Name: Welcome to Sophos – Jumpstart your Success
Uploaded: 2025-07-29T10:30:48.674Z
Duration: 49 min 24 s
Description: Welcome to Sophos – Jumpstart your Success

Transcript for "Welcome to Sophos – Jumpstart your Success": Hello. Okay. We're just gonna wait a moment and let everybody get joined. Let's just give everybody a few seconds to, to connect up. Okay. I think we can probably get started. Welcome to Sophos. Thank you for joining us on our call this morning or this afternoon, wherever you're joining from. We really do appreciate and especially appreciate that you've joined the Sophos partner program. I guess you you will have, all come for different reasons. Maybe this is the start of your cybersecurity journey. If it is, then you're in the right place, and you're very welcome. And it could be, could be that you're an established cybersecurity solution provider working with multiple vendors and looking to consolidate, which is happening across the industry at the moment, with the vendor that can provide cybersecurity through a single platform delivered with better outcomes. If so, we're the person for you. We're the company for you, and you're very welcome. Could be that you heard our partner program, is one of the best in the industry, and that's what's brought you here. Or you might have just heard that we're really nice guys to deal with. Whatever the reason, you're very, very welcome. Thank you for joining the program. Thank you for joining us this morning. My name is David Hayden. I'm the distribution director here at Sophos in the EMEA region. I'm joined by two of my colleagues. We've got Anna Becker, with us, who's the director of EMEA channel marketing. Anna's gonna talk through some of the marketing supports that we have for you as a new, Sophos partner. And, also, we've got Scott Tyson, our senior director for the MSP business here in EMEA, a massively important and quickly growing part of our business. And Scott's gonna talk about MSP a little bit later as well. We've got, also, Matt and Emma, two of our distribution account managers from The UK in the background to help us answer questions. And please, as we go through the session, do feel free to, to post some questions in the q and a. You should see a q and a tab, on your screen, and we'll answer those as we go through the session. If, if we can't, we'll try and answer them at the end. We expect to have probably about fifteen minutes for questions at the end as well. If we can't answer them then, we'll come back to you afterwards. But, hopefully, we can answer them through the call. But please do, make it as interactive as possible. Get your questions in, and we'll do our very best to answer them. Yeah. So I think, we'll also have a recording, and we'll share the slides with you afterwards as well. So don't worry. You You don't have to be making rapid notes as we go through. We'll share all of this with you afterwards. It is gonna be high level. We have only done an hour after all, so, there's only so much we can cover. So we'll keep it high level. And what we hope is that you'll get real benefit from this call in terms of getting your business, going with Sophos and getting some traction. We really look forward to our journey together. So I guess just to take a moment to give you a quick overview of Sophos Sophos today, we're in the EMEA region here. We are the largest region within Sophos globally. We account for about 60% of our business globally. And globally, we do $1,500,000,000 of business across 650,000 customers, which makes us a pretty big beast in the cybersecurity space. We have our fully integrated cybersecurity platform based on our central platform, where all of our software, our hardware, and our servers are managed through a single AI powered solution, which you'll, no doubt already be aware of. If not, you'll hear a lot more about that. We'll cover it briefly as as we go through this session as well. We've been in operation since 1985. So we've been around a while. So that's forty years, we've been operating in the cybersecurity space. I've been in Sophos here for fifteen years. You know, some would say, that makes us a legacy vendor. We're very proud of our legacy. It's our legacy that helps us to deliver, the industry leading solutions that we are are delivering to the market today. And over 95% of what we deliver, today out there in the market already are next gen solutions. We have a small number of legacy what we might call legacy firewalls that we're still replacing. But generally speaking, you as a new Sophos partner, you'll be delivering the very best of breed, next gen solutions to your customers from Sophos. Managed detection response is a huge part of our business now and has grown rapidly over the years, to a point where we now support 28,000 customers globally, making us the largest, MDR provider globally, by number of customers. And for those of you that follow the news, you'll have seen that, we acquired SecureWorks, back in February. In fact, some of you on the call may have joined Sophos because, we acquired SecureWorks and the SecureWorks Atagis platform, which is particularly strong in the enterprise space. We just last week announced that, the security sorry. The SecureWorks Atagis platform is available to be sold by our Sophos partners now, so that includes you. So if you have joined because you have opportunity around SecureWorks, then, the timing's perfect, and, we look forward to working with you on some of those opportunities. We are 100% channel focused business. All of our business globally, all of our business globally, everything goes through the channel. Everything goes through two tier, distribution and either resellers or MSPs. There are no exceptions. What you won't find here at Sophos is that because you're a new partner or a small partner that we turn up you turn up with an opportunity, we turn up with a bigger partner because somehow or other that's our favorite way of doing business. It's not. Right? That does not happen here. We absolutely live and die by our partner program. Our deal reg is absolutely sank sanctuary for us. And, when you have a deal reg, it's you that we'll be working with on that opportunity regardless of what size partner you are, what tier you are in our partner program. So that's hugely important to us, and we really wanna get that message across to you, to be, you know, be you're safe and trustworthy, to, we are safe and trustworthy that you share your opportunities with, and we look forward to getting work working on those opportunities with you. We've got 35,000 certified individuals across our partner network from a sales and technical perspective. And we currently work with 4,000 NSPs, which is, as I said earlier, hugely, important part of our business and a massive growth engine for Sophos. So Scott will talk about that a little bit later when we get Scott on. And then, lastly, we're we're hugely proud to be recognized as a channel champion by Canalys as well, and that's very, very important to us. So that's a snapshot of Sophos from a a technology perspective. I wanted to take a moment just to share our vision, because I think this is really important. I've been here for, as I say, fifteen years. And while the words have changed slightly, the vision hasn't massively. Right? In that, we've always been about, making it easier for organizations of all sizes to deliver better security outcomes. So our vision now is a world where organizations of any size and means have a clear path to superior cybersecurity outcomes. That's really, really important. I mean, as cybersecurity becomes a much more important part of every business, whatever it size globally, as CISO has become now almost one of the most important people in businesses, it's it's hugely important that the cybersecurity solutions that have been delivered to those businesses can be easily deployed and are delivering the same level of cybersecurity outcomes as for the larger businesses. Because when you look at the landscape of the 360,000,000 odd businesses that there are in the world, there are only 32,000 CISOs. That's less than 1%. In fact, that's less than point in fact, it's less than point 01% of companies have a seesaw. So what we're about is is, you know, making sure that the solutions that we deliver through our central platform are easy to deploy, configure, and manage such that any organization of any size gets the same security outcome as if they're a large enterprise with teams of individuals and a CISO in place. So very important for us that that that we get that that, that vision across because it underpins everything that we do here at Sophos. Okay. So the Sophos central platform, I mean, this is our adaptive cybersecurity ecosystem, as we call it. And it is an ecosystem because within this, Sophos central platform, we've got our software, whether it's endpoint software, we've got our hardware, whether it's firewalls, and we've got our services all synchronized and working together, all sat on a huge data lake, powered by our, AI, our deep learning AI with a team of threat experts wrapped around it globally. So there is no other platform like this in the industry. I mean, that helps you mitigate risk of threats, automatically stops threats, where you can investigate and respond to threats, account for new threats, and stop active threats. But also importantly, it's not just about Sophos. We have integrations now, turnkey integrations with 350 different, other solutions. So you don't need to rip and replace. You can have Sophos sat alongside, and we'd love you to rip and replace, but it's not necessary. What we'd really love is that you just get working with Sophos, however small that might be or whatever niche offering that might be that you need to provide to your customers, and then we can build from there. But you don't need to rip and replace. We'll work quite happily alongside a huge number of vendors. Let's just say 350 turnkey integrations that we have available to us. And this is very, very important for you and for your customers. I mean, delivering cybersecurity like this through a single synchronized platform means that there's about 50% reduction that we see in terms of the time and effort to manage security. There's an 85% reduction in the number of incidents, and there's a 90% reduction in the time that it finds that it takes to find issues when there are incidents. So hugely beneficial to you and your customers and a great way when you can deploy any element of this adaptive cybersecurity ecosystem within your customer environment to grow. It's really as simple as just turning on another solution with Sophos rather than having to learn multiple vendor technologies, having to contact multiple vendor support desks, and so on and do all of the multiple vendor trainings that you would otherwise have to do. So a great place if you are looking to consolidate from multiple vendors to a single vendor. We look forward to working with you on that. But, I would say that, wouldn't I? I work for Sophos. Right? But we're very proud of the fact that our, you know, independent analysts such as Gartner are are echoing the same thoughts. Right? I mean, we're the only Gartner customer's choice in all four of these categories, endpoint, MDR, XDR, and firewall. We're the only leader in all five categories for the g two grid reports across firewall, endpoint, MDR, XDR, and EDR. The latest MITRE attack, which is one of the most comprehensive attack reports out there in 2024, we're right top corner as you would have expected. And we've just been announced for the sixteenth year in a row in the Gartner endpoint magic quadrant, which is just outstanding. There is no other vendor, that has come even close to that. And, I've been here, as I say, for fifteen years. And in all of those years, we've been in the top right hand leaders' quadrant, which makes me exceptionally proud of our, of our security teams and and and our ability to keep that level of consistency over that length of time. So as I say, we embrace, being a legacy vendor or coming from where we come from, where I guess you would think it it it doesn't it it it it it effectively makes us a forty year start up, forty year old start up. The way that we go to market is is like a start up with, like, forty years worth of experience behind it, is hugely powerful. So just on to the partner program. You know, the program I've we we just last week, we announced some changes to program for next year. I thought rather than, I didn't I don't wanna sort of confuse you because it's not major changes that will impact you immediately. So, for instance, there's another tier. There's a a titanium tier that will sit across, above the, the platinum partner tier that you see on here now. But, for now, you know, partners come into our program at the authorized level. There's no requirement for minimum billings. There's no requirement for certifications or training. You come in and you get started with softness as an authorized partner. Then move up through the tiers to silver, to gold, to platinum. And as you would expect, you get higher discounts for each partner level. There's increased support from Sophos at each partner level, and you get access to more events at each partner level as you grow your business with Sophos. But at a minimum, you know, you get, access to our sales tools, within the partner portal. You've got loads of sales and technical training in there, great competitive intelligence in there, sales guides. So I would really encourage you to please, please, if you haven't already, get access to the partner portal, and and get looking around in there and doing your training. Really, really powerful tool, the partner portal in terms of, the information that we make available to you. You can quote from within the partner portal as well. You've also got product evaluations available to you where where you've got opportunities that demand that and NFRs. So if you haven't already, please make sure that you get enough for a resale, license, from Sophos, for your own business because there's nothing like using our technology, within your own business to help you to sell it to your customers and see the real benefit of Sophos as well. So, we also have co marketing help that's available to you and lots of marketing materials within the portal, and you'll appear on the partner, locator as well so that when customers are looking on sophos.com or looking for a Sophos partner, you will you will appear on there, as as well. But the great news is that, if you're not already aware, and I hope you are, our first action, with you coming on board as a New South Wales partner is to boost your partner level. So we've already lifted you from authorized to Silver. And so you are already getting the benefits of being a silver partner with Sophos without having had to meet the silver partner level criteria. So you've got boosted discounts across SMB or commercial, as we now call it, and mid market opportunities. You can earn additional margin on dealer registrations that you bring to Sophos. You've got full access to the Sophos partner portal and, the pricing tools within the portal. And, when you have renewals, your renewals are protected. The incumbency is protected with Sophos as well. So some great benefits that we're already giving you. I hope, you're making use of those benefits. But but what's most important for us is that you keep those benefits. So we want you to stay at silver level. In fact, really, what we want is for you to get to gold level. And to stay at silver level, what do you need to do? Well, within six months of joining the Sophos partner program, you need to have done just $5,000 worth of, of business with Sophos, plus some online training. You need to do sales training and NDR training, engineer training, which really is just a few hours, of of training. And I would really encourage you, please, do the training, and get trading. And, you know, we we don't want, to have to move you back to authorize. We wanna be moving you up to gold. So please, please, reach out to us and make sure that, you keep that silver level, as, the six months period expires. We also have some new Sophos accreditations. We've already got the endpoint and firewall accreditations. We've introduced the Sophos MDR accreditation, which will help you to differentiate yourself in the marketplace in terms of being a trusted adviser around Sophos MDR offerings. As I say, we're the largest globally now in terms of customer accounts, so real impetus behind our MDR business. So it's a great way to get started with Sophos, and I would encourage you to, to get that accreditation. And then, at Sophos platform accreditation, I mean, many years ago, ten plus years ago, when we first started building the central platform, the idea was, to connect our endpoint and our firewall, to have them sharing information in real time. That's developed now to a point where everything that we're managing within Sophos Central is sharing information in real time. So what was, Synchronized Security is now our Sophos platform accreditation. I would encourage you to do that as well because that's a real benefit to you in terms of upselling, cross selling, and lowering the cost of how you deliver cybersecurity to your customers. Much easier to do it on one platform that's synchronized like that than it is through multiple vendors. So a a a great accreditation to, to get as well. So I would encourage you to do that within the partner portal. So who are the Sophos teams that are available here to help you? Well, our business is, as you can see from the triangle, split into four areas with enterprise, mid market, commercial, and MSP. In the enterprise, we consider that to be customers where we've, who have a thousand plus users. That accounts for about 21% of our business, and we've got a Sophos enterprise sales team available to work with you on any opportunities that you identify, on in customers with, with more than a thousand users. We have our mid market, territory based sales team. They operate with customers in the 100 to nine nine nine user space, and that accounts for about 36% of our business. We've got the the team there ready to work with you and support you in closing opportunities there. We then have the MSP team under Scott here in in EMEA, now accounting for over 10% of our business in in the region, and growing at a rapid rate. And Scott will talk about that more when he comes on in a little while. And then we have our commercial, our MSP business, up to 99 users, which accounts for about 33% of our business, and is is managed largely on a day to day basis by our our our distributors. But we're also available to help on opportunities, as as they arise. So, you know, these are the teams that are available there to help you. We have our distributors, who I hope you've already engaged with. When you joined the program, it wasn't mandatory that you picked a a preferred distributor. I would really encourage you, if you haven't, to go and do that. Really important. It's something that we will look to make mandatory in terms of the onboarding in future. Of course, that doesn't affect you now. But it's really important because then that distributor knows that, you know, they're they're your preferred distributor. They're gonna be, supporting you, that reach out to you and work with you, helping you with quotes, with orders, with training, with presales activities, and and all of the things that, that you need to get your softwares business up and running. So please, if you haven't already, go in the portal. First and foremost, select a preferred distributor as well and make sure that, that that's record that's that's, registered so that, they can, they can work with you. We also have a renewals team, that want to thank you right now. You're a new partner at Sophos. But with your renewals, when they come around, for for renewal, we have a a dedicated renewals team separate to the Sophos teams that I've just mentioned within the triangle that will help you with renewals and quoting, amendments if you need to make them as well. And as I say, the Sophos MSP team run by Scott, are there to support you as well to help get you started, and Scott will cover that a little bit later. You choose the subscription model that works best for you. There's no disadvantage to one or the other. You can either be a subscription term based or you can be MSP consumption based. The choice is entirely yours. Right? If you are an MSP, then I guess you'll go down the MSP consumption based route. If you're an existing term based reseller and considering MSP, maybe you wanna do a bit of a hybrid. Maybe you'll you'll you'll you'll wanna go hybrid. But the choice is yours. There's all products are available through either model, and whatever best suits your business, then, that's the way, that you can select to do business with Sophos. So, important that we make that point. We have a partner care team, which we've been filling out over the last couple of years. It's now fully functional, twenty four seven available to help you with training on the partner portal, access to the partner portal. If you haven't already got access, please please make sure that you get access to the portal. The partner care team can help you with that, with finding your way around, with creating quotes with NFOs. As I mentioned earlier, they're really important that you use Sophos within your own environment, and you'll find, the partner care team, available either through the portal or you've got the wwwpartnercare.sophos.com, to get in contact with them. We're also making it easier for you to sell Sophos. We've developed a Sophos AI sales companion, that will, go wherever you go, to help you, close out Sophos opportunities. You'll have instant access to product information, you'll have competitive information. You'll be able to compare features that compare features and benefits, and prepare prepare for customer meetings or even during customer meetings. I would show you a little video, but, unfortunately, the platform we use here, I don't think allows me to to click on that. So I'm not gonna break everything by even trying to do that, but you will have that available to you within the next month or so. It's it's it's releasing soon. And then we also make it easier for you to get started by producing what we call our one pager price lists. They actually are more than one page. There are two sides of a four or possibly even now on to two pages. Or, sorry, three pages over over, two sheets. Where we've got our, SMB, our commercial business up to from zero to 99, all of the most popular products with the promos already applied that apply to those products in the different countries, and they're available to you as well within the Sophos partner portal. So it saves you you're new to softphones from having to go in and learn how to how to, create a quote within the portal. This makes it really easy. It gives you the SKU, and, literally, you contact your distributor, or then go in the portal, and you've already got all the information you need to, to make that sale. So, if you haven't already, go in the portal and get this, or your distributors can provide this to you in soft or hard copy as well. You'll see in the bottom of the screen, sorry, of the sheets that I've got on display here, distributor logo. These are customizable by the distributors. And so as I say, they, should be able to provide you with them if you don't have it from portal. And then lastly, you can also get earn an extra 10% on top of the suggested reseller discount for new customer wins. So, new logo, new customer wins are hugely important to Sophos this year. They're hugely important to Sophos every year, but, this year, we've got particular promotions around that. There are a whole load of other promotions that you'll see when you go in the partner portal that are available to you. This must be a new customer to Sophos. You being new partners to Sophos, we hope that you've potentially got new customers that you can bring to us as well. And if you can, there's an additional 10% on top of the, the promos that are already there. So hugely, attractive, in terms of, the, profitability of the business that you can transact with Sophos. And then our distributors, I'm not gonna I'm not gonna call out any distributors here because I'll get in trouble with the ones that I don't call out. So what I will say to you is, right away across the region, we have our North Europe region, which includes The UK and Ireland, Nordics and Baltics. We have an array of distributors that you can see there if you're in one of those countries. In South Europe, it's the second part of our region, France, Siberia, Italy, and Benelux. Then we've Central, which is the dark region, plus Eastern Europe. And then we've got what we call the emerging region, which is Middle East and Africa. And you can see by country and by region, which distributors we have operating across across EMEA. All of our distributors are enabled to enable you. So please, if you haven't already reached out to them, please do. If you don't know how to reach out to them or you need some support, please contact us. Our partner care team are there to help you, as I say, 247, and and we're just waiting to hear from you. So, that's it from, for me for now. I'll be back after. But right now, I'm gonna hand you over to Anna who's gonna talk about the marketing supports that are available for Sophos. Thank you, Dermot. And good morning or good afternoon depending on where you are joining us from. My name is Anna Becker. I'm the director of EMEA channel marketing. And I would like to spend spend the next couple of minutes explaining to you, what is it that you can actually can do with us in terms of marketing, right, and how you can grow your business with our content, tools, and support. So when I when I talk to our partners and when I explain to them what is it that they can do with us in terms of marketing, right, I always say that our partners are our main asset. It means that we are only successful if our partners are successful. Right? So that is why we are spending a lot of time, money, and effort on creating assets and tools that will be useful for you as our partners that you can use to grow your business. Right? So our partner portal is Right? So our partner portal is, really the gate to all the assets, to all the campaigns, and to all the support that you need to be doing business with us. Every single partner joining Sophos can request access to the partner portal and will get access to the partner portal and will then be eligible to use all the content tools and support that we are offering there. And as the first thing, I would like to go through the content. I've been with Sophos for almost ten years. And in these ten years, I know myself how challenging it can be to navigate the vendor's partner portal with all the assets and campaigns there. And when I first joined Sophos, I had this challenge. I was looking at all the assets there, and even I could not really understand where should should our partners start there. In in the course of these years, we have created and we have structured and restructured our partner portal, especially our asset section, asset library, in the way that would help you know exactly where you need to start. And at the moment, we have structured and presenting you our main marketing campaigns that you can use straight away, and they are divided into four parts at the moment. We have endpoint campaign, firewall campaign, a brand new MDR campaign that we just released last week, and the campaign for our MSP partners. And, additionally, we also have some sales plays and sales materials, obviously. So in terms of the campaigns, what we typically do is we structure all our product campaigns that I showed you before in the so called marketing funnel format. Means that every single campaign that we offer is structured in exactly the same way. This gives you confidence and this gives you all the tools and assets necessary for you to run the campaigns in the way that suits your audience. Means that every single campaign is structured in the way that you can either start from the very top of the funnel with generate awareness, then go down to establishing interest, then solidify interest, and handle the interest. You can either do, go through all the stages of the funnel campaign or depending on the readiness of your audience, you can jump into every single section and execute only that step, the campaign. We are offering this, all the stages to you, for your use, and, you can jump in on in any section that your audience, requires. And in every single section, examples of the awareness stage for our brand new campaign neutralize cyber threats. We have the reports. We have templates, with emails, social media copy. We have landing pages copy for you. We have solution briefs and everything. Also, all the slide decks, all the, webinars, that you can run independently on your own to your customers. This is another stage, consideration stage. Right here, we are going slightly more and deeper into the product section, so with MDR buyers guide, MDR product pages, and, some, analyst reports that you can use as validation towards your customers and show how software is being seen, by the analysts. So once again, it's all located on the partner portal accessible to all our new partners, and you can can run those campaigns as the full funnel, or you can choose a stage and just, run separate stages depending on the readiness of your audience. The best part is also we have structured and, created all those campaigns that you can totally you can run totally independently. You have all the assets there, recordings, slide decks, briefings, campaign guides, guides so that you can take the campaign and run the way it is. How else can we support you? So we have some tools that can be useful to you, and they are all located also on the partner portal. They can be useful to you, in generating some demand with us. So one of the core tools is our lead referral ID. As I said at the beginning, right, and as also, Dermot said at the beginning, we are only operating through the channel. Means that all the leads that you are generating, we would like to give back, to you for your follow-up. Means that you can generate leads with the help of everything that we have on Sophos.com. So all the gated pages where a customer need to go in and fill in with the contact data, you can promote those pages on your own through your own channels to your customers, and all the leads that will be captured with, through your promotion will be given back to you into your partner portal using your unique lead referral ID. More information you will also find, on the partner portal. And, by the way, while while I'm presenting, my lovely colleague, Camilla, is posting the link straight into the chat for your use so that you can have them straight away there. And, same here with for the lead referral ID program, you will find it all on the partner portal, how exactly it works, and, how you can access your leads that you have generated in the partner portal. And finally, support. So that is a very unique thing that we are offering to all our partners. And, there was a situation, at one of the events that we were running to to our partners. And when I was presenting this kind of support that we are offering, some of the partners started asking me how much it costs to use the service. And to us, it is pretty, understandable that this service is free of charge for all our partners because as I said at the beginning, if our partners are successful, then we are successful, which is why we are offering the service to them with everything that we have. So our expertise there. We have a special department, which is called channel service center. And, this department acts as an extended marketing agency that can be used by you by all our partners for various kinds of things. So what can they do? They can customize some of our assets. They can co brand assets. Basically, anything that you can find on the sophos.com page or on the partner portal, If you ask channel service center to co brand it or to adjust it or to adapt a little bit to your needs, they will be happy to do this. The only thing you need to do is to write the email to csc@sophos.com and explain in more detail what it what is it exactly that you would like them to do, and they will be happy to help you. Alright. One minute more on Sophos Academy. So we we are offering a lot of materials also and assets for your education and certification. And, you can access all of them as well from the partner portal, but also from sophos.com. So, Camilla just sent sent you the the link in the chat to the webinars that we are offering in the Sophos Academy. So we are running monthly enablement sessions under the Sophos Academy umbrella. And, actually, tomorrow, we are running the next edition, the July July edition. Yeah. It it is the July, so the the but it is still a July session, partnering on Sophos advisory services. So our two, key, penetrating testers will be, explaining it all about partnering on how we how you can partner on Sophos advisory services with us and how you can benefit from this. So register now for the session tomorrow and, get all the information you need to become successful. And with this, handing over back to Dernet. Thank you, Anna. Great, great coverage there on the marketing supports that are available to you as new partners, but we're all partners. And I think you'll, agree that it is a really comprehensive offering in terms of, the sort of support that we offer from a marketing perspective. So we would encourage you to engage. And, again, we know we keep saying it, but getting into the portal is is absolutely key. So I just wanna take a moment, just some quick start recommendations. It says on here, involve your distributor every step of your, Sophos partner journey. Our distributors, as I say, we work very I manage distribution in the region. We've got a a team of distribution account managers. We are very tight with all of our distributors in terms of the business plans that we've got in place with them in terms of the enablement that we offer them and that they, in turn, then can offer to you. So all of our distributors have access to all of the tools that they need to support you as a Sophos partner. So please, please, if you haven't already, get in contact with your distributor or get in contact with us, and we can help you get in contact with your distributor, but it's vitally important that you do. So what would I recommend in terms of quick start? I think, first of all, if you haven't already, talk to our partner care team. They'll do a demo of the partner portal, and they'll help you access NFO softwares that you can start using in your own business to see the real benefit of of Sophos. We need you to set up your users on the partner portal, whether they be sales or technical people or administrative back office, inside sales, whoever it might be, supply chain. Get them set up on the portal with the right, access information so that they've got access to the right information that they need and so that they'll be available, for us to communicate with as well as we, as we as we issue communications out that might be important for their particular part of the business. Enable your sales and engineering teams, and the training is available there in the portal. I I would say this because I work at Sophos, but, honestly, it is feedback we get from partners is exceptional. The training is, it's not all speeds and feeds. It's really great training in terms of helping you to understand what the real needs are, and the desired outcomes within the cybersecurity space. So please please get your sales and engineering teams. It's only a few hours, in order to maintain your Silver Partner accreditation level. We would encourage you to do that. Check out our special margin boosters in the program and other offers as well and other promotions that are available. And then you can keep a track, in the in the portal. As I say, we've uplifted all of you from authorized to silver. We really want you to get to gold. You can keep a a a a track of progress where you are in terms of your your business and your accreditations within the portal too. And then you've got the one pages that I showed you. If you don't download them from the portal, then you can get them from the distributor. We would encourage you to do that. It's a great way to just get started easily without having to go through the the quoting process in the portal. Contact yourself as distributors, as I say, and check out our marketing campaigns that Anna has just taken you through as well all all all within the portal. And, as I say, again, partner care available to you twenty four seven to contact, should you have any questions or not know where to find things. So with that, I'm going to, invite Scott to join us to take you through, the, the MSP, section. Scott, how about you? Thanks, Dermot. Great to be here. And, like everyone said, good morning, good afternoon, wherever it is, you are in the world. First and foremost, I think it's a it's a pleasure to welcome you all as Sophos partners. You know, we we we understand the investment it takes to bring on a new partner, sorry, a new vendor partner, and also, you know, putting your faith in us. So, to everyone on the call that's a a new partner at Sophos, thank you and welcome. Whether you're a a termed or an MSP partner, we, we we hope the session this morning's really helped you along. Just to give you an overview of the MSP platform, you know, it's it's something that that, I'm engaged in twenty four seven, or it feels that way, but it is certainly a a rapidly growing area of Sophos. And, and, you know, the the EMEA side of the business and the the EMEA or MSP side of the business is part of that rocket ship. You know, last year, we grew over 30%. We're we're on the trajectory to do so, this year as well. You know, there's so many companies now forming managed services as a as a catalyst of their business. So embracing our partner program, our MSP program, hopefully, takes your business to the next level, and we we we hope to help you with that. The MSP program here at Sophos is a true MSP platform and program. The the people in our MSP team, and it is a dedicated MSP team, are MSP experts or have been in the industry for quite some time. The platform was built by MSP individuals for MSPs. Excuse me. But also the program has been built on feedback we've received from from people like yourselves, our our our trusted partners. In EMEA itself, Dermot mentioned this earlier, we have a community of over 4,000 plus active MSP partners. It's a phenomenal number and something that we're really, really proud of. And that's active partners. That's just not partners that have signed up and said, yes. I'll take the t shirt. These are partners that are actually billing on a monthly basis of of, of the Sophos, solutions within their partner base, customer base. We we our our whole basis of the MSP program is is deployed and and centered around our, our central platform. You can see every you can deploy. You can you can remove licenses. You can you can chase and check what your customers are doing all around that centralized platform. And it's a simple pay as you go service. You use it, you pay for it. If you don't or you don't need it, you can take it off. It gives you the flexibility of adding and deleting licenses as you and your customers need. As I said, we're very honored and very proud that Sophos have a dedicated MSP team throughout EMEA to help onboard you, develop your customer plans, share best practices. We also have, community days where we we invest in your company and give you benefits of marketing experts, sales experts, and peer peer networking to actually share best practices with your peers who serve themselves. Our our MSP platform is something that is industry leading, and we know many vendors are trying to emulate what we do, and we're very proud of that. As we go to the next slide, just like Dermot went through very earlier, you know, one of the things that we do with our MSP partners is to ensure we have that hand holding throughout the process of, recruitment, enablement, onboarding, and deploying into your customers. So, you know, we want you to sign up as an MSP Flex partner via via sophos.com, /msp. That will get you the t's and c's to become an MSP Flex partner. And one of our experts within the MSP team will reach out to you and start talking about what are the solutions you are looking for, what demos we can give you, and and and look after and provision any NFR licenses that you may want. We want to understand how we integrate our solutions into your stack as well. A lot of companies now are are are making sure that their managed services offerings to their companies is actually underpinned by an NDR service. So we'll talk to you about how we can help you and and and, align your your roots to market and your products to market by speaking to our experts who can tell you best practices from other partners that have gone through the same journey. And we'll assist you in setting that, up your MSP account and arranging for all the, whether you wanna buy through a distributor, traditional distributor, or through, one of the marketplace distributors. We'll help you do that as well. And and we'll show you all the details of how to review the portal and get all the marketing information that, that Anna went through to help you, support and and market your products, market the Sophos products, but also market your company into your customer base. And then once you're a partner, we'll make sure we speak to you and you can speak to our team regarding promos or growth incentives or any loyalty programs that we we have, and I'll I'll talk about MSP Elevate in a minute. And then, obviously, we really want you to succeed. And how do we do that? Will we become a trusted partner? We wanna bring on partners, MSP partners that wanna partner with us so we can partner with them. And it's very, very important that we have our team engaged with your team to be able to do that. And then our commitment. You know, we're very we're very proud of the commitment. You know, we always wanna protect your value and your investment in Sophos. You know, we wanna make sure that we fully implement our program into your business, and you have access to our sales and partner care teams. You know, we wanna listen, we wanna learn, and we wanna fix issues as fast as possible. And we also just wanna have an equal playing field for everyone like Dermot mentioned with deal registration and so forth. And then, Dermot, I'll, hand it back to you. Thanks, Scott. If you wanna stay on just in case we got questions, we ought to ask, Anna to to rejoin us as well, just for for the wrap up. I'm looking at the q and a, and I'm I'm, I'm not seeing any questions. We can see that Luis has got up very early this morning to join us, and we thank you, Luis. And I hope I pronounced your name correctly there. Joined us from Brazil, from Rio. So, 6AM. So thank you. That shows commitment. Hope you found the session useful. We haven't got any other questions. So, either we've done a fantastic job of covering everything that you could possibly ever wanna know about Sophos, or you already know it all, and you're thinking, what are these guys, going on about? I I'm not sure, but we don't have any questions. I don't wanna keep you any longer than we need to. I think I'm in the look looking in the right place for questions. I don't know if I missed missed anything. No. It's all good. I think a couple of questions that we had, they were answered Mhmm. Already, and I don't see any new ones. Okay. Great. So, in that case, we'll finish a few minutes early. We left, as I say, twelve, thirteen minutes for questions. If there are no further questions, then, we will thank you again, for your time this morning for joining us. We hope the session was, useful for you. We will run these sessions more regularly in future. This was our first, so so it's a little bit clunky. I don't think, you know, I don't think we, from a language perspective, I hope that you understood us. We will try and do these in local language as well as we move forward. But as there is no further questions, I'm gonna just say thanks. Thanks for joining the software's partner program. Please please share those opportunities with us. Engage with us. We are good guides, and we're really looking forward to working with you. All the very best and looking forward to our journey together. Bye for now. We do have one comment that says very useful. Thank you. We also thank you for your attention. Right? And come up with any other questions, after the session or after you watch or rewatch the recording that we will, by the way, send you in in a bit together with the slides. Please let us know. Either reach out to any of your Sophos contacts that you already have or to us, right, or to your preferred distributor, and we will be happy to help. Okay. Thank you. Thanks, Anna. Thank you all, and have a wonderful rest of your Tuesday. Goodbye. Bye, everyone.