexity. There'll be a lot more information on this as we get closer to December 10, but I wanted to make sure we were communicating early and often about these integration milestones with that page's software portfolio. So on December 10, you'll see the, page's software portfolio added to the Sophos price list. But, again, this will still require an authorized quote from Sophos just so we can help limit that confusion. Now I would say one of the most exciting things that we've talked about recently is around our MDR upgrade auto quoting initiative. Listen, it for all of our partners out there today, if you're laser focused on just renewing Sophos and endpoint year after year, we're not gonna be upset. That's absolutely amazing if you're helping us retain our customers and keeping them with the Sophos platform. But at the end of the day, just renewing Sophos cell renewing endpoint, the earning opportunity for our resellers and for our distis is fairly limited. But we see a really great opportunity from an earning potential perspective when our incumbent resellers position that upgrade to MDR. But we wanna make sure that we make this easy for our partners. So you've heard about our MDR quoting initiative. If you are the incumbent reseller on a six of renewal, when you log in to the partner portal, you're gonna see that we've auto approved the deal registration for that MDR upgrade and given you some promo pricing to make that conversation easy with your customers. Not only do we want you to have an accelerated earning opportunity by positioning this MDR upgrade, but this is a great opportunity to extend, you know, industry leading class protection for our partners outside of what, you know, a normal endpoint renewal would be able to provide. So not only is this a great opportunity for, you know, all of our resellers on the call to accelerate your earning opportunities, but a great opportunity to sit down with your customers and make sure they've got the level of protection they need that, you know, our XDR and MDR solutions can provide. So if you have any questions on this auto quoting initiative, please reach out to your distribution partners, reach out to your CAEs. Like I said, if you were that incumbent reseller, you should log in to the partner portal, see this quote waiting for you, and it's our attempt to make it easy for you and make sure you've got as many opportunities to be as profitable as possible when you're leading with Sophos. Now we mentioned this earlier. Jason did a great job highlighting this. I I think our MSP offerings is one of our superpowers here at Sophos. We're really excited to have introduced Elevate over the summer that, you know, provides our MSPs who are willing to make that commit to us and say, hey. I I will commit to at least $2,000 a month through MSP Flex. It was a great opportunity to provide them with some additional cost saving benefits right out of the gate. We've made Elevate a lot better though in the recent months. Now when you sign up for Elevate, you are eligible to participate in an MSP flex growth incentive, and we've put in some additional benefits here as well, like our provisional, gold status. I wanna really highlight though that if a partner joins Elevate and receives provisional gold status, we are asking that they still get their architect technical certification within that six month window. It's really important that, you know, our most technically certified partners are the ones who are moving up in the program. But, again, if we have an MSP who's committed to making that $2,000 a month commitment through MSP Elevate, we wanna make sure we can share some of those program benefits as they're getting that technical training accomplished. If you're a current MSP Elevate partner and you're curious about that, MSP flex growth incentive, please reach out to your team after this call and we can get you enrolled and get you a growth target. But it's never been a better time to be an MSP partner with Sophos. And, again, this MSP elevate program is making it even more profitable for those MSPs who are making that monthly commitment. Now the good news train just keeps rolling. Another enhancement that we've made in the program is, listen, if you're a partner who's making the commitment to train your teams from either a sales or a technical perspective, you're making an investment in Sophos, and we wanna match that investment. And so one of the enhancements that we've made is making sure that these training courses don't have any upfront costs with our partners. So whether you're talking about the architect, whether you're talking about MDR guided onboarding, all of these trainings are now offered free of charge. And then on top of that, we just recently introduced a new sales training for our partners. It's a thirty minute we call it our quick start training. It's designed, if you're new to Sophos, to get acclimated with the platform and how to be profitable with deal reg and renewal incumbency and how to navigate partner portal. But it's also great if you're a partner who just hasn't heard from Sophos. And we'll talk about certification points here in just a moment, but this new thirty minute sales certification is, something that counts towards status in the program and can actually help you maintain your status as you move into f y twenty seven. But all goodness here from a partner training perspective, free technical training, and like I said, we have a new sales training, thirty minutes in length, designed to introduce you to that Sophos platform, and then how to accelerate your profitability with deal registration and renewal competency. Now if you remember a while back, we introduced this new points based system, in the partner program, and we talked about it as an evolution, not a revolution. Right? We have started upgrading partners based off of the point system, and we'll walk through that here in just a moment. But I also wanted to highlight the introduction of digital badging as well. We have three digital badges that we've recently introduced, and I'm hoping folks who are on this call have already received them and have have the opportunity to promote them on LinkedIn. But there's one enhancement I wanted to mention before I go any further. When we introduced the sales professional badge, we said, hey. We want you to get all three of these sales certifications. We've heard some feedback that, you know, we wanna make this attainable, and we also wanna give an opportunity for partners to, differentiate and celebrate their learning dreams. So we have now softened the requirements to earn that sales professional badge. You do need to have that new quick start, which, like I said, is a thirty minute training. But if you have either the sales fundamentals or that MDR sales training, that will qualify you for that sales professional digital badge. We just did our first, inaugural launch of the sales professional digital badge. About 200 partner contacts received it or should have received it just last night. One thing to highlight on the digital badges, we upload these on a monthly basis. So when you take these certifications, you won't see that digital badge come immediately. But at the beginning of every month, we run a scan and make sure we get these issues out. Now in regards to certification points, I wanted to demystify it a little bit. Because like I said, we are now starting to upgrade partners based off of the points. The certification dashboard or points dashboard will be available in December in the partner portal. But like I said, I really wanted to sort of demystify it. For most partners, they're either looking at, hey. I wanna get to gold or I wanna get to platinum. If you remember, silver is just requires any active certification. So if you have one cert, you're gonna be good from a silver perspective. But when we talk about getting up to gold or platinum, if you remember, we said we still need at least one architect to earn gold status. And to get to platinum, we're gonna say you need at least two architects. Well, when you take all the points, logic and apply it there, when you get that architect, you're 75% of the way to getting everything else that you need. And, ultimately, we want you to then choose your own adventure for what makes sense to you to get the rest of the way. And if somebody came to me and said, hey, Brent. What's the best way? I've got my architects. We're good there. What's my best way to get the rest of the way there? This is where I would highlight take a look at some of these new sales professional course or the the new quick start guide that quick start sales training we just introduced. It's it counts towards the program. It's thirty minutes in length. And if you go out and get an architect and you get a couple of sales professionals, you're gonna get the rest of the way there. Now a lot of our partners have more than enough architects to get over the hump from a 100 to 100 points or engineers. But if a partner came to me and said, I don't have any certs. What should I focus on? Where should I go? I would say, get that architect and get a few folks on your staff trained up from a sales perspective. You're gonna be just fine for that compliance review at the end of the year. And I believe, at this point, I am going to hand this back over to mister Jason Ellis, to come on and finish out the rest of the presentation for today. Jason, if I didn't catch you off guard, I will bring you back on stage if that's okay. Yeah. No no problem at all, Brent. So, look, I think we've, we're we're we're done on the slides. So, we're gonna move to the, q and a part. So so if you could join us as well, that would be great. Thanks, Brent. Great update. Okay. So welcome back, guys. So, so we've got and please, if you don't have any more questions, please put them into the chat now. We'll be happy to take those, as they come. We've had quite a few already, And, so, couple maybe for you, Brent, initially. Some folks have said they've not received the digital certifications. Where's the best place to get those? The digital badges. If you haven't received if you haven't received a digital badge, please reach out to partner care. We'll look into it. It might just need to be resent. I would also say check your junk filters or your draft filters. I've heard some reports that the Credly notification can get stuck in there. But send a note to partner care. If for some reason you've earned it and you haven't been issued, we'll make sure we get that squared away immediately. That's great, Brent. And partner care is partner care, at sovos.com. So nice and nice and easy. And, another question here about the architects, course is now it's it's now free of charge, Brent. Any extra comment on that? Nope. That's as simple and very elegantly stated. All of those trainings are now free of charge. Again, if you're a partner who's investing your time to to learn and to educate your team, then we wanna make that investment back in you. So all of those trainings are free. Okay. Yeah. Thanks for the questions there. They're coming in thick and fast. They're scrolling out my view. So one second. We, so, Sally, we just got a couple of quick questions from, from Max, MSP related to Rubix and ManagedRisk. Are are those solutions coming to our MSP platform? Yeah. So, two two different solutions there. So, first up is Sophos managed risk, which is I'm sure many of you know is available as an add on for for Sophos NDR. So this is currently only available for term subscriptions. It's not available at the moment with, MSP Flex. And as we were looking to bring it to market with, for MSP Flex, feedback from partners was that the way it was working, the way the way we deliver the managed risk services, the the term offering is not optimized for MSPs. So, the current status with self managed risk for MSPs is that, we are still very much committed to doing it, but we've identified through through feedback that we actually need to resolution the offering to make it something that's affordable, viable, effective for for MSPs to use with their their customer base. So the product management team is currently in that solution solutioning phase. They're they're working with a number of MSPs to get feedback on how best they should package it, and then we'll be able to provide some more updates on when we'll be able to bring it to market next year. I I know that this is perhaps frustrating for those of you who are hoping to get surplus managed risk, from MSP earlier, but what we really wanna do is make sure that we deliver a solution that that really works for you and your clients. And, it's taking us a bit longer than we initially thought to to get that properly configured. But that's very much the plan, and, we'll be able to provide more updates in the the new year. In terms of Rubrik, so we already, as as you may know, have a integration for Rubrik that's available with Sophos MDR and Sophos this the question was relating to a a new, Rubik backup SKU, that the team is working to bring to market. So that's something we're we're targeting for around the end of q four next financial year this financial year, q one, next financial year. So, that's something coming, yeah, in in a in a just over a quarter's time. I don't have any more exact dates, though, at this this moment. Sally, lots of questions on the workspace protection solution that you mentioned, coming out in February. And, a few questions here about if it's available for iOS and Android, or is it gonna be sort of Windows based initially? Any any thoughts around that? Yes. So as I understand, it's going to be available across multiple operating systems. We are looking to have the January Partner Academy session focused on, workspace protection. So I think the dates haven't yet been been locked in. As soon as they are, we'll be able to to start communicating with them. But, yes, the adviser, the Success Academy session for January is gonna be targeted on, on workspace protection. So that all of the information with the that, we'll be looking to share it then. But, please, in the meantime, still and if you have questions or these, pieces of information that you need to know, continue to to to share them with your softwares team so that we can make sure that we're we're providing that those insights that you need. Okay. Thank you. So a couple of questions coming in about renewals. I just wanna clarify that, Sophos does, protect partners, on incumbency related to renewals. And, you know, what we typically do is, as Brent mentioned, is we do create an auto quote, which is based on the prior pricing. Strategy is a little bit different from region to region, so I would encourage you to maybe look at the quote that we've created, normally six months in advance of the renewal, and, reach out to your Sophos representative for distribution account, to, to discuss that renewal and, they can help they can certainly help with more information on that. Sunny, another quick one for you. What's the difference between Sophos I'm on EDR and XDR? Why if I sell XDR when I have the same functions on EDR? Am I at least understood? So No. That is a great question because, yes, we have our new EDR solution and we have the Sophos XDR solution. So the main difference between the two is the integrations. If you have Sophos EDR, you just have the integration with with Sophos endpoint. So you're just taking telemetry and able to execute responses in Sophos endpoint. If you have Sophos XDR extended detection and response, you can integrate with the full IT environment, cybersecurity environment, and then the analysts have the ability to take, response actions in those environments as well. So it's really based on, whether you want to just focus on detections, from the endpoint solution, which is EDR, or whether you also want to have them from the wider environment, which is the XDR solution. And some of your customers may find that they want to start with EDR and then take an upgrade to XDR, or or else they start with EDR and they realize that they don't have the capabilities and skills in house to do, the the wide environment. So that's the next step is to move to MDR. Great stuff. Thanks, Sally. Quick question here about MDR service. Does the new advisory service make sense for checking for weak spots again? So, you know, sorry, adding advisory services to an MDR customer, does that make sense, for checking for weak spots again? Yeah. Absolutely. That's a that's a great question because you think if you've got the software's MDR service, you've really got those optimized cyber defenses in terms of threat detection and response detecting and stopping those advanced human attacks that, technology alone cannot prevent. What the advisory services do is separate. It's complementary. So it's looking at different aspects of an organization's cybersecurity to identify weaknesses. So, for example, are there gaps in that and it make it easy for an adversary to get inside that environment? Yes. You know, if they do get in and they carry an attack, you know, the Sophos MDR service will be able to detect it, but you want to minimize the opportunity for an adversary to get in your environment in the first place. So so some of those MDR is that always on twenty four seven threat detection response monitoring. What you're getting in the advisory services is the pre breach risk mitigation. You're enabling the organization to identify those gaps to to prevent, attacks. And maybe I can also say, you know, at Sophos, we do penetration testing very, very regularly, you know, on on our organization because it is such an important part of, a comprehensive cybersecurity defense strategy. So, yes, it's a very nice complement to to Sophos MDR. Okay. So lots of questions about Island Browser, so, we covered those. Okay. So quick question around, z t n a. Is it available on mobile devices? What's it coming out on mobile devices? So I'm gonna have to take that one away because, I'm not a 100% sure of the answer. So let me come back to you on that one. Okay. And, and so another one from Malik. Upcoming news that Phish Threat is included in the license. If, if there are a 100 email licenses, can we get a 100 Phish Threat free of charge? Yes. So what will happen is, the customers who have the Sophos email license can access all of the Sophos Phish Threat capabilities. So it's within that same customer environment. If you, whether it's, you know, a term customer and MSP customer, if they're running Sophos email, they have full access to Sophos Phish Threat. It's not that the licenses are provided separately for for distribution. So it's really within that same customer environment if they've got, yeah, a 100, a 100 licenses for Sophos email, they'll get also a 100 licenses for Sophos switchback. Yep. And, And, Sally, another one for you. Sorry. I'm trying to find something for you, Brent, as well. The so, Sally, just a quick one. Obviously, you know, we've recently made some big changes to our endpoint solution where we reduced the, you know, resort memory usage and resource by 40%. Will that be rolled out automatically, in the background or, you know, is that something that customers need to sort of instigate an upgrade or how how does that work? Yes. So it will be rolled out automatically, in the background. The customers do not need to do anything. The engineering team is already has started. So in the they're in the process of delivering that that rollout. Some customers already have it. Some will be getting it shortly. So we have, 300,000 organizations that are using Sophos endpoint. So it's a large number of updates. We want to be very careful about how we push out these updates. So it's it's in motion right now. To say some customers have it, others will be getting it very shortly. But they don't need to do anything. They'll get the benefit automatically. And so just one more quick while I'm on MSP. If, if I'm on MSP and I'm currently bidding for a 100 emails and a 100 phish, threat licenses, so that just that will just combine into one one SKU. Yes. Yes. So the so, if you're still billing a customer for Topazima and Topaz Phish Threat from the December billings run, we will not bill you for that fish threat element. So, obviously, you can continue to charge the same, but we will not be billing you for the fish threat element to that customer. Great stuff. Thanks. Look, guys, I'm gonna call you there if I can. I think there's one or two other questions. We'll certainly get back to those, folks. I just wanna say thank you to Brent and Sally for, your updates today. Obviously, there's a terrific amount of, great stuff, going up going on at Sophos, and just appreciate, your time, especially you, Brent. It's five in the morning, over in The States. So thanks for thanks for joining. And, look, everyone, you know, best of luck for the rest of the quarter. Please reach out to your Sophos representatives, distribution partner for more, details, and, you know, best of luck for the rest of the quarter. Thank you very much.