Video: Quarterly Marketing Marketing | Duration: 3720s | Summary: Quarterly Marketing Marketing

Transcript for "Quarterly Marketing Marketing": Good morning. Good afternoon, everyone, and welcome to our Sophos Marketing Circle. Now before we start and before I start introducing our great speakers for today, we will just, give one minute to all the rest of the attendees so that they join us. And in the meantime, I would ask you to, let's have the chat function or the q and a function in the tool and just drop us a note where you are joining us from. For example, today, I'm joining this session from Germany, from Wiesbaden. Maria, where you are joining us from? I'm joining you from Madrid to Spain. Great. Then greetings to Madrid. And, Dan, what about you? I'm in a a place called Abingdon, which is in the UK. Sunny Abingdon, next to, the Sophos office. Well, not far from the Sophos office in Abingdon, England. This is what it is known for, sunny Abingdon. Alright. We have people from Cambridge. We have people from Hungary saying that they are not hungry, which is great. We have, participants from Serbia, Kent in England, Eton in the UK. We have Lagos from Nigeria. Okay. Yep. Sweden. Great. Yes. Again, Sweden. Let me check. Okay. South Africa. Amazing. We said, Eton. We have a couple of people from Eton, which is also great. We have people from Marlowe, England. Rainy Wigan, England. I hope I have pronounced this correctly, and apologies if I didn't. If not, I will come over next time. I see. There's enough, Hana. Thank you. Okay. South Africa, again, the Netherlands, Cambridge in England. Okay. We seem to be a very, very international audience today, which is amazing. That's exactly what we want. Alright. While, the rest of our participants are joining, we'll start and we'll kick off the session. So welcome, everyone to our September session of the Sophos Marketing Circle. My name is Anna Becker. I'm an EMEA channel marketing director at Sophos looking up the strategic marketing activities for our partners and MSPs. And today with me, I have 2 amazing speakers for you. I have, first of all, I have Maria Boris with our EMEA channel marketing specialist, and she will be telling you everything about how to be successful with Sophos marketing tools. And we also have a very special guest today. We have Dan Skip, who is an EMEA SDR director. Dan is managing the very big team of our SDRs in the EMEA region. And he will tell you today a little bit about what we are doing with our SDRs, what their role is, and how they're helping you as our partners, generate more leads and generate more business. Before we start and before I hand over to Maria, a couple of, general, pieces of information. We are recording this this session, and you will receive the recording and the slides with a follow-up email slightly after the session. And if you have any questions, please use the q and a section. We have just tested where you can all use it very nicely. So please go ahead and ask, any questions that you have during the session. I will be there in the background while Maria and Dan are presenting to answer your questions in the chat. And at the end of the session, we'll pick up some, important questions and we'll answer them live in the session. Alright. I think I'm done with my organizational items, and I'm very happy to hand over to Maria now. Maria, the stage is yours. Thank you so much, Anna, for the introduction. And hello, everyone. Good morning. Good afternoon, and welcome to our software's marketing circle session. As Anna mentioned, I am Maria, and I am the media channel marketing specialist here at Sophos. And part of my role is to make sure that you know exactly what is available to you and how we can support you to drive your business with Sophos. So to kick things off, let's take a quick glance at the agenda for the session and some of the areas that I will be covering. We will be looking at the lead generating tools available to you as our Sophos partner, including the lead RefID and many more. Then we have the customization support and how you can utilize our CSC team for your co marketing needs. Then how to run, how to implement a successful marketing campaign, and the assets that we have available to you and where to find these in the partner portal, and then introducing our new event, webinar, and campaign in a Vox packages. And, plus, as Anna mentioned, we will have some time at the end for the q and a portion of this webinar. So just a quick reminder for you before we begin, please fill up the question panel during the session, and Anna will get to this at the end. And, also, as Anna mentioned as well, we are recording the session, and we will be sharing that along with the slides in the follow-up email that you will receive in the coming days. So first things first, let's dive into the fundamentals of core marketing with Sophos. So as you know at Sophos, we are a 100% channel focused. And because of that, we view our partners as our main assets. So our basic philosophy is that if you're successful, then we are successful. And because of this, we spend a lot of time, money, and effort on creating tools and assets that help you to be successful. So there are 3 key elements to marketing to Sophos. We have content, tools, and support, all of which is housed within the Sophos partner portal. So the most important thing to remember here is that this is all completely free for you as our partner. Everything that I'm showing you today has no charge. You get complete access to all ready to use marketing materials and tools to help you promote and generate demand. So this includes premade marketing campaigns, content that you can host on your website, plus customization support from our team of experts, but we will get into that later. Let's start with content. We have our amazing partner portal. So this is a central hub that hosts everything you need to begin marketing with Sophos. Here, you will find the asset library over here where you can search and download the promotional assets to go around with your logo. Plus, we have a marketing dedicated area that houses our tools and campaigns, but we will take a deeper look at this during the demo portion of this session. But first and the most important, if you haven't set up your login in for the partner portal, this is a step one in marketing with Sophos. So please make sure that you check that you have access, or maybe you can reach out to your account manager to support you with this. Then let's go to the asset library. So this is one of the most viable areas in the partner portal. This houses all our premade content for you to simply download and use. Simply use this search function to filter the product, the language, or file type that you are searching. Add your logo, your referral ID, and promote to your customers. It's definitely worth taking some time to look into the things that we have available here. I also wanted to point some of the content that we are creating and adding into the asset library on a regular basis. So as you can see on the screen sorry. We have various white papers, infographics, data sheets, web banners, presentation decks, email templates, social media tiles, videos, all of this this created that you can use free off charge. So one of our priorities is to make your lives a little easier, easier. So that's why we make all these content available for you to take away and use. And as I simply before and as I said, simply, as I said before, simply download the assets you want to use and co brand with your logo, add your reply ID, and then you are ready to send out for lead generation. Let's continue with tools. So now we have cover where and how you can utilize our content. Let's move on to the tools for lead generation. So I'm going to present to you the lead referral program. So our program needs to be a key takeaway from this session, whether this is the first time you're here in Ovid and would like to get started or if it's a reminder to utilize this function. So partners often forget that they have this feature enabled, actually. So the idea around this tool is that we want you to develop your business. So our aim is that everything you generate, we want to give back to you for follow-up on. And in case you don't remember, just a quick reminder that what is a lead ref ID? So, basically, it is a personalized tracking code that you can add to a URL linking to any page, asset, form on the sofa side. So it captures lead information and routes them back to you. So this means that you can easily leverage all our marketing assets to create leads for you for your own business. So I will point you now a couple of places today where you could use your Refined. And as you can see here, you can find your lead referral ID on the home page in the partner portal with the rest of your account information. Then as you can see on the screen, all you need to do is 4 easiest steps. First, file your lead referral ID in the account information that I just show you, then you need to tell us who should get your leads, add the ID to any URL linking back to Sophos, and then you're ready to start promoting. So there are a couple of examples of how you can use this, and I will be, of course, sharing these slides after the session for you to refer back to. And, plus, if you need further guidance on this, we do have a lead referral guide or feel free to reach out to the CSC for for support. And finally, where can you find these leads? I will pop up into the partner portal shortly to show you exactly how to find this, but you can find them in your lead dashboard that I will show you later in the live demo. We do also have a couple of additional ways that you can generate leads you should using your website as a content syndication tool. The first one being cite in a box. So cite in a box is a tool embedded in your own website with a complete overview of the Sophos product portfolio. So once this is deployed, any visitor on your website who then leads your site for softwares.com will carry your unique lead referral ID. So what does this mean? So that means that any activity they carry out, such as filling out a quote request form or requesting a product evaluation, will be passed straight back to you in that lead dashboard I was speaking about. So some of the great things about this tool. 1st, leads for your business are automatically generated and passed back for to you for you to follow-up on. Then your website will always house the latest Sophos product information. This is also maintained centrally by Sophos, so you won't need to update this by yourself. And the last thing is that it takes only 5 minutes to set up and won't need any further maintenance on your behalf. And I'm happy to say that we have over 2,000 parties using this tool for lead generation at the moment, and this number is always increasing. Then let's go to the new sync tool. This is like a similar concept to sight in a box, but it's more about thought leadership as opposed to directly sharing our product portfolio. This way, you can position yourself as a trusted trusted security adviser by sharing the latest news on your website. Again, this is embedded into your website and uses your reply to to track and generate leads. You can set this up in 5 minutes, super easy, plus you your website will be up to date with the latest security news maintained by Sophos. So this was another example of one of our free tools that you could deploy to generate leads with more of an issue lead approach that than product focus. So it really depends what you feel would be best suited to you and your business. And now we are moving into the 3rd and final area of marketing with Sophos, how we can support you with all of this. So I've mentioned it a couple of times before, but we have our great channel service center. That is our team of marketing professionals that are available round the clock to help you with all your co marketing needs. Best ways to think of them as a marketing agency that you can use free of charge. A couple of things that they can help you with. So for example, they can customize Sophos' demand generation campaign. They can co brand Sophos' marketing assets such as emails, PDF documents, banners, and many more. They can add your logo, your contact details, and any other important information to Sophos collateral, and they also can resize Sophos web, email, or social social banners or and graphics. But the most important thing is that they can create lead tracking links with your lead Refined attached. So as I mentioned before, this is a free service. All you need to do is simply email the team and explain in detail your request. For instance, if you want to co brand one of our emails, you the only thing that you need to do is email the team, attach the asset or link or or the link to the asset library within the partner portal, provide your high quantity logo, your left your refi ID and contact details, and they will process your request. So it's best to give as much detail as possible to help the team out here, especially if your request is time sensitive. So partners who have used this service have given a 4.7 out of 5 star rating. So we really take pride in this service and will recommend for you to use. You can contact them by emailing csc@sophos.com for your comarketing needs. So I will be sure to include their contact information into the follow-up email from this session as well. And, also, I think that Anna is typing right now or is going to type the email address in the tab so you will have it at hand as well. So I'm going to take a little bit of a breath here and do our first poll of the session. So let's see. Anna, if you can share the first poll. Let's see. Okay. What tool do you find the most useful? The CSC, the Libre from ID, or the site in a box and new sync. Let's see. So you are finding the Librefront ID the most useful, of course. Yeah. Let's give it just, a little bit of a time. In the meantime, I will indeed, type in the email address for. Perfect. Great. So there is a time in raffle ID and sight in a box and using. Great. So as you respond to the poll, I would like to say that we love to do this also in every webinar because we would like to know what your opinion is or what tool you find that could help you, you know, to increase your sales or maybe which is more useful or which is less useful. Okay. Alright. Shall Maria, shall we close the poll? Yeah. Yep. And you can then announce the final result, who's the winner. Okay. So the winner is citing a box a new sync. Great. So I'm going to share a screen right now, and I hope you can see the partner portal right now. Yes. Sounds good. Perfect. Thank you, Anna. Let's dive into the partner portal demo part, and I'm going to show you everything that I was mentioning before. So this is the home page of the partner portal. And here in the account information, you can find your refi ID. Okay? Also, in the left, you can see the partner quick links that I was mentioning before. So what this does mean? So how can you start your journey with us, the sales campaigns, the promotions that we have, the marketing resources that we have for you available to increase your your sales, etcetera. Okay? So if we go back to the asset library, which is up here, if we click here, this is where you can find all the different assets available. So, for example, in the search bar, just type in the campaign that you want to search. In this case, I want to search Maria, If I if I may, add something. We've got a question on this, if there are any materials on the partner portal on MDR. So maybe this is a great opportunity to show how, people can search for any MDR assets. And I gotta say, we have quite a lot of MDR assets in the in the asset library. Yeah. So for example, if we type MDR in the searching bar, you will find here all the assets that you need to start promoting, like emails, white papers, even promotions with your customers. You have presentation decks. You have even a buyer guide. You have all the assets that you need to to know and to share with your customers. And, also, you can co brand all of these assets, emailing the CSC team. Okay? Also, in addition, if you go to the collection site over here, you can also see in the managed service in the drop down, you can also see, like, a specific section for the MDR over here, MDR, and you will find more assets of this. Okay? But it's important to mention that you can filter them by category, file type, and language just in case you are looking for something specifically. Okay? So remember, you have here the the search bar or you have here all the collections in case you need something more specifically. Okay? Then what I also wanted to show you is our marketing specific areas. So if you click here in the marketing, you will see a drop down here, and you will see a bunch of things. So if you can click in the marketing tools, the first tab area, this is a hub of all the great stuff and tools available free charge for you. So if you're looking for help, you have here our CSC. We also have how to generate demand for your business, some tips of how you can increase and generate your demand for your business. And then we have our lead generation campaign where you can find all the information about the lead RevPAR program. Okay? Also, if we're going back to the marketing tab, we can see in campaigns that you will find marketing campaigns and then sales campaigns. So in the marketing campaigns, you will find the marketing packages that I will explain to you later. So if you click here, you will find just a second. You will find the campaign in a box, the webinar in a box, and then event in a box. These are our marketing packages that I'm going to explain to you a bit later. And then if you click in the discover sales campaign, you will find all the campaigns that we have for sales. So, for example, you have the endpoint renewal, the endpoint to MDR upsell. And then if we click in, for example, in XG end of life, you will see that, the XG end of life, it's on March 31, 2025. So your customers need to plan their hardware refresh. So that's why we are offering you a bunch of of assets for those partners that have customers with Xe, and they want to migrate them to XES. And, for example, in the right side, we have email templates, promotions, everything that you need, to share with your customers that I'm going to explain later the FCS to FCS migration, campaign in a deeper way. And then finally, I wanted to show you where you can find all your leads. So next to the marketing button, you will find the sales tab. Okay? The sales drop down. So if you click to the lead manager so when I was saying, to use your Refle ID and you will see the list of leads within the partner portal, this is where you need to go. And as you can see, of course, I don't have any leads, but you should have all your list leads listed here, ready to follow-up on. And if you don't see any of your lists, please contact to your partner portal administrator because maybe your profile is not set up correctly. Okay? So a quick recap before jumping to the slides again and hand over to Dan. Here in the main page, you can find your Libra for ID and your account information, the partner quick links. Over here, up here, you can find the asset library where you can find all the assets that we have available for you for MDR, for the x gs to x z s migration, all the assets for you available. And then we have the marketing tab with the tools, with the campaigns, and then the sales, drop down to lead manager where you can find all your, leads. Okay? So I'm going to, share a screen again and go back to to to to the to the slides. Okay. I hope you can see them. Perfect. Yes. Maria, we can still see the not in the presenters view if you can ex expand it to the presenters. Yeah. Just a second. Bear with me. The entire screen, I think, right now. Perfect. Yes. Yes. Thank you so much, Anna. And now I'm going to hand over to Dan, our EMEA SDR director. Thank you, Dan. Thank you, Maria. Very, very helpful. Very useful. Hi, everybody. It's it's not often I get to, present this audience. So excited to be here, and and, hopefully, I can spend maybe next sort of 5 to 10 minutes with you, adding to the great stuff that's already, been presented by Maria. What I wanted to cover was just some overview, I guess, around the sales development function at Sophos, what we do, how we turn marketing interest into opportunities opportunities for yourselves and and the process that we follow to do that. And within that process as well, the various checks and balances and things that we do to make sure that we're not confusing anything or duplicating anything in terms of the great work that you're doing directly with your customers as well. So to give you a bit of an overview in terms of the the size, the shape of our sales development team, We are a team based out of 5 different locations for EMEA. My my remit is across EMEA. I do have some some global responsibilities, but on the SDR side, we have, a hub in Germany, we have one in the UK, We have, 2 locations in Southern Europe, in Italy and Spain, and we also have some of our teams serving the the Africa, Middle East regions out of out of India. So we've got people in those locations. It's a fairly big team. But if you wanna click through, Maria, the work that we do can essentially be grouped into 2 streams, I guess. We are busy working on all the wonderful work that the marketing teams do across Sophos. So we have our global marketing team that, you know, look at our website, make sure that's as attractive as it possibly can be, and, you know, turn that interest into into something more. So on the website, you'll find, obviously, lots of opportunities for your customers to request quotes and demos and evaluate things, sign up for webcast, download white papers. So as and when that's all happening, you know, we get feedback. We get, within our internal systems, little triggers and leads that come through to say, you know, the customers have requested a quote or downloaded something or attended a webcast. So we can then, you know, turn that interest, that initial interest into, hopefully, opportunity qualified opportunity, for you guys to then then follow through on. Because everything that we do, even though we are a very kind of direct team, we engage directly with end users. Even though we're doing that, of course, everything comes back to you eventually. Now we nothing is done directly. It's all qualified and passed out to you guys, through the the channel account managers within within the Sophos business. The second motion that we go through is is outbound calling. So I guess this is where there might not be any interest at the moment or not strong interest at least. So that might be, us supporting cross sell work where, you know, there might be customers, existing customers that that need to be migrated because of end of life. Things within our road map that good good example of that, I guess, is the XGS, replacing XG. That's very much a topic we're discussing a lot at the moment. And there's a lot of, obviously, opportunity around endpoint. I think we've already looked at some of the MDR assets. I'm not surprised by that because that's, again, a conversation as, you know, managing IT security becomes more complicated and there isn't enough people really to cover the ground there. You know, outsourcing to you guys, outsourcing to us, or complementing what you do for an MDR service is very much a, a good cross sell conversation to have at the moment, and we're doing a lot of that. And then there's just finding new customers. Like, we're always we are growing. We want to find new customers, and we do that in a number of ways. You know, we might be, looking for things that triggers behaviors, that we get from some of our intent tools that might say, you know, this is an account that's been visiting our website or has been searching for certain terms online, things that suggest they might be, you know, early stages of a buying journey. So we wanna sort of go check-in, see where they are, you know, what the challenges are, and whether that kind of initial, you know, trigger that we're seeing actually is, is something or it might just be a, you know, false positive. It might not be that there's anything behind that at all. Or we might just kind of revisit customers or, in this case, prospects that we've had engagement with in the past. You know, we've had an opportunity. We've had a conversation with them in previous months, previous years, or we've seen leads come through. We just wanna kind of, you know, develop that that initial contact, develop that relationship. So, yeah, we're kinda busy working on the inbound stuff, where there is definite interest generated from our marketing teams, but then doing some colder stuff as well as well, you know, reaching out to cut to end users to also find new opportunities there. Now, of course, when we're doing that, I guess you guys are thinking, okay. That's great. I love that you're generating all this opportunity for us. But you know, we're doing that as well. You know, we've got our own SDR teams, or we've got our own sales teams, and we've got, you know, great relationships with our customers. So you're doing that, and we're doing that. There's a bit of, I guess, room for for some some crossover, maybe some confusion there. So we do lots and lots to make sure that doesn't happen. So, Maria, if you wanna click through again, that'd be fantastic. So lots of things that we always check or we always ask, always do just to make sure that that that doesn't happen. So we will always, always check, like, is there an opportunity there already? Because if you've registered a deal or if it's a customer that's got a renewal coming up in the next year or 2, you know, we'll step we'll take a step back from that. We won't get too heavily involved in conversations because we'll assume that's that's already happening. We'll always make sure we know who the partner is, you know, so we know when we have those conversations who we'll eventually be sending any opportunities through so we can kind of reference you guys as we're doing that. We'll always respect the customer as well. They a lot of them will say, look. We don't want direct communications from Sophos. We'd rather just talk to to you guys. So, you know, if they've opted out from any direct communications from us, you know, we'll steer well clear of those those accounts as well. And we also where we're doing that kind of outbound work, you know, as well as all those things I've just mentioned, we'd also go to the account managers or the channel account managers and say, look. Is there any partner or any accounts here that you don't want us to go near? Is there any reason why we shouldn't be initiating any conversations with with particular accounts. So we'll we'll do that check as well. And then if we are in a conversation with a customer, we will always ask them, you know, what's what prompted their interest? Where did it come from? Because, you know, it might have come from conversations they had with you guys, which is always useful to know as well. We will always 100%, without fail, ask the question, like, who is your preferred partner? Who do you want to work with? If there's a sales opportunity here, who does this need to who do we need to kind of bring into the conversation at this this point so we can make sure that, you know, it's one of your customers. You're quickly brought into that conversation and and can progress it. And understanding, you know, where they where they've come from, in terms of, you know, what's happened so far. You know, maybe they have spoken to you. Maybe they've been speaking to to us in another way or attended some marketing activity. So kinda trying to get the full picture to make sure we are handing it off in the right way to the right person. You know? So understanding that background context is always very, very helpful as well. And our kind of very strict rules we follow, we always respect incumbency. Right? So if one of your customers goes on our website and requests a quote and we qualify that, you know, we're not gonna hand it to anyone other than you. That will always, always happen. If you are the if they are your customer, they will always stay with you. We'll never never do anything to, to disrupt that. And if, for example, they say, yes. We'd love to work with somebody, please, but, you know, in our records, it shows that they belong to you, but they're saying we'd like to work with someone else, we'll always let the cam know that. So we always make sure that feedback comes through to you to say, look. There's maybe a customer's unhappy here, maybe you need to engage first. So we won't go handing it off to anybody else. We just give you the opportunity to go back, you know, put put whatever's, you know, maybe happening there right, you know, start the communication again and find out why they've they've suggested someone else. And if it's completely new logo, so we have no record of that customer already, it happens a lot, they don't have a partner, they don't have a preference as to which partner they use, then we will then qualify that, put it in the hands of our channel account managers who will then have their own rules around how they assign that out to the to the to the partners like yourself. So, you know, there's probably some some very sensible things they do in terms of, you know, specialisms and geography that determine who gets the opportunities if there is no partner attached to to that particular account at the moment. Final slide and final request. So whilst we're busy creating all this opportunity, it's great. You know, we are a source of the pipeline for you guys, which I'm very proud of and we generate 1,000,000 of dollars worth of pipeline for our partners every single quarter, but we always need to make sure that we can continue to fund that work. The SDR team is still as big and as strong as it can be. So we can only do that if we can provide, you know, evidence that when we create these opportunities and we send them through, they are being worked, they are being progressed, and they are being closed. But quite often what tends to happen, again, it's not I guess it's kind of historically how we've worked, is that if we pass opportunities out to you guys, they tend to then just get, registered as separate new opportunities like your tape bands. They're great. Thanks very much, Sophos. That's a wonderful opportunity. You go into the portal and you put your deal registration in. If you do that, it just it kind of replaces the the opportunity that we created initially. So we kinda lose, the ability to kinda, I guess, track back and show that, you know, that that pipeline, that opportunity came from the work that the SDRs did or came from the marketing activity that Sophos were running. And if we can't then pin it back to where it started, you know, we then try to risk the risk there is that we won't continue to fund those activities or put as much emphasis on them because they don't appear to be delivering quite as much as we thought they might do. So to help us do that, all I'm asking essentially is when we send the opportunities and they're in the portal waiting for you, you can go into the portal, you can find them in the opportunity manager section. And when you've done that, if you look on the right hand side of the screen, you can see against every opportunity that you've got there, there are 4, 5, 5 different options of contact, sales stage, quotes, offers, and notes. If you go into office section, there is a button there which just says register the deal. So that's how you would kind of then put the deal reg on the opportunity that we sent you. So don't create anything new. Just go in and just hit that blue button, and then that turns your soft or supplied opportunity into a new into a new deal, Rich, and everything then stays in the same place. We might even try to preregister opt in the in the future. This is the kind of conversation we started. Nowhere near kind of that point where we would would do that, but who knows? Watch this space. There we go. Hopefully, that's been a bit more insightful, giving you a bit of a window into the world of sales development and soft awesome. Like I say, what we do, and all the things that we do to make sure that we don't confuse anything, duplicate anything, or or take anything away that you guys richly deserve. So, yeah, thank you very much for the opportunity to be here, Maria. It's it's been it's been great. Thank you so much, Dan, for joining the session and bringing this amazing information about the SDR team. Thank you. So diverting back to content again, let's take a look at the successful marketing campaigns that we have created for this quarter. So the first one is the NIST 2 directives. So as you all know, the NIST 2 directive is a piece of European Union legislation aimed at improving the cybersecurity and resilience of network and information system across the European Union. Here we have as I showed you in the asset library, we have a bunch of assets available for you. And here we have some of the assets like the social media tile, email templates, white paper for you to use. So how you can use this campaign to share with your customers? So you can contact the CSC team to request a co branded version of the white paper. Please provide your high quality logo, any contact information that you want to add, and reach the team to the CSC at sophos.com. Then you need to decide how you want to share the white paper, and I'm going to give you some suggestions. Like, for example, you can promote the white paper on your website, and you can maybe send it via email to your closest contacts, or maybe you can promote the paper on your social media. And please remember that if you need any further support, you can reach out to the CSC center. And speaking of assets, let's talk about our next webinar that we have on September 19 about the needs to, and we invite you to join. And and and, of course, for you, it's a great opportunity to invite, your customers. So the only thing that you need to do is contact CSC, ask them to customize this email invitation to the webinar, and customize the registration link as you can see here with the code and with your referral ID as I showed you before in the live demo. And you are ready to invite them to the webinar. And then the leads will, will appear in the lead dashboard again. Another campaign that we have, and I mentioned it before, is the x g to x immigration. So with the XG series hardware end of life on March 31, 2025, your customers need to plan their hardware refreshed. So that's why we are offering you a bunch of assets for those partners that have customers with the XDA that wanted to migrate them to XCS. So as you can see on the screen, we have email templates, presentation decks, webinars on demand. And, of course, if you can grow your business and form your sales, please use our promotions as it is invisible to migrate your customers to the XES to the sales campaigns that I show you in the live demo in the marketing tab. And then we have, the MSP awareness campaign, a new campaign that I would like to draw your attention that this is our MSP awareness. So this is built from our most successful assets slash previous campaign, but instead is tailored and dedicated to raising raising awareness and current cybersecurity challenges, plus promoting what you can offer as a managed service provider. So as you can see, this campaign covers cybersecurity awareness topic. It's product agnostic and covers which solutions Slack services to sell. So using the co marketing approach and adding your referral ID, you can also use this campaign as an opportunity to generate new leads for your business. And, again, and I'm sorry to be repeating myself, you can use our amazing CSC team to go brand the assets, that are included in this, campaign. As you can see, email invites, social times, white paper, and along, etcetera. And as we are talking about MSP, we would like to invite you to the EMEA MSP all hands for the first time to learn about all the exciting news within the Sophos MSP space, for example, a road map of our MSP portfolio, distribution marketplaces offering. Anna will be covering our MMEA director, the marketing campaigns for your success, and most importantly, hear about the best practices, directly from one of our partners. So mark your calendars, September 23, and, of course, I will be sharing the registration link along with the slides in the follow-up email that you will receive in the common days. And last, we have how Sophos can help you. We have the campaign webinar event in a box packages. So we have created this series of marketing packages utilizing our best bits of content to help you to drive pipeline opportunities and generate demand for your business. So I will start with event in a box. So we are providing email templates, social tiles, a dynamic registration page that can be edited to your requirements, a proposed agenda, plus a useful video about running a Sophos event. So we would like, to point you in the direction of our CSC team because they can support to set up event pages, or run email invites, and social social tiles. So we know that our partners are very successful when they can invite their customers, but very often, they are lacking on how to run an an event or how to integrate these assets. So we are also providing them and creating to you all the assets, and we will create a small agenda so you can use it to to run your own activity as well. Next up, we have the webinar in the box. So we have seen a lot of success in our software's own webinars. So they're actually our number one lead generating tool. So we now want to share that with you. We have a whole of host assets available to support these webinars. So what our CSC team can do is to set up a live webinar in your behalf within the platform, plus co run all of these assets so you are ready to go off and start promoting. And last but not least, we have introduced you the campaign in a box. So the premises of this package is that because we have so much campaign content, as I've shown you in the live demo, we want to help you to navigate through what works and how to best utilize the premade campaign that we have available in the partner portal. So for example, this quarter, as I show you, we have we're looking for the NIST 2 or directly for the x c to x c s migration or MDR as you were suggesting in the q and a. But within these campaigns, we have a whole host of assets, emails, white papers that are all co brandable. Okay? But the key is that everything starts with a plan. So the first part of setting up a campaign is all about setting expectations and goals. So you really need to be thinking about 5 important points. The first one, what is measurable goal? What is the measurable goal? So we will say that the best practice is to have 1 or maximum 2. Key goals to really focus your campaign. Less is more in this respect. So it is very easy to fall into the trap of having multiple goals be but this can be very confusing for everyone involved. The second one is which is and what is your budget. Not only you need to be thinking about financial commitment here, but also what are your available resources and how will they be best allocated in the time frame that you have set. Set yourself realistic expectations when it comes to timing, and remember to give yourself the best opportunity to achieve success against the said campaign goal. The third point is, what is your target group? Who exactly are you aiming this campaign, and what messaging will be most impactful to them? It is advisable to not to not make this tool too broad as there is usually very different messaging for different target groups. Then we have the follow-up. Make sure, please, that you establish a follow-up plan to wrap up your campaign. There is no point getting all these amazing leads and doing nothing with them. So there are a couple of different directions that you could go here. For example, you might establish personal contact with the leads or maybe you can look to expand the campaign. And last but not least, success monitoring. So finally, what does success look like? So it's a good practice to establish this beforehand within the planning phase. So you have that you have measurable KPIs to compare against. So this gives you the opportunity to evaluate what went well and how could have gone better. This will be especially useful if you're planning to extend the campaign further and take some of of those learnings further. So the reason I'm covering this is for you to apply these best practices if you're thinking about using our premade campaigns, Sophos campaigns. And now let's go to the 2nd poll of the session. If you can, Anna, please share the second the second one. So which are you most interest in deploying? So I have show you the campaign in a box, event in a box, webinar in a box. Let's see the results. Okay. There is a tie. 2 votes for the 3 of them. Okay. Now we have companion in a box winning. Interesting. We will share with you all this information in the follow-up email. And we have 15 votes for Companion in a Box winning. Yes. It's really interesting as well as the others, and we will share all the information in the follow-up email, of course. Great. Campaign in the box seems to seems to be really a winner here. Like, a very, very Yeah. You know? Mhmm. It is. Seeing you. Great. Okay. Thank you so much for voting. So it is clear that campaign in a box is the winner. Okay. So we will share with you all the marketing packages that we have in the partner portal in the follow-up email so you can take a look in a deeper way, but we are happy that you're of interest here. So if we if we want, we can wrap up this session. Let's see. So to wrap up, I just wanted to to highlight the 3 key takeaways from this webinar. And if there is anything that you need to remember from this session, please let it be this. So use your unique lead graph ID for lead generation. So I've mentioned this a thousand times this session, but, you know, this is such a great way to use our content as a platform to generate leads for you to follow-up. Then the second one is to utilize our asset library and content that we have made for you. We spend a lot of time, effort, and resources to make your lives easier, so please make sure to look into this in the partner portal. And last but not least, of course, I think I said it a 1000000 of times this session, but please use our CSC channel service center to support all of your cobrand cobranding needs at csc@.com. And please remember that all of this is free for you. And we're going to finish with the last poll of this session. And the question is, what would you like to hear from us on marketing with Sophos next time in our next session? So, finally, we have this poll because we would like to know what we should focus on in the next webinar or what you would like to to see us to talk about next time. So, yep, let's see. I think we'll host the next session probably in January time. Mhmm. So So we will celebrate New Year's together. Okay. So we I can see the best practices from successful partners on selfless lead generation. That's a good one. Yeah. Followed by social media practices, which is also great. Mhmm. Yeah. It was great. So we will take that into account for the next time for our next session, of course. If you come up with anything else that we have not included here in the pool, but you think this would be valuable for you for the next time, just email us. I think you have our contact data, and, we will be happy to, prepare that information for you. But so far, the clear winner is actually the best practices from successful partners. So yeah. Yeah. We will work on delivering this for you next time. Yeah. Well, thank you so much for joining the session. It was a pleasure to be your speaker today with, Dan and with Anna. And now I'm going to hand over to to Anna for the q and a. Thank you. So I hope I was diligent in answering your questions, in the chat. And there were a couple of, questions that I thought we could cover also live here. And as I speak, if you come up with any other ones, please, do not hesitate to add them in as well. We'll cut them. So one of the most frequent questions was if we are sharing the slides and the recording and the answer is yes, We'll receive the recording and the slides with a follow-up email slightly after the session, slightly later. Then, there was a question regarding where to find social media tiles on the partner portal and social media images. So you can find them all on the partner portal in the asset library, what Maria was showing before. Right? And there are a couple of ways how to do that. You can either, search for the campaign or topic that you would like. For example, before that, we had an example with MDR. Right? If you in the asset library, if you, type in MDR in the search bar, it will give you all the possible and available assets. Among among them, you will also see the social media tiles. So you will just probably need to scroll down, especially on MDR. We have a lot of assets, so you will need to scroll down, and you will see there the, zip folder with social media images. Another option is if you go to marketing campaigns, right, demand generation campaigns, you will also be able to choose the topic of the campaign you would like to cover. For example, the state of ransomware 2024 or any other campaign that we have there available. And in the asset library, the collection for each and single campaign, we also have the social media images. So there are different ways how to how to do that. There was also a question, on the, on translating the social images into, I think it was Portuguese was the language that was mentioned. So at the moment, for the EMEA region, we have translated assets in the following languages. We have them in, obviously, in English, which is the the major the primary language, Then we have them in German, French, Spanish, and Italian. At the moment, we do not have assets in the Portuguese language there. However, there isn't there isn't a workaround here, especially if you are looking at social media images and this would work with any other language. If you, have found any social media images that you would like to have translated in your local language, You can write an email to CSC, channel service center, which I posted also in the chat, csc@sophos.com. Provide them that that image that you want, changed and provide the copy of the translation, right, into your language. And the CSC, channel service center will implement the translation and send you the visual for this. So that's a workaround that we are offering at the moment. Alright. Oh, there was another question on social media, which is why, we we have seen that the second, in terms of priorities topic, what you would like to see next time is social media. So, and we have a lot of questions on social media today. Can you please share a few connections for tagging on LinkedIn to enhance the post visibility? So, this is something you would have to look into on the regional basis. So, typically, it would be the sales contacts that so so for sales contacts you are working with that you can, tag into the post to enhance your visibility, and, we have no issue with that. So please check with your sales contact at Sophos, and you can be tagging them as well. Alright. Let me check-in the meantime if we have any new questions that we have not answered yet. Okay. I would welcome some mechanism for language localization, or can I use the csc@sophos.com? So that's a good question. We do not, as I mentioned, and my assumption is, Dana, that you are talking about the Czech language in this respect. So we do not have a lot of translated translated assets into the Czech language or we do not have a lot of them, apart from those 5 languages that I made named. Right? But if you provide the translated copy for the assets that you would like to to get in your local language, you can send this to channel service center, and they will implement they will do the graphical work and implement the copy into the in into the image or into the asset that you would like to have. But just so that it is clear, channel service center does not translate the copy. They can only implement the translation into the into the asset or into the image, but they cannot provide any translation. They are not professional translators. Alright. Then let me scroll down because we had quite a lot of questions. Okay. The social media campaigns. Right? That's what we have already covered, where to find them. The MDR presentation, we also, showed how to do the an MDR information. We also showed how to do, that and how to show, those on the asset library. Here is a good one. That's the most recent one. So, the question it it is a long question. I'll try to summarize it. We we are a new partner, with Sophos, and we visited the partner portal, which is a great tool. But, the problem that we have is, we have experienced a lot to to to to find a lot of assets there. And, if we would like to run the first campaign, we have never worked with Sophos before and we would like to run the first campaign with you, it is difficult to understand and to know where to start, which I can only confirm, if I'm very honest. We do have the a lot of assets on the partner portal, and I can imagine that it can be a little bit overwhelming if you go in there for the first time and see them all. It it has both advantages and disadvantages. Right? The partners who work with our partner portal on a regular basis are very appreciative of that because this is where they can find everything in terms of assets. However, we do understand that if there is if you are a new partner and you go in there and you log in there for the first time, it can be a little bit overwhelming. So my advice, I guess, to start how to start with, and Maria showed this in one of the last slides. Maria, if you go go back to slides on the, and yeah. This one. Exactly. No. The the the the next one. Yes. I think this this slide represents very well what I want you to say. Start small. If especially if you are doing this for the first time. Do not aim at, a lot of target audiences. Do not aim at doing a lot of activities. It is better to do, less amount of activities and a smaller campaign, but to execute it in the right way. I guess the first question would be to understand your capacity. What is it that you can deliver to your customers in terms of the campaign? And then to go to the best service partner portal with keeping in mind that channel service center can help you and set up all those, go brand the assets for you, set up the lead referral ID links for you if needed. They can help you with this. And in terms of the topics to cover, I guess, here, you would need to decide what kind of solution, so for solution, you would want to push. Right? Whether this is a very clear guidance on MDR solution or you would want to go and sell the whole cybersecurity portfolio, which is also very much doable. So that's up to you to decide this. And then going into the partner portal and finding all those assets that you can find on that topic and starting small, as I mentioned. Do a very well prepared emailing campaign for those. Prepare a webinar to your customers and show them what how software solutions can help and support them. So and if you have any other questions, if you run into any difficulties, channel service center is always there for you or your local channel marketing person. They can always help you. Okay. Another question. Just a reminder to please update us if leads, new sync, and companion books integrates to the in house tools? That's a question that we we got before. Yes. So let me go back and check this with our IT team. I do not have the answer to this yet. I need to double check with the IT team, if there are any APIs, available for to integrate with your own, with with your own tools or whether this is WordPress or any other tools that you use. I'm struggling to get access to the partner access to the partner portal. Can someone reach out to me to talk through what is needed, please? So let me very quickly share with you the link where you how you can, access the partner portal. And on that link, you will also have if you if you are struggling to, access the partner portal, you can also, request support from our partner camp. This is also, possible. Very quickly, partner portal login. Let me share with you the link to the partner portal so that you can see if you have the assets. If not, you are more than k. Improving the question. You are more than, free to contact our channel service center. I guess we are at the top of the hour right now. Thank you so much, first of all, to our, to our audience, to our partners participating in the session and interacting with us. So, actively, thank you for all your questions. If you come up with any, other questions, feel free to reach out. We'll be happy to help. And, also, thank you so much to you, Maria, for a great presentation and to our great guest speaker, Dan Skip, today. Thank you, dear colleagues. Thank you, dear partners, and we are looking forward to welcoming you in one of our next upcoming sessions. Have a wonderful rest of your day, and see you next time. Thanks,