Name: Jumpstart your Success with the Sophos MSP Program
Uploaded: 2025-04-22T12:16:10.177Z
Duration: 56 min 48 s
Description: Jumpstart your Success with the Sophos MSP Program

Transcript for "Jumpstart your Success with the Sophos MSP Program": Alright. Good afternoon, everyone. I think it'll be, it'll be afternoon. We'll give it just one more minute because I see some, some more attendees joining. And we'll just give it one minute, and then we'll get started. Alright. So good afternoon, everyone. Thank you for joining us, for the unlock your potential with the Sophos MSP program webinar. Just a little bit of housekeeping. So I'm your host. My name is Kyle Torres. I'm the senior MSP channel account executive for EMEA. If you have any questions, there should be with your default view, you should have, a panel on the right hand side. If you have any questions or comments, please feel free to put those in. We'll take time to make sure we address those. If we don't, we'll have a record of those so we can get back to you after. We will be recording this session, so a recording, will be sent out, and we'll make sure that we have some time for you to get some contact details if you'd like to reach out to any of us afterwards. So we'll go ahead and get started, and this session is just a a overview of the MSP flex program. We'll talk to you a little bit about why it exists, what those benefits are, some a little bit of a product overview, and then for a few minutes at the end, I have a demo dashboard ready to go so we can take a look at our partner dashboard and what that looks like to view customers and manage it as an MSP. Alright. Just make sure that is going across. Yes. So like I said, this is what we'll be we'll be having a look. So we'll start with, just a view of our of your MSP team in EMEA. So across Europe, Middle East, and Africa, we are headed by Scott Tyson, who's a director for MSP EMEA. And he has a range of MSP channel account executives, and channel account managers that are here to support all of our, MSP, MSSP partners with Sophos. So we are a global overlay team. So what that means is we work in conjunction with those regional channel and sales teams, with the distributors as well. And any partner who is a certified Sophos MSP, so certified flex with Sophos or would like to be, feel free absolutely to reach out to us directly, and I'll put some email addresses coming up, towards the end. But you can see we do have representatives based, you know, to cover the The UK, emerging markets, all across Europe. So we've got quite a a large team now and growing. So I wanna start by looking at some of the challenges we'd say are facing in MSP, and those are three very straightforward challenges. Cyber threats are accelerating in volume and sophistication. We are one of many vendors that publish these threat reports. If anyone, if anyone is a Sophos partner or has access to the partner portal, you can access these. I think we might actually have those as well if you just go, onto the Sophos website, but there's a lot of good reports that show, you know, we see cyber threats increasing. There's a lot of tools sprawl. There's a lot of tools out there, and they're becoming more complex, which takes more time to manage, makes it a bit less efficient. So we've got a lot of tools sprawl out there, and there's still budget concerns. You know, whether that's because cybersecurity is now a wider part of the business, you know, they have a lot more budget to report on that. There's a lot more, analysis and investment going on when it comes to cybersecurity, and there needs to be more agility for our MSP and MSSP partners trying to deliver managed security services. So just to hit on that first one, threats continuing to increase in volume and complexity, I just wanted to share some from our 2024 Sophos threat report, just what those the top five key cybersecurity trends for SMBs were. And, again, you can go on and and please grab a copy of this if you like the 2024 Sophos threat report. But it outlines more information around things like data protection, which was the top challenge for MSPs securing that data, ransomware, which was the biggest threat in terms of impact on the business, business email compromise, as the most increasing vector for attacks, so it's on the rise, you know, more and more, web based malware delivery used another way they try to bypass traditional signature based, you know, malware protection, and then vulnerabilities and vulnerable drivers. So, you know, not patching your systems, things that are out of date, finding them, exploiting those vulnerabilities. And we we've seen this overall change, in the security landscape as well when it comes to this idea of the trusted perimeter before where you could come in, you know, prior to, say, 2020. You you could maybe go into a physical office. You would have your machine. Your physical office may have its own servers, its own firewalls there on-site, and even getting into the building might have some type of physical access, you know, like a a badge or a code or a security guard, and we had this sort of trusted perimeter. And the way we've seen that change is, you know, this hugely remote and mobile workforce that we have today, this huge drive, you know, into the public cloud, you know, that came with the remote mobile working, and then a lot more investment into these SaaS services. So that sort of trusted perimeter idea doesn't really exist anymore. And the knock on effect of that is small and now even midsize and larger businesses, are finding they don't have the resources to stop today's cyberattacks. There's been so many changes in the market, in the industries, in the way that organizations are structuring themselves when it comes to their IT teams. You know, we've seen the sort of core market for managed services start to increase from the SMB, and they're all having these same issues as people, this process, and this technology. You know? And when it comes specifically around security, so more of the the process and the technology side, you know, we see many point security products, and the issue when you have multiple point security products is they work in isolation. They don't natively share information. They require multiple management consoles because they're all built separately, And there may be other products you could then bring in, to integrate these or even do the work yourselves, but that requires, you know, additional work with when you've already chosen these products you want to use. The solution we would see is something we would call cybersecurity as a service with products that work together. They constantly share information because they're designed to do so, and it's all one centralized management area. Oh, and we've had a comment. It is the q and a is working. Doru from Romania. Hello. Thank you for chiming in. If anyone else would like to post where they're, joining us from, feel free, but that does show we can see. If you post anything in there, we can go ahead and address that. So, again, cybersecurity as a service, a little bit more. What does that mean? It means having access to a SOC, but it's more than just SOC as a service. It's a fully, you know, managed detection and response service. So it's that twenty four seven aspect. It's hiring experts at threat hunting, building in a separate full scale incident response service, and then getting these, you know, these outcomes as a result, the outcomes of having less risk, greater efficiency, and lower cost. You know, less risk is upfront. We're we're a security vendor. That is number one, is is providing less risk. But if we can make that more efficient as well, we combine these products. We give, you know, increased benefits to using those, you know, synchronized products, and then delivering a better return on investment crossing into other areas of the business, being able to show a better return, you know, than doing it in house, saving your customers money. We have those three effects. So cybersecurity outcomes from that cybersecurity as a service. And the platform we use to deliver that, is through Sophos. So the Sophos platform is where partners can go in. Our partners can go in and manage all of their customers. If they're if you're doing your own sort of XDR service, this is where you can get hands on with your, you know, queries and your discoveries and putting your own threat investigations. You can interact with our MDR team to see the type of work that they're doing. You set up your integrations, all the different Salesforce products. They're all dialed in to Salesforce Central. I'll talk a little bit more about the integrations. I do we'll spend a few minutes just looking at some products, so I will mention some of those integrations that you see down at the bottom there. But beyond Salesforce Central, I mentioned those third party integrations. There's also other integrations with the sort of MSP ecosystem, and that may be things like an API that allows you to send all of your security, your security event data to a SIEM tool, so a SIEM API, and PSA and RMM integrations, you know, full full integrations with things like ConnectWise automate and manage, Datto RMM, auto task. We also have script deployment support for some other RMM vendors, and we do look, you know, to increase these. So always be on the lookout for, updates and new vendors that we integrate with there, and then some other third party vendors that have their own integrations with us, people like BrightGauge, Lion Guard. So we'll start with the program. So the first thing we're gonna talk about is the program. So what is the Sophos MSP flex program? How does that differ from how a traditional reseller would operate? What are some of those benefits? How do we do the licensing there? So we like our three key points. You'll see me do a lot of summaries into three key points. And the three of those key benefits are increasing revenue, lowering costs, and improving your efficiency. You know, the the security benefits are inherent. It's the same products from Sophos. It's just licensed and managed a different way and to make it easier for you as a service provider. When we talk about increasing your revenue, it's having these being able to have these products on demand to quickly identify gaps, and find a cross sell service, you know, essentially on demand. The way that we do our billing through aggregate usage, you know, we make sure that all of your pricing, you will never have these different customers paying a different price for the same product. We aggregate that pricing across your customers, you know, lowering the costs. If we can make it easy for you easier for you by giving you, as much as we can through one vendor, You know, we will do as much as we can to help you with that, helping you with more high level selling, so selling strategy rather than point solutions. You know, we work with managed services. We want to tie these, you know, these really great products and solutions into services. MDR is very easy. It's pretty much bundled up ready to go, but always happy to say, how do we help you introduce an MDM service powered by Sophos Mobile? How do we help you with your cloud security posturing if you do business with Azure or AWS? You know, and improving efficiency, so keeping everything in Sophos Central, finding ways that we can automate, you know, with our whether that's with our own scripts, our integration with other vendors, and integrations for things like billing and PSA. So what products are available? So what we have on the MSP program, is a very good parody of what's available upfront in regards to user licenses, which include endpoint security, mobile, device encryption, email, phish threat, and zero trust. Device based licenses, so these are all software based. I will discuss, hardware on MSP. The software licenses, they are all monthly, and virtual firewalls are completely monthly. Server protection as well as CloudOptics, so our cloud security posture management. And in our product, in this very short product section I have coming up, I will just give a sort of a a brief one slide overview on all of these. Now the key thing, a lot of people are probably interested in when it comes to our licensing is this right here. So how do we do that pricing? How is it different from buying licenses upfront? So there's two key things to remember, and that's volume based discounts with aggregate license calculation. Volume based discounts, very straightforward. The more licenses you have, the cheaper it gets. However, aggregate license calculation means we do not take these counts on a per customer basis. We base it off of all of your monthly consumption across all of your customers. So for this example, we have an MSB partner. It is time for the monthly billing. They have 1,500 users. Now this can be one big customer with 1,500 MDR users. It can be one hundred and fifty ten user small businesses. It can be any combination of customers and licenses in that blue category, in the user licenses, and they every customer and every license will have that 1,000 to $4.09 $9.09 price bracket. If you bring on another small business, 10 more users, your total count is 1,510, and those those 10 users just add to your overall count. And we do this across every one of those product categories. Users, firewalls, which we also call devices, servers or workload protection, cloud security posture management, so CSPM. So, again, it's volume based discounts. The more licenses you have, the cheaper it gets, an aggregate license calculation, meaning we take your total count and give you a standardized price. You know, as a selling mechanism, this is fantastic for introducing, you know, upsell and cross sell into new products. You know, if we think that we have 700 users on Intercept X Advanced, which is an endpoint protection, if we were to upsell central device encryption, which is on the same agent to half of that base, we now have 1,000 over 1,000 users, and we will now have a cheaper price for all of those other users. So we've introduced a new service. We've brought ourselves a better margin, and that's through this this sort of this licensing style. So volume based discounts with the aggregate license calculation. Just a couple of comments that have come through, Diane. Yes. Absolutely. If you have wedges if you have registered for this webinar, we will be sending out a recording after. Now when it comes to hardware, Sophos does not do hardware as a service or hardware on monthly. Hardware from a Sophos perspective is a standard order that is purchased upfront. You are allowed, as an MSP partner, to place a deal registration, and have that approved if you would like to own the hardware yourself and then just assign it to a customer. In Sophos Central. We do allow for that. If you have any questions regarding monthly hardware, I would the best place I would say is probably for your distributor, to discuss any orders that you have coming up, and how you could place those and, you know, and see about sort of splitting that out. But Sophos is hardware upfront. I've mentioned distributor a few times because we do use, distribution across Europe. We are quite close with our distribution team. So I would say, this is just an idea for for you to see how that relationship works. Now we retain the overall legal relationship with the MSPs. With you, it's our t's and c's that you sign. It's also our MSP training, sales training, etcetera, in order to become an MSP, and we also provide an enhanced level of support for our MSP partners. Distributors help us with handling the hardware logistics, helping facilitate those terms with the MSP and also taking care of the invoicing, and then also making sure that that that goes up to Sophos. From our managed service provider partners, we would expect a minimum level one support to the customer, whether that's through a help desk service, a dedicated level one service, and we do have training to help you with that. We have certified technician training to help you guys get a Sophos acknowledge level one support. You would be in charge of the provisioning and configuration, so you actually own these licenses, not the end user. I'll tell you a little bit more about that next. You invoice those end users and procure through distribution. Now for a quick side by side, I just wanted to put, some of the differences between the standard reseller program and the MSP flex program. Now the MSP flex program is monthly. There's also no minimum license revenue or commitment. We do an aggregated partner cost that I talked about earlier, and that is all by price. There is no MSRP. So the standard reseller program has a published MSRP, and then you will have a margin as a partner. On the MSP program, it is by price only. The price that you see in the price list is your buy price. It's the same buy price, regardless of which distributor that you use, but there's no actual MSRP. So the margins are yours, complete control over those margins. License ownership is also slightly different. So you own those licenses. It's this it's a different end user agreement, a different EULA. It's not owned by the end user, and you are the incumbent reseller. You are the legal license owner, and then you have allowed your monthly customer to use those Sophos licenses. So it gives you overall control. If there is a customer, you know, positive changes like upsells and cross sells, you know, that is on demand. A company is growing. You know, you don't have to place any quotes or or upgrades. All it's all self-service. You can control all of that. Those more negative instances where, say, there's a dispute over payment or one of your customers has, you know, gone out of business, you can stop that licensing. You have control over that licensing. Leading on from that, it's it's that self-service aspect. So even starting with the ordering process, if you have a new MSP customer, there is no need to get a quote, submit a purchase order, wait for a license schedule, activate that. You create the customer yourself. You deploy the licenses. If they hire five new employees, you don't need a quote to get an upgrade. You just deploy five more licenses to those five users. We'll invoice you for that the next month. So it's all self-service. And then the flexibility. So I mentioned being able to flex those users up when you have new employees, you know, positive changes in business, you can also flex those down. So you have control over those quantities. Right. So a brief product overview, and then, we'll have some resources, and we'll get into that live demo. Again, any questions at all, please feel free to use the q and a. So we'll start with the endpoint. I mean, that's a core it's what a lot of people are probably looking at, to begin with, but we will give every every product a a short feature. We we have several different levels of endpoint, whether that's a very basic tick the box Intercept X essentials, which, to be honest, I would recommend Intercept X advanced as a minimum entry point. Intercept X essentials is antivirus and anti ransomware. No control policies, no custom policies, nothing really that an MSP would be, you know, wanting in that. InterceptX Advanced is where I would say it starts with the next gen. Now from InterceptX Advanced, you can move upwards with XDR, and then from there, MDR. So XDR is extended detection and response. It has those traditional EDR tools. It can be managed by the customer, so we do have ability for co managed IT. If you want to give your customer does need some access, we do have role based access control. So there's XDR, which allows you to be hands on, and then MDR, which is our fully managed service with essentials and complete. Every one of these endpoint products includes what was before it, is is an easy way to say that. So when you get the XDR, you have all of the intercept decks advanced underneath it. When you have MDR, you still have access to all of those other agents and tools, but now you have the MDR team to go with it. In a good way of another way of thinking of that is the XDR, like I said, that is do it yourself. That is if you are, say, in MSSP or you're looking at developing your own SOC, you wanna do your own response, you'd be looking at something like the XDR toolset to ingest that telemetry, to do your own threat hunts. You know, to then upwards from that is MDR. So that's where a dedicated team does that for you, and that would be the Sophos team, so Sophos MDR. And then you also have rapid response. So this is actually something you can use during an incident. It is available to all customers whether or not they have Sophos at at the time of the breach, and you can go ahead and have a look at Sophos rapid response, and that's a dedicated incident response service. Now we will take a look at MDR. We'll work our way up. So just another a quick little look at XDR. A good way to think about that is add expertise without adding headcount, and that's where we can apply this with XDR, and we can also see how we can really apply this, you know, with MDR. But XDR is designed, you know, to give these detection and response capabilities, to an IT generalist to make it easy and understandable so that when there is a detection, you can see exactly where that is. You can submit a sample of that to Sophos Labs and get a reputation score. You can run a query on the device, you know, to make sure that all the applications are, you know, up to date. It gives you the tools and capabilities to to be able to do that in house. So any, you know, any partner that's looking at building your own in house, you know, more MSSP type services, I'd say have a look at XDR and have a look at things like MDR essentials, which is a good segue to talk a little bit around MDR. So this is that twenty four seven managed security service from Sophos. We are the largest MDR vendor in the world. I believe we are now at around 30,000 end user organizations protected, and it's really because of the compatibility, the flexibility that we've made, you know, with our MDR service. I'll show you some of that with our integrations and things coming up. But bottom line up front, we have two levels of MDR available, essentials and complete. Essentials tends to be the level that is preferable for Microsoft. If any of you are, you know, heavy Microsoft partners and, you know, you're using those business licenses, whether that's business basic all the way up through e five, you know, this is that that MDR level that our Microsoft partners tend to look at, MDR essentials. It allows Microsoft, Defender remains the core agent, but our MDR team, you know, is working twenty four seven taking that telemetry. So you've got MDR essentials, and then you've got MDR complete. So this is the full Sophos solution, the Sophos endpoint agent with the MDR service, and if you have both of those, then that means you'll also have the incident response and and the breach warranty. So you've got MDR essentials and MDR complete. They both have the option for the full agent, and they both give you twenty four seven threat response. You have access to the same types of reports, the same intelligence, you know, threat intelligence, the health check, the MDR team just complete brings in the incident response element, as well as the breach warranty. When we talk about MDR, we like to say best of both worlds, and by that, I mean, we're not a single vendor MDR solution and we're not a bring your own technology. We can be both. So we'll take a look at these bring your own technology. We would refer to these as, you know, maybe also known as SOC as a service, those types of vendors, where they can they integrate with many different vendors, you know, which is great. So they integrate with many different vendors, but because they don't have their own dedicated agents, they might have limited ability to perform, you know, these response actions, and they'll typically provide guidance. You know, it might be your very detailed guidance, but all of that would have to be done, by you or the customer. On the flip side, you've got the single vendor MDR solutions. Again, industry leaders, the representative vendors are on here because they are very good at what they do. But single vendor MDR solutions is where their MDR services and their tools are integrated. So if you want these vendors MDR, you need to take their endpoint as well. Plus or minus. So Microsoft integrations, they're not very flexible, which means the actions that can be taken, are quite limited as well. With Sophos MDR, we say it's the best of both worlds. If you want only our SOC team and to use an endpoint, you know, vendor that's a third party, that's fine. If you want to use Sophos as the, you know, MDR complete as the full endpoint agent, that's good too. We can be single vendor. You know, we can do bring your own technology. A lot of our success with MDR comes from this idea of complimentary rather than competitive. And and to give an idea of that, so here are some of our integrations with third party vendors. All of the endpoint integrations are included with the cost of the MDR license. The rest are these sort of bolt ons. Everything that is Microsoft related is also included in the base cost of the MDR license. So we can take telemetry from these different vendors. And apologies. I do have some updates. I can have an updated one. We do have Rubrik on our backup and recovery list now, so apologies. There are some updates there, so we'll get this slide updated. And then we also integrate with other Sophos products that you may be using. So we have this this, you know, really great range of integrations and visibility. And those of you that have been watching, you know, news listening to Sophos announcement knows that we've just acquired a company known as SecureWorks. So I'd say watch this space. Listen to your partner broadcast, partner roadshows coming up, you know, for for the ways that we're gonna be integrating those solutions into this as well. And just an example of that MDR essentials, that MDR for Microsoft piece. MDR essentials, we have three different APIs that can be integrations, that are API based that can be set up for Microsoft to give you telemetry from all of these different sources. And then it also works the same for those non Microsoft sources, because once they're in, they go through the same process of collection, contextualization, and correlation to then get to our SOC team. So we do the same thing, and we just have a very wide range of what we can do for that, with Microsoft as well. You know, this has led to some very good, threat remediation times compared to sort of internal SOC teams. We've got that down to an average of about thirty eight minutes. That's a very quick time to detect, followed by the investigation as well as remediation. So this would be something like MDR complete where we can do the entire thing up through remediation. We can get that for about twelve minutes. The reports that we have available, we have monthly and weekly reports, and these are available, on a per customer basis, but, also, for you as a partner, you can get a report on your MDR business as a whole. Reports are constant I won't say constantly, but we are getting a lot of updates, in the dashboards, in the reporting. There's some really good information that translates very easy to the end users as well. So very easy for you to add value to show them these reports and show them what's happening in their environment that you're monitoring. Alright. We'll move on to a couple of different products now. Server protection, just a sort of fun fact around the servers, is that they are hybrid cloud ready, meaning that wherever your server license exists, whether that server is a cloud workload in AWS, in Azure, in Google, or more traditional, you can use the Sophos MSP program to pay for a monthly server license and use that as bring your own licensing within those environments. So if you're looking at costs, a lot of our partners that do work in the cloud, you know, we say, look. We we work with the cloud as well. Look at your pay as you go. Look at the pay as you go cost versus the bring your own license cost, and if you think that we can help save some money there, we're happy to have that conversation. Because in a lot of cases, running it through the MSP program gives you more control over the licensing, consolidates that, and it adds to your user counts. It adds to your server counts to get you better pricing. Device encryption is one that I like to mention. So device encryption, allows you to manage BitLocker and FileVault, and it is actually included in the agent, as the endpoint, in the same agent as the endpoint. So device encryption allows you to manage BitLocker and FileVault, very easy cross sell and upsell. It's built into the endpoint agent, so there's no additional installation required. If they already have Sophos endpoint, all you have to do is set up the policy. Mobile. Now we actually have three MDM solutions. We have Intercept X for mobile, which is security only, mobile standard, which is MDM and BYOD, bring your own device, and then mobile advanced, which combines the two of those. So central mobile advanced supports multiple platforms, you know, for your mobile operating system. It includes all of this managed security from intercept extra mobile, all of the compliance, the management policies, for MDM and bring your own device, and then also adds in the containerization a little bit additional security, so that's central mobile advanced. Now all of these that I'm showing you are managed from Sophos central and I'll show you in the sort of a small demo coming up. So there's a mobile area there. We have an email solution, Sophos central email advanced. This is just the basic level. We do have a DMARC add on that we have just released, on MSP as well as an encryption add on, but at the basic level that you get with central email, you have these protections. So basic inbound, you know, protections that I say basic because it is what you'd expect, from a from email security and also some of those advanced threat features like time of click URL protection. If you click on that link, it rewrites it into a Sophos safe URL very briefly while it inspects it, and then makes it safe to view. Sophos Sandstorm, which is our sandboxing capability, so being able to sandbox those file attachments, and then also synchronize security. It synchronizes all managed through Salesforce Central. What's really interesting with central email and synchronized security, if you have Salesforce Central endpoint and you have Salesforce Central email, anytime outbound spam is detected, it will automatically quarantine that mailbox and trigger a scan on any endpoint device associated with that mailbox. If everything comes back clean, you know, it releases that, and that's what we mean when we say synchronized security, being able to automate those very basic, reactions to events. What goes very well with central email is what we would call phish threat. So social central phish threat allows you to send out, those phishing emails. You can disguise them as different types, credential harvesting, fake attachments, phishing where you just want them to click on links. We've got hundreds of templates, and the ability for you to create your own. We also have our own associated training, and we can also plug into your own third party training if you'd like there. This is just a screenshot of what the sort of a partner view of the of the dashboard would look like if you sent out a phish threat campaign. Now CloudOptics, I will attempt to explain this, this, simply, but CloudOptics is, is is very in-depth product when it comes to Cloud security posture management. This does not provide the security for those assets. For something like that, I would recommend a server license, like what we talked about them being hybrid cloud ready. This is a cloud security posture management tool. So for those partners that work a lot in the in the cloud, especially in the public cloud, being able to understand where your assets are, what's going through those, and making sure they're in compliance, are very important. So that's what this, you know, this product is. It's visibility, compliance, and then giving that link between dev and sec ops, so being able to to use those two in conjunction and provide that. Now we have a zero trust product as well, so a couple more left to go. Zero trust network access. So this idea that, when there were a lot of lockdowns, so a few years ago, we became very reliant on VPNs, VPNs, you know, being a great secure tunnel if done correctly, a great secure tunnel that allowed a lot of us to keep working, you know, remotely, but the attackers noticed that as well. They realized if you can get in through a VPN, you've got that access. If because a VPN is granting that user access, if they can get into the VPN, there you go. They've got the all of those same accesses. So we said so this idea came up around zero trust throughout the industry, this idea of zero trust. Why don't we work off of the fact that nobody has access to anything unless they are constantly assessed that they meet a specific set of security criteria whenever they try to access that and to be able to do that instantly, you know, without the users without it impacting the users, and that's the zero trust network access. ZedTNA, ZTNA, you'll have seen that, a lot around the security industry recently. Now the softphone solution is integrated into the endpoint, so we also have a web version available for that as well. Now I am gonna talk about the NFR program. So any of these products that are interesting, you know, to anyone on this call, I'm gonna talk briefly about the NFR program. Please get in touch so we can facilitate you guys trying this stuff out. So we have the zTNA solution, and the last product just to mention is the firewall. So we have all three of the firewall license bundles are available. The software license bundles are available on monthly through the MSP program. Standard, Xstream, Xstream with WAF and email. I'd probably go with the Xstream as that sort of recommended entry level. It introduces quite a bit more compared to the standard protection, also has some really good features in regards to the enhanced support when it comes to warranty. Now you'll have the base license. All of the Sophos firewalls will have that base license, and from there, they'll expand into these additional modules. Now network and web make up the standard protection license. The Xstream, which is the one level above, which includes the zero day, the central orchestration, and then also those advanced features there. Now because we have all of these different products, we've seen a lot of our partners create brand new security offerings, and and we we've even helped launch some of these through supporting our partners, you know, through lunch and learns, through their own sales kickoffs, you know, helping build brand new security service services based off of Sophos products. You know, so here's a few different just just very basic examples. If we wanted to bundle up, what we have available from Sophos and make a service around phishing protection, we can take Sophos email advanced, we can take Sophos phish threat, and then put intercept x advanced on the endpoints, and we've got email on the perimeter, we've got phish threat to be educating our end users and all of our endpoints protected, managed from the same platform sharing that same telemetry with synchronized security also. So we've got phishing protection right there. Data protection. So the the topic we wanna talk about is GDPR. It's around where is your data going, what are we doing to make sure, we're protecting your data. First off, we have intercept x on the endpoints, so we're using data loss prevention features there. Next up, you've got Sophos Central mobile because an endpoint is an endpoint. You know, the the conversation is unified endpoint management. Looking at work emails on a phone, you know, that data has just as much of a fine as the data that's on an endpoint that's on a laptop or a PC or server. So and even if it's their own personal devices, that's that's what bring your own device management is for, allowing the employees to have their personal data. They have their personal device that is still theirs, but at least their corporate data is now being containerized and managed. And if anything happens to that device, the company knows they can just wipe the corporate data from that. It's still their own personal device. So unified endpoint management, whether that's full MDM or bring your own device. And then device encryption as a last line of defense. If they physically lose their laptop, let's say they've got a ThinkPad, they've got Windows Professional, they've got BitLocker, If they lose their laptop and someone opens that, the first thing they're going to see is that bright blue BitLocker screen, so being able to have, you know, device encryption there as a last line. Now those are sort of scenario specific. If you wanted to do something like basic security packages like standard or advanced, you know, we have things like that. We also have resources if you're looking at building out, you know, your own security services, you know, let us know. We're happy to work with you on that. We have, you know, some nice, presentations and PowerPoints that give you some templates where, you know, you can sort of tick boxes and put some prices in with the different Sophos products if you wanna make it a bronze, silver, and gold or a, you know, standard, intermediate, advanced, however you'd like to do that. But just a few different ways you could build some really comprehensive, managed security services powered by Sophos products. Now if any of these products have sort of resonated with you, we do have a very comprehensive NFR program. So any new partners, you know, coming in here, I would say or even existing partners, I'd say have a look at the partner program, the NFR guide, make sure that you are, you know, getting that allotment. On the core products I talked about, Intercept X advanced, email, mobile advanced, the server licenses, we can give you those license at zero cost to try out. We can also provide a significant discount on MDR, 50% discount on hardware, and the number of licenses you get increase as your partner level goes up. Alright. So I've just got, I think I do have a dashboard ready to go. Bear with me. Just I'll also check that questions. Yep. Dashboard is ready. Let me just change this screen share. So we'll stop sharing this one and change it. Let's see any updated questions. We've all heard about Android and iOS apps sending data back to various companies. Oh, so Andy Marston, very good comment. Oh, various companies. Sorry. Read more. And threat actors, does Sophos MDM stop that? I won't give a a concrete yes or no answer on, you know, yes stopping that. I would say it absolutely offers control when it comes to those categories. So, you know, malware and threats on mobile devices is more than just standard malware. You look at those dodgy dodgy apps is probably the number one sort of threat. It's not it's not malware. It's not so much people trying to hack into your phones. It's, you know, it's apps. It's games. It's things that exploit data on your devices. So in the sense of being able to, say, control applications, yes, we can make sure that, you know, the users don't download, you know, those types of applications. Now let's say it's from a bring your own device perspective. It's the user's personal phone, but they want to access their corporate emails. You can containerize those corporate emails. So if the user downloads something that messes up their phone, their personal phone, the corporate data is encrypted, containerized, secured, and can be wiped. So I'd say stopping that, there's a big element of, you know, user interference in that, but we can absolutely help when it comes to, you know, compliance, visibility, control. I'd say I'll put some email addresses, and happy to do a more in-depth If anyone wants a more technical in-depth session on some of these products, like Andy, for example, maybe with central mobile, I will put some I'll reach out to you directly about that. But, also, for anyone else, we'll put the email addresses in, and you can go ahead and get in touch with us. So I'm just gonna ahead and share my screen here. Bear with me. Alright. So just for the last few minutes, what I just wanted to do was share a view of the Sophos Central partner dashboard. So this is that main dashboard. Now this is the same dashboard whether you sell termed licenses or monthly, so don't worry. You might hear it called the MSP dashboard. The partner dashboard, this is the central partner dashboard. All managed customers and licenses are managed through here. The difference is as an MSP partner, you have a few extra features. Our certified flex partners have the ability to convert trials and termed licenses to monthly on demand. So if you have any trial licenses or any termed customers that are coming up for expiry, you can click on update billing, and you'll be able to then update those to monthly customers. It does not require any type of reinstallation or, you know, reconfiguration there. You can also create your own monthly accounts. So let's say we have a new customer. You do not have to get the quote, do the purchase order, get the license schedule. When you have a new customer, you will be able to go on, click on create monthly account, and you have two pages to fill out. You fill out the company details, the product levels that you would like the installers to be set to, and that customer is ready to go. It takes it does take about two minutes, maybe less, and you will have a monthly customer. The other thing that you can do is you can upgrade and downgrade on demand. So let's say I have a customer and I would like to upgrade them to MDR. I can click on that customer. I can click on change licenses. Now the only thing I want to touch is the endpoint and server because I'm only looking at MDR. So we will do that, and you can see it will go straight to endpoint server. I can select MDR, skips through everything that we're not changing, and then I can save that. So that allows us to upgrade. Now that customer now has instantly, they are on that 247 service. You'll be contacted by the MDR team. They will get, you'll have an account health check by the MDR team. We'll get started, and you'll see those first cases. Similar with downgrade. You can upgrade, downgrade, change the license level through this dashboard. You can also launch into any of your monthly customers through here. So you click on launch customer, and now I am in the actual customer's tenant. So I can go ahead and I can see the alerts. I can go through the dashboard. I can manage the products. I can go in and see every product is available because this is a monthly customer, and I can view whatever I need to from that customer standpoint. Now back to the partner side, so if we look at this partner side, I mentioned that we can create our customers. We can go in. We can launch those customers there. We can check our monthly usage from the same screen. So this is our live monthly usage. So we can go into here. We can see all of our monthly usage for our customers, which is a good indicator we know that Sophos is getting ready to do their monthly billing, and we can get an idea of that through here. Now I mentioned PSA integrations. That is also found here in the partner dashboard. If I come into the settings and I come into PSA integration, here's where you'll find those ConnectWise and Autotask, items that you can set up. Now we are integrated with them, for both of them for billing and ticketing. So just to say that, we have a usage sync, and service ticket synchronization. So those are your alerts, getting your alerts to generate service tickets. We do have those set up there, both of those for ConnectWise manage and auto task. I am the last thing just to mention on this dashboard is something fairly new. So if you again, if you're an existing Sophos partner, please, I encourage you to to start checking this out. And for newer partners, something you have to look forward to, you have we have, a new beta open for central partner dashboards. We are looking at taking steps to increase our multi tenancy capabilities. For example, the ability to manage different aspects of multiple customers and also customize that view. So just to give you an idea of what's available today, if we were to say come on to manage dashboards, we have an we have a default dashboard, which is what I've just been showing you, and we also have the ability to create dashboards that focus on different areas. So for example, if I want to edit this dashboard, we have nine different areas today that can be customized, and we can customize that by PSA integration status, lowest account health checks, alerts, MDR case summary, threat hunts, and threat intelligence. And this is just how I've configured that. So if we wanted to look at a custom dashboard, then we can come on to here, and this is what a custom dashboard, you know, would look like. Now this is grouped by all customers in The US West data region. You can create custom groups of your customers and put those into their own dashboards. So if you do have dashboards where you want to look at a specific vertical or, you have multiple companies that all belong to the same group, you know, the same company group that you're working with, you can start to consolidate those into their own dashboards. So just something, interesting I wanted to to call out to everyone. So let me just do a quick check on here. So no new questions there. I've just got a couple of slides to close it with, and I think we might, give a few minutes back to everyone. So let me just close this, just a couple more slides, with some resources for everyone. Now we are Sophos is a, I mean, channel channel first. We're a channel only in an organization. We we don't deal we don't do deals or sell to those end users directly. We do everything through our partners, even through the reseller network, more so through the MSP program. We are low to no touch with your end users. It's in our best interest as a channel vendor to make sure that you have the tools that you need, you know, and that comes whether that's through our team, you know, working with our team directly. Our team also, we take part in, you know, buying groups all throughout Europe, Middle East, and Africa throughout the world, industry networking groups, buying groups, and we're always looking to share that experience, you know, with our partners. So please, you know, leverage our team and the resource that we can give. Marketing support. There is so much marketing support. I'll probably actually add a a small actually, I do have a little bit around marketing coming up, so that's good, but I'll probably make sure I mention a bit more on that because the amount of campaigns that we have ready to use, and the amount of effort that the marketing team has put into making very, you know, easily accessible resources at your fingertips, whether that's through the campaigns or the channel service center, and even giving you some some one to one time with, you know, our our marketing executives to help you, you know, with those events, with those campaigns, and just give you a little bit of guidance there. Tools, things to help you, like in the MSP price list with the cost calculator, portal, enablement through the partner portal. I would say everyone, partners.sophos.com, is that partner portal. All Sophos partners have access to it. It's fantastic. I'll show you I'll show you a screenshot of that coming up. If you'd like any of us, to help with speaking engagement, you know, webinars, lunch and learns, one to many activities, you know, and meeting customers and meeting partners is important for us. Talk to us. Talk to your, you know, distributor. Talk to us directly. Talk to your channel account manager or executive if you have one. You know, we're here, as an overlay team, you know, to help support you guys directly. We also do things like white space analysis. So you build up that business for our existing partners. We're always looking to, you know, identify white spaces, new products, incentivize those, and do quick go to markets, make sure that you are trained up on them, you can market those, sell those, and support and manage those correctly. And lastly, the the community. So you'll see a lot from us. If anyone's seen what we've been doing the past couple years, a lot of MSP get togethers, which has turned into a pretty well established, MSP community with Sophos where we're able to bring those best practices that I talked about earlier from different areas of the business formally to you in events, events that all it costs for you to attend is your time. You can bring something back to your business. You can learn a bit about Salesforce, meet some other MSPs, you know, in your area, and meet us. So be on the lookout for those MSP community days, but more so, be on the lookout for the partner roadshow invitations, that should be coming to you. Now when I mentioned the partner portal, just wanted to show you a brief area in there. We do have an MSP hub. If you go into partners.sophos.com, there's an MSP hub program guide, licensing guide. Most of what we've just discussed can be found there. There's also the training, and also those marketing resources that I mentioned earlier, partners.solforce.com, marketing. You know, we've got some really good materials catered to the SMB, you know, really good marketing things like infographics to give to customers as to why they should be looking to use you, a managed service provider, for security. There are some really good marketing tools in there. So two slides left, a summary, and then, I'm just gonna close it with some contact details. You know, we want to give this MSP program is custom made for MSPs. It is not solely a monthly billing mechanism. There's a lot more that goes on behind the scenes there. There's PSA integrations. There's the complete control over all of the licensing and the provisioning, so there's there's that control, that visibility, and that flexibility. We give you that across our products, you know, through the MSP program. And building on those managed services, especially with things like MDR, it's it is so versatile, and if any of you are coming to our partner roadshow, there's going to be some really good sessions on growing your services business. So there's going to be some really good sessions, and that is whether you're building that up yourself or you're leveraging Sophos, you know, to do that. So I just want to finally close it out. So thank you for everyone for attending. It's been a heavy fifty ish minutes, of presenting. We will make sure that we get some copies of these slides out. Of course, the recordings will go out. If anyone would like to reach out, I have some email addresses here. So UK and Ireland, Western Europe, Northern Europe, so we would class that as the Nordics and the Baltics, Middle East and Africa, Eastern Europe, and docks of Germany, Austria, Switzerland. So I know we have a a pretty good representation from all over Europe here today. So any of these regions, you know, take note of these email addresses, and, again, you get a copy of that. But this goes to not only myself, but, you know, all of those different team members you saw. You know, we're all across these different mailboxes, so please, you know, kind of kinda get in touch. I do have a quest oh, okay. So we have one more question. From Andy. Last time was a Salesforce partner, a ten year gap, but we had on-site training at Abingdon. Oh, I might oh, maybe, Andy. I'm eight years. We did have that on-site training at Abingdon. Yeah, there we go. Yeah. It was about eight years ago, led by ourselves, two day course. Are those courses still available? Fast track to flex canceled. Yes. So, so full disclosure for you, Andy, we we we only had about three people sign up for that. We couldn't feasibly have that there. We are looking to run these fast track to flex sessions. We still do run them. We are doing them virtually, and we really want to bring these back. We we wanted to bring them back into Abingdon for our first live one since COVID, but we we just couldn't get that off the ground. Let me reach out to you directly, because the other thing is we're, you know, we're we're physical people. If we could even come to you or invite you to one of our offices to do some training and get you certified on the spot, always always happy to look into that, and that goes to anyone here. You know, get in touch with us. Talk to us about how we can work with you. We do dedicated MSP onboarding sessions. We can get you certified in an hour, or you can come to one of our two hour workshops. It's entirely up to you guys. But, Andy, I'll reach out to you directly. Everyone else, you know, again, thanks for attending. Please do use these email addresses, and hope to be in touch with a lot of you soon. Thank you, and have a good rest of your day.