Name: Sophos Channel Business Update | August 2025
Uploaded: 2025-08-14T06:07:50.487Z
Duration: 54 min 32 s
Description: Sophos Channel Business Update | August 2025

Transcript for "Sophos Channel Business Update | August 2025": Hi, everybody, and thank you for joining us for our APJ quarterly channel update session. This session will begin in just a couple of minutes while we wait for everybody to arrive, but just a couple of housekeeping things before we get started. If you do have any questions throughout the session, please feel free to pop them in the the questions panel in the q and a section on the right hand side, as well as we do have some documents available on the right hand side for you to review, post this session as well. We will be recording this session. So you will be receiving a copy of this recording, at the end of the session. But we'll just give it another couple of minutes for everyone to join before we get started. Alright. Good morning, and, good afternoon to our APJ partners and distributors. Thanks, Shah, for the introduction and for for the time hold. We're gonna give it a few more seconds, and get started in about the next thirty seconds. Just waiting for the rest of the partners to come through the lobby and our distributors as well. We've got teams from across APJ joining us. So we'll start momentarily. Okay. I think we will kick off. Welcome again, everyone. Good morning and good afternoon, and welcome to our APJ channel quarterly update. We have a number of guest speakers here today, various subject matter experts in their various lines of business, and I'll introduce introduce them a bit later on as we kick into the content today. Firstly, let me share with you, what we're looking to cover today, which is the quarterly business update, but with a very big focus around our new partner program, which was launched in the last few weeks. So today is really an opportunity for our partners and our distributors to hear from us, understand what the growth boosting as well as productivity boosting opportunities are for you from the new partner program, the new efficiency with our quote to cash portal, and and and new, opportunity manager features, which we will hear about and go through a demo on the call today as well. We're gonna hear from our managed service provider teams around MSP activity and a new program called Elevate. And then we're also gonna talk in a bit more detail about the promotions campaigns that we are bringing to the market in APJ today. Many of you will be aware of them, so some of the campaigns and promos will be a refresh but also a update for many of you. So as I kick off today, what we normally like to do at Sophos and very much a part of our culture in the business is extend gratitude and a sincere thank you to our partners and to our distributors and MSPs across the region. We work in a market where we are trading with thousands of business partners on a daily basis across up to 15 countries in APJ. What you will notice on the screen is also the the new Sophos logo and the new branding. So I wanted to take that opportunity to firstly share with you what the new branding looks like, and please feel free to download the branding guidelines and the new marketing tools that are available to you as partners and distributors. But also to extend this very sincere and special thanks to all of you. We've had a consecutive five quarter, growth and attainment across the APJ region. We've seen very strong momentum and tailwinds in a lot of our markets. And while we're not gonna be talking through all the numbers today, the primary objective is to share with you the updates on the new partner program that we're launching. But it would be remiss for us to not say thank you and very appreciative of the business over the last number of quarters. We're gonna go out and hit a sixth this quarter and have six quarters in a row, of continued success across the region. So thank you for your support. With that, the new software partner program, this is a launch that is officially being announced globally in the last few weeks, and we're gonna take some time today to walk through what does that partner program mean for you, a partner and a distributor, and what are the benefits, to you as we've redesigned the new partner program model. So I'm gonna get started just with the first area, which is how we are improving the go to market models for our partners and ensuring that that experience is consistent for you. If you're a partner from our Sophos ecosystem, our managed service provider, forums and communities, or even some of our, new SecureWorks partners that have been working with SecureWorks for many years. The objectives here are to improve the global partner experience for you. We've designed a modernized framework in the new partner program to help you focus on driving growth. It's not just about the participation, but also about the performance and the reward, for performance in certain areas. So I will share with you a little later the different tiers in the model and some of the basic requirements that we've put in place in the new partner program. Today is really just walking through the different tiers of what that looks like and the benefits for you, our partners. We're also bringing together a unified go to market model and program to support the combined organizations with Sophos and SecureWorks now. So partners across the region, across all subregions, and globally will expect that unified partner experience, and and appreciate that at a global level. And then finally, it's also all the flexibility that we bring in in for the partners, meeting you where you do your business. If it's as a managed service provider, a distributor, a partner that's reselling solutions and products, or a partner that's just selling services. So as I step through some of the components on the new partner program, ultimately starts with these four key areas around, productivity, growth, unification for you, our partners, and and bring in that market advantage to you, through the new benefits and through the new tiers, recognizing partners for their performance and for their efforts. What I'll do on the next few slides is walk through each of these elements, share a bit more detail. Please take note if you have any questions. You're welcome to put them into the q and a, and we will be addressing questions, as we close, the session later on. So let's just move forward onto the unified market advantage for you, our partners. So looking at this, if we take a look at what we've been hearing from our partners over the last many quarters, we run surveys with partners across APJ, across the globe, and various geographies. We know that our partners are looking for better consistency and a unified program as companies have come in, new technologies, new go to markets. Partners are looking for a streamlined program. They're looking for a powerful platform and a portal, and we've we've got Barry on the call with us today. We'll share some of the new opportunity manager and portal navigation. But in terms of streamlining and looking at that powerful platform, this is a key part of the unification within the new partner program. And so you will see Tejas training. You'll see unified certifications. You'll see sales incentives, renewal process, and protection across our partner program, for all partners, that are operating in the Sophos partner program. As I move forward, having a look at the growth framework, this is an area that you will find has been redesigned, from the ground up, taking the best of the Sophos partner program as well as the SecureWorks program where we've learned a lot, particularly in some of the larger accounts, and we're gonna be bringing those benefits officially into the partner program later this year, literally within the next few months, and I'll share more about that. But the framework is designed to make it easier and more rewarding for you, our partners. Right? So as you've evolved with Sophos through the different tiers of silver, gold, platinum, we'll be introducing a new tier as well, which I'll announce a bit later if you've not already seen that. But new partners that are engaging with Sophos and enrolling in the partner program will sign up and, by default, be seen as a silver partner, gaining silver partner benefits as they continue to develop and grow their business, defeating those cyberattacks in their customers. We'll introduce a new titanium partner level, which I will share with you later what that looks like, but that will now be an additional level in the program for those top performing partners driving that incremental business and really focusing on the right benefits for those partners, which I'll elaborate on as well. So as I move forward, if we just have a look at the next area, this is really focused on that strategic investment and how do we support you, our partners, now to drive that growth, through the strategic investment into the channel, through our distributors, and also available to our MSPs. So we're investing in making it easier for you, our partners. We're seeing the enhanced partner and customer experience. So many of our customers today that happen to talk to customer support, customer experience, talking to our renewals team, etcetera, we look into have consistency in that engagement and rewarding partners for driving success. I'll give you a quick example. We have four and a half thousand partners working, on opportunities every quarter, sometimes every week with Sophos around certain opportunities in your customers. The self-service tools through our partner care team, through the quoting features that Barry will take us through a bit later, these are enhancements and investments that Sophos are bringing to the partners to make it more easier for you to engage with us, giving you dedicated customer success teams to work with your customers, and, obviously, simplifying some of the, partner program models ensuring you get the right protection on your renewals through the incumbency policies. So this all supports one goal, as our team say, helping our partners grow and keeping customers happy and protected. Finally, just one of the key pillars within the new partner program is focused fundamentally on the ecosystem and being a differentiator in terms of a Sophos partner today, making it easier for partners to work with us, giving you an advantage in the market, being able to return respond to quotes quicker, respond to deal regs quicker, get the protection you're looking for on your opportunities, being able to access training and enablement in a much quicker manner. And all of this reflects on the focus we're making for our partners in the market today, making it easy and simple to do business and more valuable to do business with Sophos. So this is the framework related to the new partner program as we launch in that. What I'll do now is spend a few minutes just talking through the timelines of what has been done over the last few weeks, and many of you have seen the enhanced quote to cash, our CPQ experience for partners. This is how quick does it take, for your customers inquiring around a solution or product to processing quotes through distributors and getting that turned around to you, putting that proposal in front of your customers as soon as possible and as efficiently as possible. What we've done is announced the new CPQ enhancements. Barry will take us through that live demo in a few minutes. Secondly is the announcement of our new partner program, which took place just a few weeks ago. But with that has come a new partner program guide. For those of you on the call that have taken a look up in the documents that are available and resources available for you on today's quarterly business update, please jump onto the documents tab, download the new partner program guide. There is a lot of information in there that we just won't cover today related to unique benefits and some of the detail around the new program that you might find very interesting. So please have a look at that in the documents attachment. And then finally is what has been completed to date. We've launched the new partner program. We're starting to see a lot of messaging coming out, particularly with the new branding and the new logo from Sophos as well. Partner program guide is attached here. And we are also going to be announcing a new sales certification and digital badging, for our partners, which will become available in the next few weeks. So I'll then I'll share more on that in the next couple of slides. Finally, in the second half, as we continue driving towards our unified partner program model with the focus on strategic investments and the focus on growth frameworks for you, our partners, you'll also start to see further investment in our managed service provider programs like the elevate program and possible rebates and benefits around that model for partners enrolled in elevate. And that will also be covered today by our MSP team, by Naina, which we'll hear from shortly as well. There are teaming agreements and referral programs we'll be introducing into our model. For the partners on the call today that are working with some large global big tech vendors and other large vendors that have got teaming agreements and referral programs. Many of you will be familiar with that. But know that these are benefits we are bringing to the market because our partners are asking for them and because we've seen them as best practices, from our SecureWorks business as well. And then unified deal registration and quoting. So on that note, partners today that are really interested to talk to Sophos, you're inquiring, you're looking to do demos on any of the SecureWorks product solutions, particularly the Tejas MDR platform, please know you have the ability to start quoting and start submitting deal registrations today through our partner portal on that. Probably brings me to the next slide in terms of the key partner program highlights that we've seen over the last few weeks. And the most important one that I'd like to really share with you is what that unified go to market looks like in terms of selling Sophos solutions today. And our Sophos partners can now sell the SecureWorks now Sophos Tejas MDR platform. Any partner selling our core Sophos products as you have in the past, as you continue to, remains business as usual. And for partners looking to sell the SecureWorks stages, products, know that the deal registration submission is now being consolidated and unified in our partner portal. Any partners who may be working in mid market, large enterprise customers, looking at, considering, maybe your teams have already completed a lot of enablement around the Aegis platform. You may be looking at this opportunity and thinking, how do we get pricing? How do we get price protection through DealReg? This is all available through the Sophos partner program portal as it is today on our deal registration program. So integrated, unified for you to take advantage of as well. The next thing I just mentioned here is that the deal registration team is validating all opportunities, and, obviously, we ensure that there's no duplication. That's a standard process from a deal rich perspective. But only one MDR and or XDR submission can be submitted. Sometimes the supporting technologies, the underlying technologies for the service, sometimes there's an overlap there. And and so we're very conscious of that and make sure that we validate all submissions that come through. So that's more of a reminder. And then finally, just the one approved deal registration opportunity, the deal will appear in the partner portal as many of you know that. But, no, for those that haven't used the deal registration program before, jump onto the portal, submit a deal reg, and you will only see one opportunity, once it's approved, and we only have one opportunity per customer opportunity. That then activates your quoting process. That then activates the ability for you to go into the opportunity manager once the deal reg is approved to then start your quoting process. On the TEGIS side of things from the SecureWorks business, the TEGIS approved deal registrations also go through our partner portal. However, then you will be contacted by Sophos sales rep to provide you the quotation, with the necessary discounts at your partner tier. So any SecureWorks, tedious opportunity, deal regs that come in, please know that you will be contacted through a Sophos sales rep who will validate the pricing. Ultimately, we are activating this through all of our distributors across the APJ market as many of you know today. With that, I am going to just touch on our digital badging and certification points model, which is being announced as a part of our partner program today and over the last few weeks. We are moving to what the industry sees as a best practice related to points based certification programs. Now this is really exciting. This is something new to Sophos and new to our partners. But just walking through a very quick example up here on the screen, you will see that we've introduced, both the sales and also the technical certifications. Partners can earn points. This will become into effect over the coming quarters as we are rolling out the new partner program, but know that there is a selling Sophos quick start training available. We've got the selling Sophos fundamentals training. And then as well as any of our other selling Sophos MDR, endpoint, etcetera, sales certifications that are available to you, today to go and start earning points in order to qualify for the sales certified digital badge. The same to be said for our technical certifications, and this is where we are offering and rewarding much higher points, you know, 25 points, 50 points for different levels of technical certification. That includes our engineer certification, our architect, and our technician certifications where the technical community and our presales community are also earning their architect digital badges, through this process. With that, we will also be extending, further programs to reward partners as and when you earn in digital badges and accumulate in them as a business, as a partner. The reward in our most engaged partners. And that point system will allow us to do that, create unique, incentives and benefits for you, our partners. And you'll start to see this being represented through our partner locator, through the pricing programs and incentives that we will offer to our partners. The champions program, advisory boards, these are programs we are looking to develop and start rolling out over this year going into the new year as we start to, gain some traction here with the new certification program and digital badging. So look out for more on that. I'm really excited about that, and our partners have been asking for that, for some time. So looking forward to seeing some traction there. Now before I hand over to Barry, just in a few moments, I wanna walk through what the basic structure of our partner program point system will look like. And, certainly, please a reminder to download the partner program guide that is here in the, chat on the documents as a resource for all of you. So today, a partner joins the partner program. They enroll. They sign up, and they get work flowed. They will begin as a silver tier partner. They will start to build up points through training certification and at the same time start selling soft cost services and solutions to customers and meet certain low billings attainment benchmarks. As partners continue to contribute and grow in their activity, grow in their performance, we see them requiring a higher number of points to get to gold. And with mid tier billings, we have different billings quotas, for four different groups of countries globally. And most of our APJ countries operate in the group b countries group b category where the numbers are pretty consistent across the board. Again, you'll find a lot of that information in the program guide. As partners then continue to build, doubling the number of points they've earned through certifications and training, but also a much higher, US dollar billings attainment target. We see partners attain in that and achieving that platinum tier, right up towards the top. And then the new partner tier that we've introduced, which, again, I'm really excited about new, and we are seeing many partners already starting to ask questions about how do they stretch up, you know, to these titanium, partner goals and targets, which is really encouraging. So as we introduce the new certification points, the new digital badging, we see in sales certifications, technical certifications coming in, and the points system to help partners, build up their profile and attain higher tiers. We're looking forward to launching the dashboard for this in October, which is just in the next couple of weeks. So we're just under two months away. Until then, current requirements remain in place, so please just take note of that. But this is exciting to see what's coming out over the next two months in the new partner program. With that, I am just going to leave that snapshot there before I hand over to Barry. This is what our new partner tiers look like in the partner program. Over time, our authorized partner category will see many partners transition over to silver. New partners signing up to the Sophos partner program will default to silver going forward, and we'll see many of our gold platinum partners transitioning, developing, growing into the tiers as they start to develop, around performance, investments, etcetera. With that, I just wanted to thank all of our partners. Know that this is a transition period. We're doing really advanced communication on this new partner program. Excited about it, energized about it, how partners are gonna see really good benefits through this. With that, I'm gonna hand over to Barry Weller. Barry, welcome. Good to have you here. And Barry's gonna take us through the new portal enhancements. Well, thank you, Chad, and thanks for that overview of the new partner program. It's something we're very excited about. And just as much as the new partner program are some recent enhancements that went live in the Sophos partner portal back in July. So just over a month ago on the July 9, we've had some improvements where we've kind of migrated from one platform to another and made some enhancements to hopefully make our partners experience in the portal better. We're looking at the opportunity manager and the devices and licenses in the past. Those were two separate pages, and they used to take almost a minute or two minutes to load based on the number of opportunities and licenses you sold. We've now combined that into a single page, just two different tabs, but they have a unified search and unified filters. So if you as a partner log in and you go into the new portal and you're looking at the either devices and licenses or the opportunity manager, you type in your customer's name, you search. You'll be searching for both existing opportunities and all of the licenses that customer has that you sold to them. You'll be able to see that in one unified search in two different tabs. So it really improves the user experience for you, the power users, as well for new users having a more simplified experience. Specifically, on the opportunity manager, we're providing more quote details so you can see specifically what different quotes contain. An additional one will give you direct access to the quote line editor, saving you mouse clicks and displaying the contract number. So this was a new concept we rolled out with our system updates back in October 2023. We're now displaying this in the opportunity manager just to give you some additional context to how the contracts are used to group those licenses that all have the same end date. That would be renewed by default within the same opportunity. In the devices and licenses area, there's an additional enhancement for our distribution partners. They'll now be able to search for licenses even if they're not the incumbent distributor. So if you, as a reseller, work with more than one distributor, you'll be able to go to a different distributor if they're not the incumbent. And if you provide them with the license number as well as the end date, they can use those two pieces of information to search and find that license, allowing them to generate an opportunity and provide a renewal quote for you as the reseller who is the incumbent. So that's a benefit that we provided to our distributors. And then for both distributors and resellers, you can initiate the ability to change a customer license midterm. We call that internally and amend and extend, so you're changing their current contract and also have the option to do a renew renewal midterm. This allows you as a partner. If you have a customer who's halfway through their three year license and they want to upgrade from six to MDR, you can now go into the partner portal, find that license, create and amend opportunity, choose to extend that for a new three year contract. The reseller and customer will get a credit for those unused portions of what they've already paid for that will be applied to your upgrade, and that would allow you, as we call it, to do amend and extend, which is some new capabilities that you had before our transition back in 2023. We're bringing that back and it's now available to both resellers and distributors. The last part on the devices and licenses were increased the number of records that will be displayed. There used to be a total of just a 100 pages. Now there are a thousand pages. Each one of those have 10 records on them. So large partners, our distribution partners will be able to see more records in that device's licenses area. In the bottom left, within the quoting experience itself, streamline the buttons, made a lot of the redundant mouse clicks or non value added clicks to get through to create a quote have been reduced, and hopefully simplified it for new users and increased the speed and efficiency for our power users. It also updated the ability for you to search for promo codes. Works a lot better than before where it just provided some suggested searches that you used in the past. Now you'll be able to search the entire system for available promo codes. And then for our resellers, the partner compliance dashboard where you can go and see how you stack up for your current partner level or how close you are to the next partner level, what certifications you hold, when those certifications expire, and who holds those certifications are now available right in the partner compliance dashboard. The certifications are updated in real time. So once you complete the training course in our learning management system, within the hour, that'll be populated in our Salesforce instance, and that will be displayed in your partner compliance dashboard. So really able for you as partner to get a better in context help for where you currently stand for being compliant. The next few slides here are some screenshots of where I talked about this unified opportunity manager and devices and licenses area. You can see here that I have searched for a customer name, hilarious health. And on this tab that's underlined there in the middle of the page, this is your opportunities view, and you can see all the current renewal opportunities for this particular customer. And then on the right hand side, you can see there are some additional drop down arrows If you're looking at the pricing inquiries on the part the opportunity card, you can see the name of the quote. There's also the pencil on the right hand side. That pencil will give you direct access to the quote line editor without having to go through the quote record page. You also have the ability to see where we've named the quote to give it a better description. So you can see here if you have three or four quotes on an opportunity without having to go into each one to see what you're looking at, You can identify right within the opportunity page that this one is the twelve month renewal with MDR with encryption. It's a name that we gave this quote, gives it some better description that you can rec reference and then choose which one you want to send over to distribution or if you're a distributor, download your quote documents or right from the portal, submit that order. Now if I go over to the next tab, this is the devices and licenses. I'm still on the same search, Hilarious Health, and I can see all the different licenses that I've sold to this customer and the expiration date of those licenses, the contract they're housed within. So this allows me to quickly and easily move between my existing opportunities, which you may remember renewal opportunities are system generated six months before the licenses expire. But if you have a customer asking for a renewal quote eight months before their licenses expire, this is where you can find it and initiate that renewal opportunity. Additionally, we streamline the new quote creation process. So if you're here on an existing opportunity and you're creating a new quote, we streamline that where you pick the start date for where you want the licenses to start, pick your term. That's always been there like in the past. But we've updated to provide some clarity on what products you want to add to your quote. So you can pick the product families, save this window, and it'll it'll automatically populate or set the filter, which we've skipped that step. But the search criteria for your filters will be set based on the products you selected. So instead of seeing over 1,700 products, you'll just see those that you've picked and allow you to easily add them to your quote. And then the blue buttons that we've highlighted to emphasize adding promotions in a one click option to approve and generate quote documents. So this allows you to click that one button. You can then go back and edit, clone, or review your quote. Or typically, the next step, people are looking to generate their quote documents. They can, in one step, approve and generate, allowing you to quickly get to the information you need. Now I'm taking a look back on the devices and licenses. You have the ability to amend. That's also been functionality that's been out for over a year where you could take your existing customer licenses and add more user quantities, add additional products to their current contract, or upgrade their current products to higher level products. That is what you were doing when you're amending a contract. You weren't changing the end date. The new option we provide both resellers and distributors when you're looking at the amendment quote builder is you can choose to extend the contract. This will allow you to do that midterm renewal where you can take the current products, get an allowance for what's left over, and then extend those licenses out for a new three year agreement or one year agreement if there's customers looking to do an upgrade and kinda renew early and get those enhancements right away. So that's how we provided the ability for partners to kinda simplify their quoting and management of the licenses. This last part is the compliance dashboard. This is a view of the old partner compliance dashboard where we have the table, which describe the revenue requirements and certification requirements. We brought that into the new environment. We we also have this drop down arrow by each of the different certification buckets. So for sales, I'm looking right now at an architect. I can expand this down. And if I'm a partner portal administrator, I can see who at my company holds architect certifications. And in this example, I have one of the two that are required for platinum, and I can see who it is that holds it, when it expires, and what the status is. And I can now see for one of my employees, I can reach out to them and encourage them to take the update training to potentially get that second certification. But I can see right here in the partner compliance dashboard who the individuals are who hold those certifications, making it a benefit instead of having to go back to our learning management system and export a transcript to see who holds certifications. So that's what I have for today. Gonna hand it over to Nana to get into some of the updates around the MSP elevate program. Thanks so much for that, Barry, and thank you everyone for joining today's session. Before I jump into the elevate program, I wanted to take a minute quickly and talk about, why surplus MSP. If it's something you've not had a chance to explore with us before, I wanted to mention that, you know, it is an amazing wrapped market that we offer, next gen resellers, tech service providers, cloud service providers, any partner of ours that's managing, you know, their customer security environments and offering more, than security and truly operating on a managed services, scale. So the program is really based on consolidating the offering onto a single platform. It is something that we've seen that can help, improve the operational efficiencies of MSPs, usually from around by 48% of their day to day management time. And, again, this one vendor approach that they can manage through a single partner dashboard helps reduce the complexity, for managing their customer environments as well. The program also offers a very competitive pricing model, and it's a great way to really ensure that you're across all the blank space opportunities in your customers. You know, you can quickly see which one of your tenants are not using email but are using endpoint, and you can quickly go in and make sure you're positioning, an email service through to them, particularly so far as email. But how have we structured the program? There's a couple of different ways to get started with, MSP. So we've got our foundational MSP program offering. So partners are required to sign, a valid t's and c's as a part of their reseller and MSP agreement. This allows them to start consuming, partner owned entitlement, and it's a great gateway to start exploring the program. The next step is truly our, MSP Connect flex program. It's what I referred to in my last slide. This requires a couple of additional steps for you to get started, which is, we need you to have your SC zero one in place, which is the sales certification. We need you to get your make sure you have approval for monthly billing through your regional TST. And, again, that you're able to offer level one support to your customers and help manage their environment. The billings for these are done through consumption based aggregate billing, something we're happy to walk you through one on one and explain the pricing to you. So definitely feel free to reach out to us if it's something you wanna explore. But, really, the main focus of today is our premium tier of MSP program, which is MSP elevate. This is something we introduced into market and globally really in May, and from then, it's just taken off. So what do you get as a part of the program? What is Elevate? So Elevate is a program that's designed for us to engage with our partners more deeply to solidify and go deeper into the partnership and really accelerate their business with a return in nonexclusive commitment from them to sell Salesforce solutions. So what do they get, or what do partners get, as part of the benefits? So you get the exclusive MDR bundle for MSPs. You get 40% discount on network in a box hardware bundles. I'll talk a little bit more about these in the next few slides. We get, free architect training courses. They're a great way for you to help level up your technical team so that they're able to deploy the solutions more efficiently, more effectively. And then coming later this quarter and further into the year is going to be more growth based based accelerators around rebates and incentives and, elevate only programs. So watch this space because we're gonna explore those and talk about those, in the months to come. What are we asking for you in return? This this premium tier of the flex program, again, because the elevate sits on the existing Salesforce flex program, does ask for a minimum commitment of a $2,000 USD monthly spend across total flex billings. This if you look at the bottom of your screen, we've broken that down into regional currency. So for the APAC region in AUD, that's a 3 k monthly spend. India, that's a 170,000, rupees monthly. In yen, that's 300,000, yen in Japan. And for, China and ASEAN partners, that's going to be $2,000 USD, minimum spent. This twelve month commitment is something that sits on top of the flex program. So, again, we have you enroll into the program at the end of twelve months. It will you have the option to, swipe out of the program, but we really hope you'll stick with us and continue to enjoy the amazing benefits that are a part of Elevate. So one of the core, benefits of Elevate is this exclusive MDR bundle for MSPs. I do kinda wanna double down on this and say that this all in one bundle almost is available only to our Elevate partners. It is not available to any other partner or through any of our other programs. So what's in the bundle SKU? The bundle SKU includes MDR complete or MDRC as we call it. And on top of that, it includes all our integration packs. It includes Sophos NDR and one year of data retention. This sits with the pricing of whatever band of MDRC you're on. So if you're an existing flex customer, it is your MDRC price on endpoint plus a 20% uplift that gives you your price for the bundle SKU. On top of this, your server and endpoint pricing comes into parity. So if you're managing a large state of service, if you service Linux heavy environment, this is gonna be a great way for you, to commercialize this and, like, maximize this profits for yourself. This bundle is really designed for a couple of different ways for you to use and maximize, usage out of this. One is to commercialize a net new offer to market. It is an easy, skew. It's a single skew. It's easy to sell. It's easy to communicate to customers on the value of MDR across multiple verticals and onboard net new customers. On top of that, this is also a great way for you to standardize your offering across your entire base. And again, with that price point that we just talked about, it's a great way to increase your profitability. The integration packs that are included, it's another way to make sure that your customers are, protected at every level. So if you've got a customer that's using a third party email, they've got third party identity, you can still make sure that our MDR team is able to collect and contextualize all of that telemetry and make sure that the customer continues to stay protected without any additional investment on your part. The MDR continues to offer comprehensive network detection and protection. Again, great to use in environments which is very device heavy. And last not not last but not least, as you can see the one year data retention, it is a really key differentiator particularly in verticals where compliance, is going to be very important. There are, you know, verticals in every market that requires a minimum of one year deduction rather than you having to source that and provide that for your customer. You'll find this included in the bundle. Couple of other things I want to mention around the SKU is that this bundle, although is a part of elevate, it still remains flexible. You still choose which customer you want to apply this, bundle to or which customer environment this is not suitable for. This is not something that you're gonna be able you'll you'll use across your base. You can if you want to, but you can also identify the correct customer for this offering and ensure you're giving them, the best opportunity to use this bundle. I will kinda double down here and say that there is no change to your existing MDR central pricing or MDR complete pricing. Again, this is just an additional bundle and an additional SKU that you can offer your customers, as a way of to differentiate yourself in the market, which is something I wanna kind of double down here again as well that this MDR market that we're playing in, it is a crowded market. Every day, there is a new low cost MDR player that comes in with this pricing, with the MDR complete benefits all rolled into the SKU. It's a real way for you to, to set yourself apart from the competition. The next thing I wanted to touch on really quickly in the interest of time is the exclusive 40% off discount on network in a box. So this is available that the network in a box is available to all partners, but this 40% off discount is only available to partners who have enrolled within Elevate. It is a go to bundle of firewall APs and sixes, and, again, a great way for you to onboard new customers, onboard and expand your firewall footprint into customer environments. If you want to kind of sit down with us one on one to see if you're ready and eligible for elevate, if your billings are where you'd like it to be, or if it's simply a program you want to explore, feel free to reach out to us at apjmsp@surfoss.com. But if you're ready to go ahead and get started today, you'll find the t's and c's in the partner portal. You'll go ahead and receive a welcome email from us. And after that, you're good to go. Off to the races. That's it for me today. And for that, I'd like to, hand over to Dale Revna. Thanks, Nona. Good afternoon, everyone. Good morning. Thanks again for joining today. So as well as launching a new rebrand of Sophos logo, new partner program, partner portal enhancements, and our MSP elevate program, we've also launched, some new campaigns and promotions to help you guys sell Sophos. These campaigns are aligned to our f y twenty six go to market sales play with the first being neutralized cyber threats 24 by seven. This campaign includes everything you need to build your lead generation plan out with an execution guide, tool track, co brandable emails, social media kits with graphics, and, collateral and landing pages. So we have launched a total of four new campaigns, which are available on the partner portal under our marketing tab. We have a Fortinet displacement, ransomware defense, detection and response for your network, and reduce risk with MDR campaigns available. Within the campaigns in a box, we have both partner and customer facing assets, which includes sales campaign guides, premade presentation decks, sales assets such as, solution of overviews, battle cards, and desk aids. And for your customers, we have demo videos, white papers, and many other resources for you to use in your customer conversations. So by 2026, 25% of Fortinet's firewall install base will reach its end of life, which is why there is a great opportunity to position Sophos firewall as a superior alternative. So alongside creating the campaign assets, we've also launched a very competitive and profitable promotion for partners and customers. This promotion gives 50% off the firewall and 50% off the three year term for extreme protection and an additional 5% extra partner margin. So this pricing is actually around 20 to 40% better off when compared to our 99% off XGS promotion. And partners can also take advantage of our dual registration benefits to lock in even further discounts and also price protect your opportunities. And if it's a new logo, there's also an additional 10% deal reg booster incentive that can be applied to your opportunity. And to make it even more enticing, we've now launched, as of last week, a bonus incentive for new customers to Sophos. So as well as the XGS firewall promo, new customers can now also get a 100% off 25 endpoint protection user and three server licenses. So this will help in not only displacing a competing firewall vendor, but also attach an endpoint and maximizing a customer's investment with you and Sophos. So by consolidating firewall and endpoint, customers can take advantage of our synchronized security, which allows communication between the network and endpoint and can trigger automated response actions such as device isolation to prevent lateral movement. So what we're asking our customers is to take our endpoint solution for a a one year test drive and experience why we have been named a leader in Gartner's Magic Quadrant for endpoint for 16 consecutive reports. And just another reminder in our dual registration booster for new logo or new customers, this just does not apply to the firewall. It's an additional 10% partner margin on top of your dual reg discount for all products. So we did cover this in the last partner update web webinar, but as a reminder, we do professional serving services team. It's a high touch program designed to ensure customers are deployed correctly, their team are well trained, and get optimal protection, detection, and performance from Sophos products right from the start. But opposed to using our professional services team, we've created free training for our partners to be able to also deliver this and embed or augment into their service offerings. So all of these courses can be found in the partner portal, but you will need to connect with your distributor first so they can place an order with Sophos to issue you with a voucher code. So I think we are ready for q and a, so I'll ask the other presenters to join, and, let's review. That's great. Thank you, Dale. We'll just wait for the rest of our presenters to jump on the stage with us. Well, thanks, Dale and Naina and Barry. Thank you for all the updates today. I'll just quickly wrap up for us, and we're gonna move straight to q and a. Lots of content and messages shared there. As a summary and reminder for our partners distributors across the APJ region, the new partner program is focused on improving your engagement and your experience with software so you have a global partner experience. Doesn't matter where you are in the world and or in which country. Our modernized partner framework helping focus on rewarding partners for growth and, obviously, bringing together a unified go to market strategy with Sophos and SecureWorks. And then finally bringing in that flexibility for partners and for Sophos to meet our partners where you are, where you engage, and where you operate with your customers. So looking ahead, the new partner dashboard, that's coming out in October, that will give you a lot more visibility and, flexibility in terms of how you're tracking on the new partner program requirements, certifications, etcetera. I'm really personally excited about those digital badges, so please look out for those and more to come in the following weeks. Barry, thank you for the update on the opportunity manager. I think the summary there for the partners is making sure as you submit in your deal registrations, you will get those opportunities coming up in the partner opportunity manager once you've got the approved deal register. Please focus on that. Remain disciplined on submitting your deal registers. You'll also be able to review and see the Tejas deal registration, ability there as well for you to submit deal regers. Finally, the new incentive structure, the new rebates program, our global SPIF programs, which we're announcing over the coming months as well, targeted business development incentives for you, our partners, for strategic growth and alignment more into the enterprise and mid market space, new co marketing campaigns that are available for you to generate demand and build pipeline within your customer base. And then finally, just to close on the tiering model, the tiering structure is a very clear path for partners and Sophos to continue unlocking opportunities on a very strong, powerful platform and supporting our customers that are investing. We're here to support you on training, sales motions, and ultimately driving customer success. So with that, thank you for hearing us out today, going through all the details. We're gonna go to questions on the q and a side. I just wanna check if we have any questions coming through here at the moment. Let me just have a look. I don't see any particular questions coming through right now. And so we're, almost at time anyhow. So I might just remind our partners, please have a look at the new parking program guide that's in the documents. Have a look at the partner academy and the schedule of training that's coming up as well, as well as the partner webinars. And then finally, it would be opportunity to close on the firewall takeout promotion that has just been launched this week globally. For any new customers looking at a Sophos firewall, they are entitled to this promotion for up to three year term licenses of 25 user Sophos endpoint licenses and three server licenses well with new Sophos customers looking at the firewall. So have a look at that promotion. That promo takeout is there. That will continue running through the remainder of this quarter. With that, we haven't received any questions. Obviously, we've covered quite a bit today. We are recording the session, and we will be submitting, the recording back to you, with the feedback as well. So with that, I'm gonna wrap up. Dale, Naina, Barry, anything you wanted to add before we close? All good. Thanks, Nina. Okay. Excellent. Well, thank you, everyone. Thanks for the presenters today. Please do share the recording with your sales teams. We've got hundreds of partners on the webinar at the moment, so please do share the recording. Download the promos and the guides, and we look forward to seeing you in the field, over the coming days and weeks. And thank you again, for your commitment and your support to Sophos as well. Have a great day, everyone. Thank you.