Name: Main Session
Uploaded: 2025-07-24T10:31:02.843Z
Duration: 58 min 12 s
Description: Main Session

Transcript for "Main Session": Okay. Welcome everybody to our virtual experience, roadshow. We're absolutely delighted to have you here today. I'm Jason Hess. I head up the channel business here at Sophos, and I'm joined by Gerard Allison, who is our SVP for EMEA at Sophos across the region. We're very grateful for you, sparing your time, today. So over the next forty five to fifty minutes, we're gonna share our vision, our road map, and our go to market plans. And all the presentations that we, will be showing you are all available, after, the session. So please check out the QR code that we will share, towards the end of the slide deck. Please, feel free to use the q and a tool. We're not planning to have a q and a session at the end due to time. However, we will answer as many questions as we possibly can during the session, and any that we don't get to, we'll make sure that we get back to you, afterwards. We will also take this opportunity to announce our EMEA channel award winners. So we'll do that towards the end of, the presentation. Today's virtual event, is the combination of really a huge Mojo series that we're running across the region. We've had the opportunity to meet over 3,000 of our valued partners over the course of the last two two months. We've had some fantastic, feedback, around, our events. So thank you to all the partners that have the opportunity, to attend. So with that in mind and in the interest of time, to kick off today's session, I'm gonna pass you over to Gerard to take us through our vision. Over to you, Gerard. Thank you. That's great. Thank you, Jason, and good morning, good afternoon, everybody. Welcome to the virtual Sophos experience. Great pleasure, to be here this morning, to take you through a presentation, that is, you know, a look back over the last year, but also to look forward with our vision that we jointly go to market to be successful with. So let me start by thinking and the reflection we have over the last twelve months and the performance that we both created together. I just wanna say thank you for everything that we've done in partnership. But there's some milestones that are incredible that I want to share with you, which is really important, that you understand what we've achieved together. Let me start by saying, we've combined two organizations over the last twelve months being Sophos and SecureWorks. And that intel has made a 1,500,000,000.0 ARR organization. So we're one of the biggest players in cyber security, and you're gonna hear us talk about all the solutions that you take to market and how you've been successful, and most importantly, about the solutions you're gonna be taking to the market in the future. Jointly, we've created and sold to over 600,000 customers globally, and that's enterprise, mid market, and commercial users below 100 users. A phenomenal amount of customers that we've jointly gone to market and sold to and given great security postures and great solutions to protect. Now we could only do that with you. We have globally over 25,000 channel partners. So a phenomenal breadth of partners of all sizes taking our solutions to market, as I said before, to give our customers superior, cybersecurity solutions. And with the acquisition, one of the things that's really important is we've taken bought to market over 350 integrations to make sure that you're securing and making sure your customers who have invested on, you know, multiple products over the months, quarters, and years, giving integrations to products and infrastructure that they've already invested in, which is really key. But then let's let me pivot to some of the products and services that we offer. We now actually have over 31,000 MDR customers. We talk about that being the rocket ship, and, you know, the go to market that you've all got behind, but we still have an amazing opportunity to see that count go up over the coming weeks, months, quarters, and years going forward. But a phenomenal account. And if you just think if you add up all the different MDR players in the market, if you add them all up, they're not gonna get close to the size of customers that we have gone out and secured. And then we've also got over 45,000 XDR customers in the market. Really key organizations who who actually have the ability to look at their security posture and manage that some of that themselves. Now here's two really key stats for you to, take on board, which I think is phenomenal. It shows the work that we've done in partnership. We have over 300,000 endpoint customers that we've built together and sold to over the years. That's a phenomenal size and what an amazing opportunity to upgrade those opportunities or take those customers on a journey to MDR. Then last year, we had the biggest firewall year, in the company's history. So thank you very much for that. But we have over 300,000 firewall customers. Just think about all the numbers I've just taken you through. All of that is just done and sold in partnership with you, which is phenomenal. So I really wanna say thank you for everything that you've done for for us over the last year. Your partnership, has been incredible, but I'm really excited about the potential that we have going forward. So let's talk about our potential. And I always like starting, with a a quote that that's interesting for everybody. And I think this is an interesting one for Lewis Carroll. If you don't know where you're going, any road will get you there. Now think about that for a second. We in partnership have sold security technology to our customers for many years. And we've continually added new features, new products to enable them to be secure. But we need to know what the end result is and how we're gonna manage that and give some governance to the solutions that we've sold. So as we take you through our vision and our strategy, you're gonna see that we've got a very clear strategy and we know the road we're going down and the journey we wanna take with you, our partners. So let's start with NIST. Everybody should be aware, and I'm sure you all are, of the NIST framework that came into effect in 02/2014. This was actually, an order that came from president Obama, to create a framework around cybersecurity. And we've all worked within this framework, whether it be identity, protect, detect, respond, and recover. And it served us well. And it's the way we've gone to market and sell solutions to to customers jointly over a number of years. Well, very recently, NIST two has come, to fruition. And I think this is really important. This is where we're connecting all those different solutions and really giving it power to make sure that posture is really doing everything it needs to. And you'll see within that list too, there's a new very important area, which is governance. Not only are customers buying cybersecurity, but they need to be governing it. They need to be reviewing it and checking to make sure it's delivering on its capabilities. There are CISOs around the world and business leaders who need to understand why they're buying the technology and the benefit they're getting from that technology, and that's where governance comes into play. And that's really interesting because I spend a lot of time working with a number of organizations that speak into partners or customers. But have they got the people to really deliver that governance up to the c suite or the board members? So there's definitely a paradigm change that's happened. We need to make sure we govern all those areas and really give value to the technology that we're selling going forward. So when you think about that and you step back, you start thinking about, well, the CISO governs the security plat, postures that we have. So that's step back and just think about how many customers there are globally or companies that we can jointly go and talk to. Well, our mass say there's over 359,000,000 companies worldwide that require a security posture and a solution. However, there are only 32,000 CISOs that we can see going across the Internet and checking people's job titles that are governing those 359,000,000 companies. That's a huge gap. So how are we gonna help the rest of those organizations? And not only help the rest of the organizations, but help those 32,000 CSOs in the market. And just to make you think another point, that 0.009% of all those companies have a CSO today. That just shows the opportunity for us all to help put governance into the security posture that the companies need. So cybersecurity platforms in the you know, have been built for CISOs. And if you look at how we as vendors go to market, we predominantly talk about the solutions that have, you know, that would help a CISO in that client base. But if you go back to what I just said, there are so many organizations that just do not have a CISO. So how are they gonna govern that? Well, Sophos building a platform that helps all those organizations. It creates, develops, empowers, and optimizes for CISOs, all for organizations that don't. So we have a vision, and that vision has been solid and we'll be sharing that with you through our roadshows over the many, years. A world where organizations of any size and any means have a clear path to secure superior cybersecurity outcomes. And in the past, we've talked about the poverty line for organizations, and you've just seen where that poverty line is in the fact that so many of those organizations do not have CISOs. So as we expand on our vision and and we grow it, that means the the vision democratization of the CISO for every organization. Every organization deserves to have that governance as somebody reviewing and checking how that security posture is helping their organization. So Sophos, and this is a really exciting piece for me. I hope you're gonna be ready for a glimpse of the future. Organizations without CISOs, how they can manage the risk and evaluate and reduce their the risk to their business, how they're gonna make sure they govern the security posture and look at the compliance and the threats that they have. So I'm really excited that we're gonna give you a glimpse of the future now and show you what we have as a vision that's gonna help all customers of all sizes. Run the video, please. Today, we'll walk through the vision of our virtual CISO service for organizations of any size with or without existing CISOs. The virtual CISO offers a continual evaluation of risk and reduces risk for your organization in a measurable way driven by expert level security leadership. As your copilot, it provides you with the guidance needed to manage and improve your security posture while staying ahead of compliance requirements and emerging threats. Let's dive in. Here's the MSP dashboard. It aggregates all your customers' cybersecurity data, offering a clear snapshot of open security issues. The virtual CISO provides actionable insights that help you prioritize the most critical tasks, ensuring nothing falls through the cracks. This enables partners to deliver unmatched value and better outcomes to more customers faster and more efficiently than ever before. It's the ultimate technology and enablement solution that nothing in the market comes close to for risk assessments and life cycle risk management, offering clear, prioritized guidance that reduces risk over time. Let's jump into a customer dashboard. The virtual CISO understands your unique needs and provides personalized recommendations. For example, you'll see that it includes a real time risk register, a critical tool for CISOs to manage and mitigate risk across their organization, and it highlights a recent SLA breach caused by a bug from a third party tool and guides you through investigating and remediating the issue. By following these steps, you'll improve security posture and continually lower risk over time. Next, let's focus on compliance. The virtual CISO proactively reminds you when it's time to prepare for a SOC two audit. Let's initiate that process. The virtual CISO generates the audit scope and summary based on your environment, which you can easily validate. Once aligned, the next step is gathering the necessary control evidence. The virtual CISO checks your previous audits and pulls in relevant controls, saving time and ensuring consistency. It can also retrieve additional evidence with your permission, streamlining the process. For any remaining pieces, it prompts you to contact your teams and can even reach out to them on your behalf to speed things up. Once all evidence is gathered, your SOC two audit is complete. You can easily view or export the audit pack. The virtual CSO will also ask if you'd like to prepare a report for your board, making the process seamless and transparent. But it doesn't stop there. It looks ahead and recommends additional audits based on your profile, helping you proceed quickly with new compliance requirements by leveraging evidence from previous audits. This ongoing engagement is what sets the virtual CSO apart. It's not a one time tool, but a long term partner helping you continuously optimize your security posture and reduce risk. With continual risk reduction, it'll help your business stay secure and compliant in an evolving threat landscape. And we're going there with you, which which is absolutely key. I'm really excited about where the future lies for our partnership and the direction we're going in, and the fact that we can really deliver solutions to all sides of the customers, whether they be enterprise, mid market, or commercial. And that we have a vision to support them on the challenges they have going forward. So what I'm gonna do now is hand over to Hal Morgan who's gonna take you through a little bit more in-depth around some of the products and solutions coming forward. Over to you, Hal. Thank you very much for that, Gerard. And I hope everybody is as excited as as we are about the democratization of the CISO and bringing that level of governance to those organizations that, don't have that ability today. Okay. Just a slight technical issue. I'm unable to share my screen. So bear with me a second while I'll give you a background to what I'm gonna talk about anyway. So I'm gonna talk about the oh, there we go. Thank you very much. Perfect. So I'm gonna take about fifteen minutes to talk about the road map. Where are we going? How are we gonna get there? And I'm gonna look at our road map through three lenses. First of all, with the platform. And at the heart of this is Sophos Central, the most proven, most extensible, most partner friendly on the market today, and that's getting even stronger with the recent acquisition of SecureWorks and bringing the Tager security operations platform into Sophos. Then I'll look at our position in the marketplace. How are we perceived amongst customers, yourselves as partners, and also within the analyst community? And finally, potential. We brought a lot to the market in the past year, but this year, there's a lot more coming. It all starts with the platform. Every athlete needs a strong platform. Every product needs a strong platform. Our platform, our foundation is built on the breadth of our solutions and the depth of that platform. You might even see this platform and say, do you know? I've seen that before. That's right. Because if a platform is architected correctly, it doesn't need to change every year. It's extensible. That's exactly what we have with the Sophos Central platform. If you look at the left hand side, it starts with mitigating the risk, reducing the risk of bad things happening in the first place, a ship left in cybersecurity. Then it's about automatically stopping threats. We've been doing this for forty years. If you think back to what was happening in 1985, this is the year the Sinclair c five was launched. Microsoft came out with Windows one point zero. The threats out there have changed so much in that time. And it's not just luck that we have stayed at the top. It's because we invest huge amounts in research and development to stay there. But it doesn't matter how good you are automatically stopping threats. We know attackers are sophisticated. They will find ways around automated protection. So we've given the customers and tools customers and partners the tools to investigate and respond to those threats as quickly as possible, but also to hunt for threats. When you stop an attack in one place, they'll try another way in. We provide the tools and the services to find those earliest indications of an attack. And if the inevitable happens, we have the services to stop that attack and to do the correct response. But across all of this, underpinning everything are, first of all, AI, artificial intelligence, allowing us to, for example, accelerate how quickly we can detect new threats and also to assist those security operations teams, whether they are at the customer, at yourselves as partners, or within Sophos. We made the decision five years ago to be an open platform. That is at the core of what we do. If you think about how attacks be, come into an organization and spread, they touch so many points within an organization's network. It's important we get as much visibility and be able to respond across a portfolio of products regardless of whether they're soft or not. If you look at our solution breadth and you look at the competition, you'll see that nobody has that capability, that native capability across the areas that we do. And with the addition of SecureWorks, we've widened that coverage even further into areas such as identity and scene. This brings our customers the simplicity of cybersecurity, but without sacrificing the con base level of security they're getting. That is what the Sophos platform is all about. If we move on to how we are seen in the market, We believe we're in pole position. Now that would be a very arrogant thing to say if it was just my opinion. So let's look at what others are saying about Sophos. First of all, Gartner's peer insights. We have been voted for by customers as the Gartner peer insights customer's choice on endpoint, MDR, XDR, and firewall. That means a lot to us because that is real customers taking the effort to vote and say what they think of Sophos. So let's look at how other organizations who you may consider leaders in those areas do. They're not to be seen when it comes to Gartner's customer choice. Next, the second largest aggregator of customer reviews, g two grid. The same story. Sophos is the fire is the leader in firewall, endpoint, MDR, XDR, and EDR. Again, picture for the competition. Go to independent test for the past few years has been MITRE ATT and CK. It's where products are evaluated on how they protect against real world attacks. And this year, MITRE released their sixth, and Sophos is right at the top. Next, Gartner Magic Quadrant. This slide is actually now out of date. That should say Sophos has now been leader for the last 16. Gartner released their latest report last week. Going way back to 02/2007, we have been a leader every single edition of Gartner's endpoint protection magic quadrant. And another little trip down memory lane, back in 02/2007, the first iPhone was launched. We were starting to put down our Blackberrys and go to iPhones. Windows Vista came out. That tech world has changed so much in that time. The threat landscape has changed so much in that time. And, again, it's that dedication, that investment in what goes on behind the scenes, the r and d, threat research, innovation that has kept us up there for so long while many, many vendors have come and gone into the leaders quadrant. The next one's a very, very funny one. This is this is just an independent tester who posted on LinkedIn. And he was running various tests around EDR evasion, and he was really surprised by the results. He ran across a number of different products, and, you know, he he I'm not gonna call out those who didn't well didn't do well. The the numbers are up there. But he called out the only ones that did really well. The Sophos at the top were Palo Alto Cortex and Sophos, question mark exclamation mark. And even our CEO, Joe Levy, got into a dialogue with this this guy. And what this shows is we have the best technology. We really are good at what we do, but it's imperative on all of us, ourselves at Sophos, and you as our partners, to make sure the message of just how effective and strong we are is getting out there to the market. But champions aren't just born. They're developed. So let's look at some of the most recent, releases and some of those things that are coming up in the next few months. I'll go back to this cybersecurity framework that Gerard talked about. And though I'm using this, this could be used again, you could use this too. You could do it NCSE, cyber assessments framework. But what it shows is governance is at the heart of it, but the need to do identity, detection, protection, respond, and recover. And we're gonna go through each item in the road map and show where that release helps organizations achieve compliance against the new cybersecurity framework. So first of all, Sophos firewall version 21.5. And, this came out in April, and thank you to so many of our partners who are on the call today. The feedback you gave us during things like the early access program, and, actually, the feedback you've given us since release has shown what a strong release this is. And number of you have called out and said, thank you for the enter single sign on, access for remote access. And, yep, we got it. So thank you for all the help during the the process there. But Sophos firewall, it's more than just a firewall. You look at some of the things that are just built into it. For example, zero trust network access. VPN is an outdated method of enabling remote users, and ZTNA is providing that access to only what is needed, instantly reducing the attack surface. DNS protection. So you can block access to malicious or unwanted domains at the DNS request, and this covers all protocols. Synchronized security has been such a strong message that's resonated with the market for many, many years where you massively reduce your response time when you have multiple products from Sophos because the automated integration automated responses. Active threat response is the evolution of that. It allows threat responders, those may be the Sophos MDR team, may customers own SecOps team, to take action to prevent communication between your network and new attackers instantly. And a very exciting release within twenty one point five is the addition of network detection and response, NDR, into the firewall as a part of the extreme protection license. NDR has been a soft box product now for a number of years, and it's great at detecting East West traffic within the network, particularly in places like operational technology. That is now as part of the firewall where you'll be able to see inside encrypted traffic and detect malicious activity that's going on over encrypted traffic as well as detecting suspicious malicious new domains, all built into the firewall. Next, managed risk. We introduced managed risk about twelve months ago in May 2024, and we parted with Tenable. They provided the technology as the leaders in this area, and we provided the people and the process around it. Again, part of that democratization of cybersecurity, helping provide the people in the process to those organizations that can never build their own teams to do this. When we released it, we focused on external attack surface management, looking at what can be seen by an attacker from the Internet. We've now extended that and added internal attack surface management. So we can look for misconfigured devices, maybe employees who have too much access, things that are increasing your risk posture. And, again, it's about that left hand most part of the, the platform about mitigating risks before an issue happens. Next, this is really exciting, the first integration between Sophos and SecureWorks technologies. You can already run Sophos endpoint protection alongside Tejas, but now what we're bringing is Tejas XDR and Sophos endpoint together. What we're talking about here is the market leading proactive ransomware defense with Sophos endpoint protection, with a truly massively enterprise grade XDR solution from SecureWorks for Tejas. And wait for it, it also has built in SIEM and reporting, which I know has been comes up so often in requirements. Not long to wait. That is coming next month, and this is really gonna be a market changer. By the acquisition of SecureWorks, Sophos has entered a new market, identity threat detection response, ITDR. Identity is the new perimeter. I'd actually scrub that word new. Identity is the perimeter. As we've moved to using cloud applications, we've, we're no longer you know, how many of us today are actually in a physical office? The whole concept of having that perimeter secured by a firewall, it's reducing. Still important, but it's reducing in terms of the importance to organizations. What does reidentify You know, it's it's identity. That is what is at the core of being able to stop threats. What Sophos IT r TDR does is it helps you identify identity risks across the entire organization. So you can see what is my identity risk posture. And we also include in this dark web intelligence. Now where are my company's credentials? Where are they being traded on the dark web? Now let's just take a look at ITDR in action. Let's take a closer look at ITDR starting with identity any risk posture, which offers quick insights into identity risks to help organizations understand their attack surface within just 90. The identity risk score updated daily can be analyzed over time to monitor changes in risk levels. The identity risk posture page provides actionable insights, such as identifying top risky users who might be under attack and addressing findings that pose the greatest threat. The credential compromise explorer alerts customers when account passwords are leaked on the dark web and provides a historical view of previous leaks. This feature offers unique insights that set Sophos apart from other ITDR solutions. The finding section enables users to delve deeper into their alerts by viewing associated risks, recommendations, and remediation steps. Sophos also supports identity hygiene through its my environment feature. By highlighting accounts without MFA, dormant accounts, guest accounts, and admin accounts, it helps organizations limit potential attack surfaces by addressing unnecessary accounts. That's exciting. And if you're already a Tejas customer, it's available now. If you're a Sophos, MDR customer, not long to wait. That will be available in October, opening up in a whole new market opportunity for us to talk to our existing MDR and XDR customers as well as brand new organizations. Finally, but by no means least, Sophos. And I checked these numbers this morning, and it's now 32,000 customers. You this number is going up by the hour, so it is hard to keep on top of these things. What have we been doing with NDR? Where we focused most recently is around the automated responses. So able to help organizations automatically respond through their Microsoft environment, being able to terminate a session, being able to prevent a login automatically through Sophos MDR so that it's not waiting on a for your customer themselves to come in and do it. Our our MDR team can do that on your behalf. But also proof of value. Sometimes we're a victim of our own success. We're taking away so much risk from our organization, they can't see what we're doing on their behalf. So we've made it much easier for organizations' current customers to see, right, this is all the risk Sophos. These are all the events and incidents Sophos has stopped happening for me in the past year, showing the value that they have received and being able to justify why they need it. So then again, let's take a quick look at how the Microsoft, automations are working. We're excited to announce that the risk reducing response actions that our MDR customers enjoy today are being expanded in early May. Sophos customers can enable the Microsoft response capabilities through a simple setup of the Microsoft response action tile. Once configured, our MDR operators can execute key response actions directly using the Microsoft APIs, including blocking or enabling user sign ins, revoking sessions, and disabling inbox rules. For example, in a recent case, our MDR team disabled a compromised Microsoft three sixty five account, revoked its session, and successfully blocked the user. Moving on to the recent improvements in the Tejas automation system. Tejas customers have more options for automated response actions, and it's never been easier to set these up. Customers who authorize us to take proactive response actions see faster mean times to resolve, are more satisfied with the MDR service, and most importantly, they're better protected against the threats they face. Finally, it is critical that every customer understands the value of their MDR service even when they don't have an incident. To supercharge your renewal and net new conversations, we have improved our Sophos MDR dashboard capabilities. In the Tejas platform, we've also recently launched new functionality for our customizable dashboards, including turnkey widgets that map threats to the MITRE ATT and CK framework and the ability to build new widgets using the powerful Tejas search query language. That came out in May, and if you haven't already checked it out, please do. So to recap, we have the most powerful and extensible platform in the world. We are the market leader, whether you're talking to analysts, third party testers, or most importantly, customers, And our potential is enormous, and that has only been turbocharged by the acquisition of SecureWorks. And together, I'm so confident we can make this the absolutely most exciting year in Sophos' forty year history. And with that, I would like to hand over to Jason. Hal, thanks very much. Lots of exciting developments happening on the platform. Very grateful for you taking us through that. So I wanna spend a few moments talking about, our go to market. You know, it's very key that, obviously, we shared lots of opportunities here. It's very, very key to make sure that we maximize those, as much as possible, with our partners. And as I mentioned before, we had that opportunity to meet over 3,000 of our partners during our roadshow series. Please look out for next year's series. We'll be happening around a similar time to this year, which is usually in our q one between April and, and June. But as we heard from Gerard, you know, our partners are absolutely foundational, to our business. You know, our entire go to market, is, in unison with our channel, and we saw a tremendous number of opportunities shared with our partners during last year. Over 90,000 projects were shared through our deal registration program in the last twelve months. And that ensured that we had a record twelve months growth over the over the period, Julie, in the EMEA region. So thank you very much for all the partners that contributed towards that success. It was also a year we where we had a huge transition of our XG base. So our partners helped us transition over 30,000 firewalls to our XGS, platform. So thank you very much for that. And we also smashed through, the ceiling of 5,000 ceiling of MSPs that are providing critical services, to those customers. So our MSP business, and channel continues to go, from strength to strength, and I'll talk a little bit more about that, in a second. Just in terms of how we are driving our business, we have a goal to be a $1,000,000,000 cybersecurity vendor in EMEA in the next two years, and there's a number of ways that we're looking to achieve that. First and foremost and perhaps the most important is we will remain a partner first organization. We want to offer you the very best margins, and go to market options in the marketplace. We have a specific focus around new logo. We're investing in renewals. Our MDR business, as we heard from Gerard and Al, continues to go from strength to strength with 32,000 customers and growing, and our MSP business is, one of the fastest areas of growth, in our channel. So I just wanna provide a little bit more context on on each one of, these areas. So first and foremost, our partner program, we did host a call a couple of weeks ago. Hopefully, you had the chance to attend that. We had over a thousand partners, attend, and we took our partners through, our Eve evolved partner program, which we're going to, make available, we're announcing now, but will be activated, in April, next year. And that brings together lots of, new areas of opportunity for our partners. We retain all of the most important things around deal registration and our great margin structure, but we give you much more flexibility around certifications, moving more towards sort of a points based system. So, we're gonna be introducing great things like teaming agreements that are longer term and longer range than our current, dual registration program. And we've got huge number of improvements and enhancements coming to our partner portal. So if you had the opportunity, I think we're gonna share the link in a second. Please, if you can spare the time, take a look at our partner program evolution that we are announcing very soon. We will also continue to provide, additional margin opportunities on MDR. So we currently have a deal reg booster on MDR 5%, so lots of our partners are leveraging that. And we also have a big focus around new logo. So we are offering 10% additional rebate on top of the great margins we offer on deal registrations for all new logo, closed deals through deal registration, till the September. So for more information on that, please check out our partner portal where you'll find a flyer and all the terms and conditions that are associated with that. We're seeing some great success with that. So around 25% of our deal registrations, our new logo deal registrations, are being boosted by our partners. Please contact your Sophos representative or distribution partner to make sure that you are maximizing that. A new logo, generally, as one of our drivers, is a huge focus for our sales team. Right? So please continue to engage our sales teams on new logo opportunities and maximize the margin opportunity that I discussed. We're also in addition to focus on on new logo, we are investing significantly in our renewal organization. So Sophos has hired over 60 folks in our renewal team that are helping our partners across Europe, Middle East, and Africa with, making sure that your renewals are booked on time, helping you make sure that customers have the required quotes that they need. So if you haven't already, please reach out to your distribution, distributors, or to the renewal team directly, and they'll be delighted to take you through, how they can help you transact your renewals business, more successfully. And in addition to the renewals team, we're also boosting our customer success team. So this team, will be engaging, in our enterprise space with, you know, directly with customers, working with partners, making sure that, their technology they're getting the most value, from their tech technology, and their investment, of course. And in our SMB space, that will be more of a sort of a technology touch, again, working very, very closely, with our partners. I'd also just on the renewals business, a little bit about some things that we have developed on the portal. We've made some significant improvements on our portal. You know, we are generating over 28,000 quotes per quarter on our portal. So if you would like a ready made quote, from Sophos for a renewing customer, please check out the portal. What we've also done recently is given you the ability to change quantities, which was a a new feature that wasn't available over the last year or so. But now it's possible to actually change the quantities of the quote and retain the price. So all of that can be done without any interaction from, from Sophos. So I'd encourage you to to take a look at that. We heard a lot before about, NDR. Obviously, it's a huge driver to our growth. It's probably the fastest, area of growth in the security market. As we heard from Gerard, we have over 300,000 endpoint customers, and we're and we're doing very well upgrading those to an improved protection and improved service, you know, mainly through our partners. So they thank you very much, for that. If you haven't started your MDR journey, please, please, please attend, an MDR training course that we've got coming up, in September. We'll share those details, with you, shortly. It presents a tremendous services opportunity for our partners. We're seeing lots of our partners, offering additional wrap services around MDR, whether that's, you know, local language, or, you know, incident response or any other services that they can add to our MDR service. So we're doing very well with that. And then, of course, we've heard from from both Gerard and from Hal around our SecureWorks. So we are integrating SecureWorks into our go to market. We announced on our partner program call a couple of weeks ago that all Sophos partners can now sell secure secure work solutions from a program perspective. We are still working on the ERP integration. That's gonna take a little bit more time. So I would encourage you to go and speak to your Sophos representative or distribution partner, and they can they can, talk you through how to engage with the SecureWorks, portfolio, that we have. And then just finally, MSP, huge opportunity, fastest growth area in our channel business today. We have a dedicated MSP team. I would strongly encourage you to reach out to them, if you're not, using our m MSP platform. Super flexible program, with with tiered pricing. I know it presents a huge margin opportunity, and a services services opportunity, for our partners. So please reach out to our MSP team, and they will be delighted to help you, start your, MSP journey. We also talked a little bit just now about the portal, and that's come a long way in the last, year. So if you want the very best information, latest information, battle cards, that's all available on on the portal. But we've extended its capability quite a bit, so it's now possible to do quotes. If you would need to check an up and coming renewal or access a renewal quote, all of that information is now available, on our portal. And if you need more information on our portal, please reach out to our partner care team. This is a team that, has been available now for about a year and a half. They are dedicated to our partners. They would be delighted to help you with anything related to your interaction with, Sophos, whether that's related to a login issue, a licensing challenge, or access challenge, or just to get a demo of the portal and to see how you can best leverage it. Please, reach out to, to partner care. You can access them, through the website. We've had some fantastic feedback from our partners around the service that they offer. And finally, as we saw from Hal, we've got lots of lots of developments coming around our platform. I'm thrilled to announce some, extra tools that we're gonna be making available to our partners very shortly. And one of those is an AI sales companion. I think that's gonna make it a lot easier for our partners to get information a lot quicker, so they can provide the best possible solutions, for those customers. So just like the team, if you could roll the video now, that would be great. Thank you. Introducing the Sophos AI sales companion, your smart, always on sales assistant purpose built for Sophos partners. Need instant product information, preparing for a customer meeting, wanna compare features and benefits across solutions? Your AI powered sales partner has real time access to the latest Sophos product knowledge, so you're never more than a click away from the answers you need. You're going into a customer meeting and need a quick refresh on Sophos MDR. Try this. Describe the monitoring process of Sophos MDR and how the team responds to incidents. Then follow-up with How long does the team take to respond? Or how about if you need some feature information for a customer email? Explain how the active threat response feature works in Sophos firewall. And it's not just for sales info. You can help your customers with managing their solutions by asking technical questions like Write me an SQL query for getting device details for installed applications on a mobile device. And refine it with Can you just show me the device name? Transparency matters. That's why every answer comes with source links, so you can dig deeper with confidence and control. It even helps tailor your approach, suggesting key messaging for your customer conversations. And if you don't know where to start, don't worry. There's an ever growing library of templates to start your conversations, which you can then customize from there. From product pitches to technical deep dives, the Sophos AI sales companion keeps you prepared, sharp, and moving forward. Get ready to sell smarter. Coming soon to all Sophos partners. Thank you very much. So exciting. We're expecting to launch the, the AI sales companion in August, so a couple of weeks away. So, we'll be showing that very, very soon. So just to recap from my perspective, obviously, very excited about our developments and our road map and, of course, our vision. And we are, on course to smash through the $1,000,000,000 target, that we have for the next two years. We believe this can only be achieved through our channel, as it has been for the last, third thirty years or so. MDR is a massive, and Securebox is a huge opportunity. Please engage with us. We'll be delighted to take you through our our solutions and our platforms. And, you know, from what we've seen today, our solutions have never been stronger than they are today. We will continue to make big investments around our renewals business with the 30 folk 60 folks that we've added, in the last couple of months. And also our customer success, we're adding a similar number of of of, people as well. And we are continuing to work as hard as we can to make it easier for you to do business, with Sophos. So please continue to check out, our portal, and we welcome any feedback on how that can be, improved. And then just finally, MSP is an absolute rocket ship. Please engage our MSP team. We'll be delighted, to kick start that business, with you if if not already. So, so thank you very much. So we're now gonna just move over to the awards. If we could just show the awards deck, that would be great. And if I can invite Gerard to come back. Hi, Gerard. Hey, Jason. Great presentation. Thank you very much. So, so, Gerard, we've got, four awards today. We're gonna be announcing. So we've got, distributor of the year, MSP partner of the year, MDR partner of the year, and the overall Sophos Partner of the Year. And, Gerald, I think it's probably fair to say we saw some outstanding partner performances during the year. So I think, you know, we agonized over the who's gonna win these, so it was quite difficult, obviously. Yeah. No. I I'd add to that. It's pretty one of the hardest choices we've ever ever had to make. Just outstanding projects, outstanding achievement from everybody. I'm really looking forward to hearing the winners. And equally, you know, Jason and I were talking about earlier, we look forward to coming out and meeting you all individually and having over your award and talking about how we continue to our, you know, successful year through this year and many years in the future as well. Great stuff. Thanks, Gerard. So let's just kick off with, the first award, which is our distributor of the year. And distributor, helped Sophos clearly outpace the market in a in a very important region. I know we're we're investing a lot in this region. We just announced a data center recently, which was great. And, ever since we appointed them last year, they've been driving significant improvements across their their business objectives, and most duly down to having a huge number of dedicated Sophos resources that are providing great services to their partners. So I'm absolutely thrilled to announce the the distribution partner of the year goes to, Starlink in The Middle East. Congratulations, Starlink. Great job. Great job. Okay. So well done, Starlink. So our next partner is the MSP partner of the year, and this is a very partner that's expanding both regionally and locally. It's one of the fastest expansions, certainly, I've I've seen for the last ten years. They're one of the largest, if not the largest, MSP, flex partners that we have, and they're enjoying an amazing growth from a very large number. So I'm delighted to announce the MSP partner of the year goes to Zephy in France. Fantastic. Yeah. Fantastic results. Really looking forward to what we can achieve together this year. So congratulations. Thanks, Jared. Okay. Our next award, two to go. So MDR partner of the year, very, very difficult because we saw some amazing results right the way across, pretty much all of our countries on on MDR. So extremely, difficult to to pick a winner here, but we had to. So this partner from a very large number saw explosive growth, a 165% growth, year over year. They won some critical and really significant projects across multiple, verticals. And one of the reasons for that is that they have integrated, Sophos MDR into their SOC and are providing a whole plethora of services around, the MDR service. One of the main ones is local language to their customers. So I'm absolutely thrilled to announce the MDR partner of the year will goes to Beclay. Congratulations Beclay. Great to see the work that we do together in Germany. Looking forward to how we expand that across the rest of the regions, but great job. Congratulations. Okay. Thank you very much, So, the last award, for partner of the year goes to a partner, again, that saw amazing growth, from a still from a very, very large number. Delighted to see the performance around new logos. I mentioned that's a key focus area, for us and one we are looking to drive. Again, extraordinary, MDR, you know, is is propelling, the business, and a great result on on deal reg, 55% growth. Long term partner of us, highly committed, one of the most skilled partners in the country. I'm absolutely thrilled to announce, the EMEA Partner of the Year award goes to Cyber Labs. Well, congratulations, Cyber Labs. Outstanding job. Love the new logo. I'm sure we can beat that this year. Just great go to market, great partnership, and, you know, looking forward to what we can achieve. But congratulations to all the winners, across EMEA. I know we've had a number of regional winners as well and all the experience shows, so congratulations to everybody. But thank you so much for all your partnership, and I look forward to meeting at these four award winners over the coming months. That's great. Thanks thanks, Gerard. So that pretty much concludes today. I just wanna say again from my perspective, well done to all the award winners, and we appreciate your time today. Please, engage with us, your Sophos representative or distribution partner. We wanna take these opportunities forward. We're very excited about the year ahead, and we wish you the very best. Thank you again. That concludes today's call. Thank you very much.