Name: Quarterly Marketing Marketing
Uploaded: 2025-03-05T11:16:08.772Z
Duration: 1 h 1 min 16 s
Description: Quarterly Marketing Marketing

Transcript for "Quarterly Marketing Marketing": Good morning. Good afternoon, everyone, and welcome to the, March session of our Sophos Marketing Circle. My name is Anna Becker. I'm a director of EMEA Channel Marketing. And today, I welcome you to this session with my colleague, Maria Boratorero, who is an EMEA Channel Marketing Specialist. And today, we have a lot to share with you. But before that, I just wanted to, give you some general, pieces of advice to maximize your positive experience with us. You are all on on mute to avoid background noise, and if you have any questions, please use the Q and A function on the left hand side of your screen to ask any questions as we go. We will also spare some time at the end of the session to cover your most important and interesting queries. And to do the, sort of the the to to test the q and a function now and to allow, our partners to join because, some are joining still, let us do the following. Could you type into the q and a section where you are joining us from? Which country? And if the weather is nice there. Right? For example, I'll start with this. I am joining, this session from, Wiesbaden in Germany where the weather is amazing. It is very sunny, which is not happening that often during this time. So we are all very positive about that. Maria, what about you? Where you are joining us from? I'm joining you from Madrid, and, surprisingly, it's raining a lot, and it's so, so cold. So yeah. Lucky you that you have sun. Sending you virtually some sun. Yeah. Today's session, we also have Nils Geiger, who is a channel marketing specialist specialist, and he is joining us from Leipzig where I do hope that the the sun is also shining. Okay. So now we are, we see that, the chat function is working because we have people joining us from own week in UK where it is sunny and cloudy at the same time. People joining us from Kenya where it is very sunny. Beautiful sunny day here in Southern UK. Great. United Kingdom, terrible and cold and flu going around. Oh, I'm so sorry to hear this. So it doesn't seem like UK has, nice weather everywhere. Yeah. We have, partners joining us from Cyprus where I can imagine the weather being nice as well. Yeah. Hello, everyone. Joining from Lisbon, Portugal. Cloudy and raining. Okay. It's similar to Madrid weather, I guess. Yep. Island, cloudy as usual. Again, sending you some virtual sun as well. Okay. We also have some partners joining from Nigeria, Egypt, Morocco, where it is also very sunny, and Niels confirms to us that Leipzig is very sunny today as well. South Africa, Cape Town, overcast but pleasant. And nice weather in, Morocco as well. Alright. I guess we have seen that, the chat function is working. So now you know how to use it and where to ask questions to us. Okay. No no chat function working for me. Apologies. Not chat, but q and a function. Q and a. That's what I meant. So without any further ado, I'm handing over to Maria who will share with you some useful information on how to do marketing with Sophos. Yes. Thank you so much, Anna. And hello, everyone. Welcome to our Sophos marketing circle session. I'm Maria, and I'm the 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. So we will be looking at the lead generating tools available to you as our Sophos partner, including the lead gen the lead refi ID and many more. Then we have the customization support and how you can utilize our CSC for your co marketing needs, how to run, how to implement a successful marketing campaign and assets that we have available and where to find this in the partner portal, and brand new introducing our new multi stage partner marketing campaigns. Plus, we will also have some time at the end for the q and a portion of this webinar as Anna mentioned. So just a reminder before we begin, please fill up the question panel during the session, and we will get to this at the end. Also, we are recording the session, and we will be sharing that along with the slides in the follow-up email that you will receive tomorrow or the following day. So first things first, let's dive into the fundamentals of co marketing with Sophos. So as you know, at Sophos, we are a % 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 to that help you to be successful. So there are three key elements to marketing to Sophos. So 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 am going to show you today has no charge. So 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, plus customization support from our team of experts, but we will get into that later. So let's start with content. So as you know, we have our fantastic partner portal that this is a central hub that hosts everything you need to begin marketing with Sophos. So here, you will find the asset library where you can search and download promotion promotional assets to co brand with your logo. Plus, we also 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 these sessions. But first, and super 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. So I I was mentioning about the asset library. So I wanted to tell you that this is one of the most viable areas that we have in the partner portal. This houses all our premade content for you to simply download and use. Simply use the search function to filter the product, language, or file type that you are searching. Add your logo, your reply ID, and you are ready to promote to your customers. So it's definitely worth taking some time to look into the things that we have available here. Also, I wanted to point out some the sorts of content that we are creating and adding to the asset library on a regular basis. As you can see, we have various white papers, infographic, data sheets, web banners, present presentation decks, etcetera, that you can use free of charge. So one of our priorities is to make your life easier. So that's why we make all this content available for you to take away and use. And as I simply said before, download the assets you that you want to use and co brand with your logo. Add your refi ID, and then you are ready to send out for lead generation. So now we have cover where and how you can utilize our content, let's move on to the tools for lead generation. So you know that we have our lead ref on ad program. So this needs to be a key takeaway from this session. So whether this is the first time you're here in a bit or 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. 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. In case you don't remember or you don't know, a lead ref ID is a personalized tracking code that you can add to a URL linking to any page, asset, or form on a Sophos site. So this means that it captures lead information and routes them back to you. This means that you can easily leverage all our marketing assets to create leads for your own business. So I will be pointing out a couple of places today where you can use your referral IDs. And as you can see on the screen, you can find your lead ref line ID on the home page in the partner portal with the rest of your information. So all you need to do is these four easiest steps. Find your referral ID, tell us who should get your leads, add the ID to any Sophos URL, and then you are ready to start promoting. So there are a couple of examples of how you can use this, and, of course, I will be sharing these slides after the session, for you to refer back to. Plus, if you need any further guidance on this, we do have a lead referral guide, or feel free to reach out to the channel service center for support. So finally, where I where can you find these leads? So I will pop into the partner portal shortly to show you exactly how to find these. But, you know, you can find them in the lead dashboard that I will show you a bit later. And then we are now moving into the third and final area of marketing with Sophos, how we can support you with all of this. So we have our fantastic channel service center team that they're, you know, marketing professionals that are available around the clock to help you with all your co marketing needs. So best way is to think of them as a marketing agency that you can use free of charge. So as you can see, a couple of things that they can help you with. So they can customize Sophos demand generation campaigns. They can also co brand Sophos marketing assets such as emails, banners, PDF documents, and many more. Also, you can they can add your logo, your contact details, and any other important information to Sophos. They can also resize Sophos web, email, or social banners and graphics. And last but not least, and super important, they can create lead tracking leads with your referral ID attached. So this is a free sell service. All you need to do is simply email the team and explain in detail your request. For example, if you wanted to co run one of our emails or in one of our campaigns, the only thing that you need to do is email the team, attach the asset or the link to the asset library within the partner portal, provide your logo, your referral ID, and your contact details, and they will process your request. So it's best to give as much detail as possible to help you to help the team out here, you know, because especially if your request is time sensitive. So partners who have used this service have given a 4.7 out of five star rating. So we are really take pride in this service and will recommend for you to use. You can contact them by emailing csc@sophos.com for your co marketing needs. I'll be sure to include their contact information into the follow-up email from this session as well. And I think that Anna or Nils is right now going to type the email address in this chat so you have it in hand as well. So I'm going to take a little of a breath here to do our first poll of the session. Let me see. Okay. So what tool did you find the most useful? So as you respond the poll let me see. Yeah. You can vote. Perfect. So as you respond the poll, I would like to say that, you know, we love to do these polls on every webinar, because we would like to know what your opinion is and what tool do you find that could help you the most to boost your sales or which one do you find the more useful or which less. So as we can see here, we have 14 votes for co marketing campaigns. Really interesting. Yep. Now 15. Wow. 15 votes, more than the 50%, it's for co marketing campaigns. Also, we have 11 votes for CSC. Super interesting. Yep. Great. And now we have almost 20 votes for co marketing, campaigns. Thank you, Anna, for typing the csc@sophos.com, the email that you have in the chat right now, well, in the q and a part. So finally, we have, the winner, I think. We have the co marketing campaigns with 21 votes and almost the 60% of the average. So thank you so much for for voting. Okay. Perfect. So now I will stop sharing. And now let's go let's dive into the partner portal demo. Yes. I think you can see the screen. Yes. Because here it shows me that it is perfect. Great. So let's dive into the funny part for me is is the partner portal demo. So this is, as you can see, this is the initial area, the home page that I was mentioning, where you can find over here your account information and here your referral ID. Also, you can see the quick links that I was mentioning before. So you can see how to start your software's journey, where to find our next webcast, webinars, and events. Also, if you are interested in the our promotions, marketing campaigns. Also, we have the sales campaigns and super interesting, the MSP hub. So these are quick links in case you are searching something quickly. Okay? So if we go back here, which is up here, the asset library, this is where you can find all the different available assets that I was mentioning before. So, for example, if we write here in the search bar campaign and these two campaign, just type in, you know, the campaign that you wanted to search. And for instance, I wanted to search these two. You can see that here we have all the, you know, webinar emails. We have videos. We have white paper promotion, web banners, images, white papers. So we have all of the of these available to you that you can use to promote to your customers. Also, if you see in the left side of the screen, we do also have collections. Okay? This means that, for example, if you're searching something about MDR, you can click here, manage detection and response, and you will find some of these assets as well here. You can find some brochures, some white papers about MDR that you can use and you can boost. Okay? So in addition, I think it's good and important to mention that you can filter by category over here, by file type, and by language if you're looking for something specifically. And this is all you need to know about the asset library. Okay? So if we go up here, you can see this tab, the marketing tab, where you can find all the specific areas about us. So we have this drop down here and you will see a lot of things. You can click, for example, to the marketing tools. And, basically, this is a hub of all the greatest stuff and tools that we have available free of charge for you. So for example, if you're looking for help, we have our CSC channel marketing, center. Then we have also some tips about generating demand for your business. And then we have our lead generation campaigns where you will find more information about the lead profile program that I was mentioning about before. Also regarding campaigns that you were super interested in the pool, we have over here in the tab, in the marketing tab, if you click campaigns, you will have the discovering the marketing packages that Anna will mention, later, and then we have the sales campaign. So for example, if you want to discover some sales campaigns, right now we have our XE end of life on 03/21/2025. So your customers need to plan their hardware refresh. So that's why we are offering you a bunch of assets for those partners that have customers with XE to migrate them to XES. So we have email templates. We have promotions that Anna I'm sure that we'll explain later. And finally, I wanted to show you, where you can find your leads. So next to the marketing button, you have the sales drop down. So if you go to leads if you go to leads so when I was saying to use your Rafa ID and you will see the list of leads within the partner portal, this is where you need to go. As you can see, of course, I don't have any leads, but you should have all of your leads listed here, ready to follow-up on. And if you have if you don't have any leads, please contact to your partner portal administrator because maybe your profile is not set up correctly. Okay? So I wanted to do a quick recap before I hand it over to to Anna. But, basically, here is the initial area where you can find your account. Here is your referral ID. Over here, you have your quick links. Up here, you have your asset library where you can find all the campaigns and all the assets available for you. And then here you have the marketing breakdown and the sales breakdown where you can see your leads. Okay? So now that the that the demo is over, I wanted to ask you another question in the pool. And I wanted to open this, and I wanted to ask you which part of the partner portal would you like to take a deeper look in the next webinar. Campaigns and promos, we have lead generation, We have also how to contact, the CSC and what you can do with them. Okay. So we have a real interest in the lead generation as you can see, and Anna is joining me right now. We have, yeah, 60 for lead generation. So maybe for next for the next session, we will take a deeper, deeper look for the lead generation and how can you boost these, leads. Yeah. We have 18 votes for lead generation and also campaigns and promos. Maybe for the next, session, we can do a mix. We can do a lead generation and campaigns and promos to take a deeper look at them. Perfect. So, yes, 70% of lead generation. I will write it down for our next session. It will be in, I think, in June, we will have our next session. So, yes, Perfect. Thank you so much for voting. And now I'm so happy to handle let me share the screen again. Sorry. Sorry. Let's go here. So now let me I'm happy to hand over to my manager, Anna Becker, the director EMEA channel and MSP marketing to talk about our new multi stage partner marketing campaign. Over to you, Anna. Thank you. Thank you, Maria. Was very useful to get some information about our tools and essence. And today, what I want to show you today has just been launched last week, actually, globally to the whole world. This project originated or we started working on this project, I think, in October or November. And finally, we are very, very happy that finally it is already live. So what I what I wanted to share share with you today is our new multistage partner marketing campaign. Now I've been with Sophos for almost ten years already, and I've worked with different in different regions with, a lot of different partners. And the most common feedback that we hear from all our partners across the globe is we do want to generate leads with you. We do want to promote your, services and products, but we just do not know where to start. And we do appreciate that our partner portal, although having a lot of very useful assets in it, in the asset library and in the campaigns, however, it is so it can be sometimes overwhelming and difficult to navigate in the partner portal, to find the necessary and and the needed asset and just to overall where to start. If especially for new partners, or new employees within a partner, it can be really, really overwhelming to understand, okay, where to start, what to do first, what to do next. Right? So we have taken up this feedback, and we have tried to look into into the whole issue and problem from the point of view of a partner. Because, obviously, we are biased. We have the partner portal. We have all the assets there, and sometimes it can be difficult to have a different perspective. We have spoken to a couple of partners in, in a couple of regions also to get their feedback and to get their insights on what exactly is needed in terms of the lead generating campaigns. And so we have created the most comprehensive and easy to execute marketing campaign. Now what are the, benefits of it? First of all, a clear step by step instruction. No guessing. So you don't have to guess. It is all, there for you with very, very clear instructions. We have templates. We have all of those templates templates are real world examples on assets that have we have proved, that they are working. So we are not giving you anything that we have not tested and that have not worked well for in in our, marketing to to the customers. And flexible participation. What does it mean? It means that, the campaign is structured and designed in a in a way or in a form of a marketing funnel with different stages there. Means that you can be jumping into any every single stage, dependently or or just, looking at the readiness of your target audience. And I will show you now how this campaign looks like. So I was talking before I was talking about a funnel. Right? That is how it looks like. It looks like a marketing funnel, right, with different at the moment, we have four stages. Three of those stages are already live. We are finalizing the fourth stage, and I'll walk you through all the stages. So the first campaign that we have designed for you in the way or in the form of this marketing funnel that can be executed in a most flexible way depending on the stage and the readiness of your audience, we have dedicated the campaign to endpoint solutions. Right? And, the goal of the campaign is both to build awareness and interest in Sophos endpoint solutions and services, but also to drive new customer business and cross an upsell to your existing customers. So it is a multifunctional campaign that can be used for different, purposes. And the campaign is already live on the partner portal, and, it is structured in the way that you will have we are giving you very clear directions on the campaign objectives, on the target audience, so who you should be should be targeting with the campaign, the activity overview that we are offering to you, and some marketing best practices and tips on how to run your campaign. And here you can see all four stages of the campaign. We have, like, look, looking at the best practices from our experience, but also from the market experience, we have divided the campaign into four different stages, generate awareness, establish interest, solidify interest, and handle that interest. And now we will go into each and single, each and every stage, in a little bit more detail. But before we do that, there are two ways on how you can execute every single step. You can either use Sophos hosted assets or you can host it on your own. And we'll see this with a couple of examples. So if you decide to, run all the whole campaign on your own, on your platforms, using your presenters, using your, stuff, that's fully fine. We are offering this to you, so you can do this, absolutely independently. And we are offering, all the briefing materials and all the assets that you can do that. But you can also, use the Sophos hosted version. If you do not have, resources, to be doing, the self hosted version, you can be using, also Sophos hosted version by adding your referral ID. And Maria showed you how you can do this. Right? So this is also possible to run it in this way. So now going into the first step of our funnel. The first one is be is generating awareness. And in this, in in this, stage, we want simply to get, customers interested. We want to show them that it's dangerous out there, and they need to take some steps to protect themselves. Right? So this stage does not talk that much about Sophos as a vendor or in it doesn't talk in detail about Sophos solutions. No. What it what it does talk about is overall about the state of cybersecurity market and about the current challenges, but also opportunities for the customers. And in this campaign, we have put together two, sort of sub or in this stage, we have put together two campaigns, for you to use, and you can choose between two of them. The first one is the stage of ransomware. Currently, it is 2024. We are looking to release the 2025 version in April, May timing, so stay tuned for that, and it will be updated once we have that. And the second campaign, which is a brand new one, is the, navigating the AI hype campaign. And I'll show you in a little bit more, detail how it looks like. So we are right now looking at the navigating the AI hype campaign. This is a brand new campaign, and it is at the moment, it is only available in the English language, and we're working on translations into our core languages, at the moment. So what can we find there? In this campaign, we can find, different assets and ready to use assets and templates. We can find the AI report and guide. We have email templates that you can easily co brand or ask CSC to co brand it or change it slightly, to your needs. We have a social media kit that you can be using and, again, co branding via CSC and leveraging. We have, PowerPoint decks for the webinar, and we have the presentation recording. And this is where it comes to the point that I mentioned before. You can either run the whole campaign totally independently on your own platforms, or you can, use some Sophos hosted assets with the referral ID. What I mean by this, if you decide to run this the whole campaign on your own with your own, with your own staff and with your own platforms, you can, yeah, you can create a webinar, obviously, and you can use the presentation recording to guide your presenters on how to deliver the content. So it's like a train the trainer, video for them so that they know how to present it best because we have already presented this. The first webinar on AI, took place last week, and second one, is actually happening tomorrow. And after this, we'll upload the assets there as well for the second webinar with all the templates and and text. Right? But it is all there for you. For the English speaking regions, for example, where English is your native language, you can even run the, the, recording, as an on demand version. So simply running the self host recording that you can find in the partner portal, on your own platform, but on demand as a recording, basically, to collect the, the registrations. Okay. In terms of the state of ransomware, there we have a very similar constellation. So, every single campaign in in this stage is, designed in in the same way. You have a lot of different materials that you can be using as self hosted or as self hosted. So we again, we have email templates, social media kits, infographics infographics, some videos, PowerPoint decks, and presentation recordings. Again, whether you use it as a train the trainer video to, educate your presenters and to deliver this content in your local languages, probably, or you can also use the on demand version of the video that we already have in the partner portal there. So, again, generate awareness stage is something that is, very good, for, for for customers, that you do not know yet that well, who do not, have who do not express as, so far the wish to have a strong cybersecurity solution, and this is how you lead them to that stage. Now we will go into the next stage of, our funnel campaign. The second stage is generating, hang on. My screen froze. Oh, here we are. Again, the second stage is establishing interest. Right? This in this stage, after we have run the first stage generating awareness, our customers is more willing and ready to hear about the actual means of protection that Sophos can, can, offer to them, obviously, through you as a trusted security adviser. So here, we are offering you the campaign endpoint that best practices to block ransomware. It is going slightly more now into the product side, simply because we have already generated that awareness, in the previous stage and in the previous step. So here, again, the campaign is is, structured in the way that we are providing you all the efforts that have worked well for our own customers in our own sessions that we have run. So it means that we have tested them all, and they have proven, to be very successful. Now that was the establishing interest. The third stage that we have is solidifying interest. Now in this stage, we are we are showing you how Sophos can help, how Sophos can help your customers stay protected. Right? Here, we give you a lot of, proofs and, thought leadership elements so that you can share with your customers because, obviously, after they have after you have generated awareness, after you have established their interest in Sophos endpoint, explain to them, why they need to protect themselves and how exactly they can do this, with, best practices to block ransomware on endpoint. Right? This is where you can show them some analyst insights, some case customer case studies, specifically with Sophos. So you can share that expertise, and you can share those best practices with the customers. We are also offering endpoint protection buyers guide, for you so that you can share this with your customers and get them more ready to be buying from you software solutions. Right? We will also be adding there. It's not there yet, but it's coming. We will also be adding, some elements, and some best practices for, SDRs, for sales development representatives, or for your or business development representatives, depending on the name. And we will be offering some call scripts as well to solidify that interest. So that's coming as well. Now the last stage that we have, and this is still in the development, is the handle intro handle that interest. And here, we will be offering, the event in a box. We are still developing this as a best practice. But in according to to the structure of the campaign, after we have generated generic awareness about cybersecurity needs, established the interest solidified the interest, this is, I guess, one of the final stages for the customer to to, to engage with you as a partner, con regarding software solutions and regarding protecting their, in this case, their their endpoint solutions. So here, we'll also be offering to you all the ready to run assets with a sample agenda that had has worked well for us with presentations, with email templates, social media templates, and recordings of the presentation slots so that you can run them completely independently on your own. And that's that's the key point here. You should be you should be independent, and you should be absolutely, capable of running, those activities on your own as you wish and as suits your needs. Now important point here is that I have walked you through all four stages now. It doesn't mean that you have to do it in the very same way as I've just explained. Right? Depending on the readiness of your audience, and you are the best expert to to evaluate that, might be the case that your audience does not need a a awareness about cybersecurity anymore anymore because they are already there. You and you have done an amazing job in the past in, conveying this messaging to them that they need some protection. So it might be the case that you, jump into the campaign in this on the step establishing interest. Maybe your audience is already is is ready for this. Or you, if you say that, okay. You've done some work in the past so that you now only need to solidify that interest and show your customers some best practices and case studies with other Sophos customers or show some analyst proof and analyst validation of Sophos, like, that we are the leader in the Gardner magic quadrant or have any other, awards that that that we we, can show and offer, that might be your your way. Right? Or it could be the case that you have already done all those steps, and the next one, the logical step, will be for you to sort of capture that and handle that interest in a small event that we can offer to you as an event in a box. So the beauty of this campaign is that you can be as flexible as you can possibly be. And did judging by the, readiness of your audience, you can be, using those campaigns and campaign steps completely independently. Now the example that I was just sharing was on the endpoint campaign. Our ambitious goals are to create the same structure for, for firewall, or for network protection, and for MDR. Now we do have the network protection campaign that looks very similar to the structure that that I have just shared. However, our MDR campaign is, looks now, in terms of the structure, looks like they're different now. So we are right now working on revamping those two campaigns to follow the funnel structure as you have seen in the endpoint campaign. So that's our ultimate and ambitious goal, to be offering you three main campaigns, funnel campaigns for endpoint, firewall, and FDR. And then the last campaign would be, and this is a separate one, and, co marketing campaign for MSP partners because, very often, MSP partners do have a diff a slightly different messaging than partners selling licenses on on year, two years, three years. So this is our main, this is our goal to provide you with those campaigns and assets in this form. The the fourth, content element that we have are some sales, place and sales campaigns. These are some additional resources, that are available for you also on the partner portal. They are more sales y already and are very helpful, to have, those sales conversations with the customers. So, also, please go in there and, look into those campaigns. Alright. A couple of reminders still. So, we do have a still an active campaign on XG to XGS migration. You probably all know that XG, is going end of life at the March, And we have created for you, a campaign, for XG to XGS migration on the partner portal with a lot of assets there with case studies, social media posts, with co brandable email templates, and some validation, elements that you can be using to for your XG customers in case you still have any to encourage them and motivate them to, migrate to XGS platform. We also have some, sales promotions that, will fit, perfectly into the whole, story of migrating your customers from XG to XGS. So please, go into the partner portal and, have a look at those campaigns, and make sure you still leverage them by the March if you still have XG customers. Alright. What I've shown you before, all the what is our goal, right, is to create the campaigns for endpoint, network, and MDR in the very same funnel way, but also to offer some content for our MSP partners whose approach is slightly different to, to selling one, two, three year licenses. And, that campaign is already live. You can you can be using this. This is our dedicated MSP awareness and demand gen campaign. And here, what we have done is, we have created for you and compiled a lot of assets and into one comprehensive vendor agnostic campaign, that you can use to generate, again, to generate awareness among your customers, among your among your MSP customers, about cybersecurity and their need to protect themselves, but also their need to be working with you as an MSP. Right? Because that's the key point here. So a lot of your MSP customers might not even understand that they need some endpoint protection, network protection, whatnot. Right? But it's your job to to be explaining this to them, and this is how we are helping you with this. And if you look at the campaign elements that we have there, we are also offering you, all those assets that have worked best for us, for our customers. We have tweaked and adjusted them to the needs of an MSP partner based on our conversations that we were having with the, MSP partners, in EMEA. Means that they are all vendor agnostic. They have a placeholder for your logo and your contact details there. And, you can change them and adjust them, and you can request some changes and adjustments, from the CSC team, at Sophos, and they will be able to help you. And if you look at the, what is the right bottom side of the screen, you can see the infographic, why do you need an MSP for cybersecurity services, right, and some sales arguments for MSPs. This is that part that I mentioned before. We are giving you some arguments and some facts to tell your customers why they should be working with you as an MSP. Right? So that's also some help, that we are offering you in this respect. Alright. I think I'm done with the core content, at least mine. Right? Yeah. And we have a new poll for you. So the poll is and I've been joined by Maria. Thank you, Maria. You have you have you have seen our, multi stage funnel campaign. Right? Which of which stage in that funnel do you use, would you like to deploy most? Which you find the most useful? Oh, so webinar campaign is winning. Yes. Interesting. At the moment, webinar campaign seems to be the most interesting part. Well, then it shows that we we have done our job correctly because you will have in the funnel campaign, you will have plenty of webinar campaigns that you can run-in different stages. Mhmm. That's then great news for us. Yep. Good. Then handing over to Maria, and we'll be also looking into the questions soon. Thank you, Anna, so much. So, you know, the key is that everything starts with with a plan. And as Anna mentioned, the first part of setting up a campaign is all about setting expectations and goals. So you really need to be thinking about five important points. So the first one is what is the measurable goal? We will say that the best practice is to have one or maximum two key call to really focus your campaign. So less is more in this respect. So it's very easy to fall into the trap of having multiple goals, but this can get very confusing for everyone involved. The second one is what is your budget? So not only you need to be thinking about financial commitment here, but also what are your available resources and how would they be best allocated in the time frame that you have set that you have. Sorry. Set your yourself realistic expectation when it comes to timing, and remember to give yourself the best opportunity to achieve success against the set company, campaign goal. Sorry. Then third, what is your target group? So who exactly are you aiming this campaign at, and what messaging will be most impactful to them? So it is advisable to not make this too broad as there is usually very different messaging for different target groups. Then we have the follow-up. So make sure that you establish a follow-up plan to wrap up your campaign. So there is no point getting all of 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 a personal contact with the leads or maybe you can look to expand the campaign. And then we have success monitoring. So finally, what does this success look like? So it's good practice to establish this, beforehand, within the planning phase so that you have measurable KPIs to compare against. So this gives you the opportunity to evaluate what went well and what could have gone better. This will be especially useful if you are planning to extend the campaign further or take some of those learnings. Okay? So, also, I wanted to wrap up the session, and I just wanted to highlight the three key takeaways from this webinar. And if there if there is anything that you remember from this session, let it be this. So please use your unique Refined Deep lead generation. I've mentioned this, I think, thousand times this session, but this is such a great way to use our content as a platform to generate leads, for you to follow-up. Then utilize our asset library and content that we have made for you. We spend a lot of time, effort, and resources to make your life easier. So please make sure to look into this. And, also, please take a look into our marketing funnel and how to generate demand as Anna mentioned, in her part. And, also, use our CSC to support of all our COBRA needs at csc@sophos.com. And remember, this is all free for you. And, yes, and now I think we have some ten minutes to q and a that we're going to to answer right now. So please go ahead, ask ask questions, and and we will be answering them. So do we have any any question, Anna? Yes. In the meantime, I've reviewed a couple. Mhmm. So, there was a question, on the possibility of, getting the recording and the slides. Mhmm. No worries about that. You will get the recording and the slides shortly after the session as we always do. Then yes. The another question. Can I receive a link of the webinar to watch it later? Yes. If you if you are registered, you will receive, the recording to and the slides to watch and review at your convenience. Okay. What do I have to do if I want to secure a product for exhibitions and marketing without having to buy them? That's a good question. So for all our partners, we have an NFR program, not for resale program, working, where you get up to 100% discount on, some of the solutions for the demo purposes. So for this, please reach out to your distributor in the country where you are operating or to a Sophos person and request some NFR licenses, for these purposes. That has always worked, very well with our partners. Okay. Some of the other questions. That's a good one. Do you get an email notification, when there is a lead added? So Maria showed you, right, where to find your leads in the in the system, when you are generating them with our partner referral ID. There is generally a possibility to get an email notification when the lead is being added. Now there is a small caveat caveat to this. In the past, we had instances when a partner was generating hundreds of leads, right, that the partner was getting hundreds of emails for every single lead. Right? So I can imagine that it can also be a little bit overwhelming for some partners to be getting that amount of leads. So the bottom line is if you would like to get email notifications for the lead, please reach out to your, partner portal administrator or your Sophos contact, and they will go into the system in the back end and turn on the email notifications. Because after a couple of, cases, the decision has been made that we turn off this automatically. So if you want to turn them on, and if you would like to keep be getting the email notifications, please reach out to your, Sophos contact, and they will be able to adjust the settings, and you will be able to receive the email notifications. Otherwise, you will be able obviously to see them anytime, the moment they are appearing in the lead manager as Maria showed you. Mhmm. Okay. There was another question. Can I use parts of the campaigns, to create my own branded content to promote Sophos and my company? Yes. As mentioned, if we are looking at the funnel marketing campaign, the endpoint one that we went through in a lot of detail. Right? You can be using, and we are actually encouraging you to be using parts of this, either parts of this or the whole funnels, going to all the stages to create your own branded content. Right? It doesn't mean that you have to be using the assets exactly as they are. No. It is we are making it easier for you, especially for the partners who do not have big marketing departments, and who do not have the possibility to be creating, a lot of assets in different language. But we are giving you this possibility, right, and, providing you with the, possibilities, to, to co brand all the elements, but also to adjust them. So it could be the case that you are, you you can be inspired by our assets, but you can you might slightly change them. You might, add or delete some elements to it that's fully up to you. Right? The flexibility is there. We also have the channel service center to help to, to do all those changes. So please make sure to address, and and to ask them, for help, and they will be able to help. Alright. There was another question regarding the, campaigns in the in other languages. Let me find it really quickly. Oh, yes. In which languages, is the marketing funnel campaign available? So at the moment, since this is brand new, we we have just launched it last week. At the moment, we only have the, the campaign in the English language. However, we have already submitted a lot of assets and, campaign pages for translations. So in the short period of time, we should be able to see the campaigns, running in our core in languages, namely in German, Italian, French, and Spanish. Right? So stay tuned. We all the translations are coming with a slight delay because the translations need to be done at the, at the beginning. Right? But, we are planning to roll the funnel campaign out in all our five core languages. Alright. Some other questions. Okay. The continuation of the question regarding using Sophos, solutions for, exhibitions and demo purposes. Yes. We have NFR devices, but what about other products like switches and access points? Good point. So for this one, I would encourage you to reach out to your distributor, or to a Sophos contact, Sophos channel account manager that you're working with, and they will be able to help you with getting those assets, in the best possible way. Alright. Thank you for the great presentations and explanation. As a distributor, I was wondering if this valuable information you just shared is intended only for end users. So the main aim of the campaigns that we have shared, right, are obviously to, to generate the demand among the end users, but the demand being generated by our partners. So every single partner can be using this campaign to generate the demand and to generate the leads, to grow their business. Obviously, all all our distributors in all the countries that we are operating in will be able and will will have access to all those campaigns and will also be, able to help, with any questions that our partners might have. So if you have any, please reach out either to us or to your distributor who will be able to help them. Alright. Looking through other questions if we have them. K. Couple of more questions regarding the recording and the slides. Again, you will receive them shortly after the session. And it doesn't seem like we have any more questions for now. In any case, if you come up with any questions later, right, or by rewatching the session, Please reach out either to myself or to Maria or to any Sophos person, any Sophos contact person you are working with, or to your distributors. We will all be more than happy to help you and guide you with, any issues and any inquiries that you have. With this, again, you will receive the recording and the slides, with a follow-up email afterwards. Also, please feel free to share with all your colleagues. We encourage you to go into the partner portal and to, find all the campaigns and to, to get familiarized with this and to be using them to generate more demand. With this, thank you so much for your attention, for your time today. We appreciate it, and we will be happy to welcome you in our next marketing circle next quarter. Thank you so much, everyone. Thank you, and goodbye. Bye.