Name: Sophos MSP Flex: Elevate Your Partnership with Sophos
Uploaded: 2025-03-06T19:01:17.290Z
Duration: 41 min 28 s
Description: Sophos MSP Flex: Elevate Your Partnership with Sophos

Transcript for "Sophos MSP Flex: Elevate Your Partnership with Sophos": Okay. Hello, everybody. Thanks for joining the webinar today. Today, we're gonna be talking about the Sophos MSP Flex partner program. My name is Marc Yap. I've been with the company for just over seven years, managing our MSP Flex channel, and, very excited to talk to you about, what we have to offer with a specific MSP Flex monthly model. Now I know a lot of you in the audience, probably do work with Salesforce already as part of our reseller or our term channel. Today, our goal is to make sure that you understand that we have another very MSP friendly model, that might suit your business. So just a few housekeeping. We will be sending out the, content and slides as well as the recording. And, also, we're gonna be taking live q and a. So if you do have any questions that pop up, feel free to interrupt us. Just ask us any questions. Throw it in the, q and a chat. We do have Megan here who's gonna be moderating the chat in the q and a, to address any questions you may have. Now many of you have already worked with Sophos in the past, but I did wanna give a quick update on, some numbers. So today at Sophos, we have over 600,000 customers. The most important statistic here, I think, is that we only sell through the channel. We are 100%, channel only, channel best, whether it's through our reseller model, which many of you here, are part of, or our MSP Flex model, where, we are billing on a monthly basis as part of the MSP flex, channel model. So 25,000 partners today. You'll see that I updated the slide, and I put, that's before SecureWorks acquisition. We did make a significant acquisition recently of SecureWorks. We expect some of these, numbers to increase, of course. We are also the largest pure play MDR provider in the world with over 26,000, and growing unique customers on our managed detection and response. So we'll talk about that a little bit as well and how our MSPs are leveraging MDR to augment their security services. We expect a lot of great enhancements with the SecureWorks acquisition as well. For example, today, we integrate to over 100 strategic, partnerships and technology partners. We expect that to grow to well over 300, with the SecureWorks acquisition. So, again, channel only, channel best. Even in our MSP flex model, we are providing you with the products and services, to to build your security layers as part of your managed services offering, all through the channel, not selling direct. Now out of our 25,000 partners that we work with today, we have about 7,000 that are part of our MSP flex program that are billing monthly with us, which is fantastic. This number has really, really shot up over the years, and I think a combination of our MSP flex program plus MBR is the perfect fit to service SMB customers. There are so many customers out there today, especially in the SMB space, who are looking for service providers to manage their security, not having the headcount, the expertise, to do so in house. So we're seeing a big shift from customers who traditionally have bought their products and wanna self manage their products, the ones that are looking for managed service providers to not only deploy the products for them, not only sell the products to them, but provide ongoing management as well. And we when we talk about the next step, which is the twenty four seven monitoring, detections, and incident response capabilities, we're providing this service through our Sophos MDR, and it's sold and transacted through our MSP flex channel also on a monthly model, which is fantastic. Now before we jump into how we can help with our MSP flex model, I I did wanna highlight a few challenges. We do understand that there are way too many security tools out there. Most service providers have way too many vendor partnerships, dashboards, logins, different certifications, trainings, requirements. Figuring out all the different price sheets from all the different vendors can be very cumbersome as well. And all the pricing models are not all equal. It could be very, very hard to manage. We're seeing a lot of MSPs spend a ton of time just consolidating their billing and managing all the licensing across all their different customers. Security tools not working, together. It's great to have many different security tools and layers, but when they don't work together where they're not sharing information, there are a lot of gaps and loopholes that the threat actors are looking to exploit. It's also hard to keep up with the latest cybersecurity solutions and technologies, particularly when you work with so many different vendors. And in hiring and retaining cybersecurity experts, it's no surprise. It's it's tough. Not only tough for the end customers, but tough for our partners and our MSPs as well. So, we can definitely help out with this space with our MDR services. We do also provide, like I mentioned earlier, threat hunting, detection, and remediation. Most SMBs and our MSP partners, don't have that built out in house, so we have a really good flexible program, for our MDR, also billed monthly. Out of office coverage, I mean, this is pretty tough. I think most organizations the vast majority of SMB customers out there, they don't have out of office coverage, and most of our actors are looking to exploit organizations, during after hours. Rigid vendor contracts. So one thing you'll notice about our MSP flex model, part of the reason why we call it the MSP flex model in the first place, very flexible. We have no minimum commits. It's all month to month, and we don't have any term contracts. So unlike the, reseller model where you're buying and reselling our products and services based on a term, there are no agreements. There are no monthly minimums or spends as part of our MSP flex model, which is fantastic. Very, very flexible and low risk for our partners as well. And then finally, the overall complexity. I think complexity, the potential misconfiguration of security products and services is a big concern for everybody. And, layering together and consolidating your security with one vendor like Sophos, really can help in this space as well. When we look at the top perceived, cyber risks of organizations of all sizes, The shortage of in house cybersecurity skills and expertise, is always up there. Now when we highlight the SMB space, which most of our service providers are working with today, that shoots right up to, top of the list there. When we look at organizations that are sub 100, that is probably the number one concern for most SMBs, not having the, in house expertise. And that's where you and I, our MSP partners and Sophos, can work together to service these MSP SMB customers. The total addressable market, in this space is absolutely huge, and more and more SMBs are looking to work with managed service providers. So a great opportunity, part of the reason why we've seen this channel grow so much over the years. Most ransomware attacks start outside of business hours like I mentioned earlier. So definitely one of the top challenges that we're seeing. How do we address this when SMBs, most of the time, they don't have anybody monitoring twenty four seven. And even if they have somebody working during, business hours, if there is a breach, if there is a cyberattack, most of them are unable to unable to, respond accordingly. So, again, that's where we, as a combination of our MSPs and our MDR services, can help. Today, you're seeing that 81% of MSPs offer some sort of MDR service. Now the vast majority of MSPs aren't building out their own MDR service themselves. They're working with a vendor like Sophos. So you can look at it as a MDR service that's powered by Sophos. We've built out our security operations team. We have over 700 individuals as part of our x ops team. Our x ops team, are the ones who are monitoring their customers twenty four seven, doing the detections, and having that response capabilities. If there's a cyber incident in the middle of the night, it could be at 2AM in the morning. It could be on a holiday like Christmas or Thanksgiving. You can bet that Sophos will be there with our MDR services, to provide instant remediation for your end customers. So, again, we can't stress enough that most cyberattacks occur after hours. Most SMB customers and MSPs don't have a twenty four seven operation. That's where Sophos MDR can really, really help. So how can we at Sophos help our managed service providers? I really break it down to three main categories. One security vendor that offers over 20 products and services managed in one dashboard where the products and services talk to one another, coordinate defenses. And then we have one flexible program that's very low risk for our MSPs, a very flexible model versus our reseller channel, where you are buying licenses up front on a term basis. And we're gonna be sharing with you how that flexible model works as well. So to kick things off, one security vendor. Think of Sophos like a as a one stop shop where you can layer together over 20 products and services. If you're building out your managed services portfolio and layering together different security, layers, instead of partnering with five or seven or 10, we've spoken to MSPs who work with over 15 different security vendors today. Lot of complexity there. We are sort of a one stop shop where you can layer together many, many different products from endpoint and server protection. We have five different levels of licensing for that from basic AV all the way to our managed detection and response with incident response capabilities. We have hardware such as firewalls, access points, and switches. We also have email and, security awareness and training. So a lot of different products and services you can layer together. And the most important aspect of this is not only is it managed together, but these product and services, like I mentioned earlier, also work together. We call that synchronized security. Synchronized security isn't a type of licensing or a product we sell. It simply means that our products are working together. So if there's a vulnerability in one of the endpoints, our firewall is gonna be able to automatically isolate that endpoint and that user, for example. So a lot of coordination and security, and I think that's very, very important, something that we need to stress. It's great to have many security layers, but when they're all working in isolation, not sharing information, there are a lot of vulnerabilities that can be exploited. From an MSP standpoint, management, can take a lot of time. And when you consolidate your security platform, MSPs could save almost half of their time by consolidating with one security vendor. For MSPs that work with six or more cybersecurity vendors today, and there are a lot of MSPs that work with far more than six different vendors, they can cut their management time day to day by over two thirds. So instead of managing these security products and services day to day, they can spend the time growing their business, acquiring new customers, and overall just providing better service to your customers also. So keep this in mind. I think we're definitely one of the most uniquely positioned vendors in the industry with the breadth and depth of our product offering at Sophos having over 20 products and services that are available on our MSP flex program. The second advantage, would be one management dashboard. So all the products and services that you saw earlier on the screen, they're managing what we call the Sophos Central management dashboard. And I'm actually gonna do a quick live demo, a little bit later in the presentation to show you what that looks and feels like. It's a huge advantage for our MSPs. Today, we want you to use as many products and services under the Sophos umbrella, and manage it through Sophos Central. But we also know that, you know, that that might not always be the case. And that's why Sophos also has integrations to a whole list of third party security vendors also. So if you're using Sophos MDR for endpoint and server, for example, and you have a customer that's using a different firewall, a non Sophos firewall, for example, it could be a SonicWall, a Fortinet, We're able to actually integrate into these third party security products, ingest that telemetry into our data lake, and in turn protect your customers better. We're able to detect better. We're able to respond better should there be an incident as well. So this is just a very small list of the different, third party security vendors we integrate to today. We do have a full list in our website called Sophos marketplace. But just do know that even if you use, some Sophos products, you can integrate them to third party security layers as well, which is fantastic. We're not a closed platform. We're allowing you to also leverage existing investments with other security layers. But, of course, we do want you to use as many Sophos products, as possible. So one flexible program. I do wanna highlight some of the advantages of our MSP flex partner program and compare it to what you may be used to and what you may be working with today with the reseller or the term side of the business. With our MSP flex partner program, it's really monthly with no, term contracts, no term agreements. You're not having to buy the licenses upfront and specifying a estimated amount of licenses you need and buying a one, two, or three year term. It's all consumption based billing. So how it works is we'll, count how many licenses you use on a monthly basis and bill you accordingly for that. So, really, it's very low risk for our MSP partners. No minimum quantities. There's also no minimum spend. The price tiers are also based on your entire customer base. So what we do is we'll take an aggregate across all your different customers, all the different licensing in the same category, and we'll put you in the appropriate price bracket. So unlike the term side where each quote will be discounted based on the quantity, we'll actually consider you the MSP as our customer. We'll add up all the different licenses you have across your customer base, and, typically, your price goes down as you deploy more with Sophos, which is fantastic. Another incentive to layer together more and more products and services under the Sophos umbrella. This is probably my favorite. No quotes are needed. So I was just helping a MSP this morning who is licensing, two firewalls, under MSP Flex, some of their first firewalls, and they asked me for quotes. Instead of providing quotes, we actually have a price sheet that shows you all the different rates of all the products and services. I was able to help this partner turn on the two firewall licenses without the need for any quotes just within a few minutes. Those two firewall licenses will then be add to their bill, and they'll be billed on a monthly basis as long as those licenses are active. So, again, self serve deployment, whether it's endpoint, whether it's mobile, email, security awareness, and training, whether it's licensing for our hardware like firewalls, they're all gonna be self serve. You'll turn it on in the partner dashboard, which I'll show you in a quick demo, and then we'll simply count the amount of licenses and and bill you for it accordingly. One of the other major benefits is to is how to add and remove and upgrade and downgrade licenses. So, for example, if you have a customer on Intercept Lex Advance and you wanna upgrade them to MDR, On the term or the reseller channel, you need to go through the procurement process. You'll obtain quotes. You'll you'll purchase the licenses, apply the license, and then you'll be able to use the new upgraded product. On MSP Flex, believe it or not, it only takes, about ten or fifteen seconds. In the dashboard, which, again, I'll show you in the demo, you'll click on the customer, you'll click on their licensing, and you'll be able to change it to any level of licensing you want. You can go from Intercept x Advance to MDR complete within just a few seconds, and then the product will work right away. And, again, you can do you can make any of these changes twenty four seven even on holidays. You don't have to go through the procurement process and purchase that licensing first. So another great benefit of our MSP flex program. Yeah. Sorry to interrupt. We have a a quick question from the crowd here. Instead of renewing an existing term Sophos license, can they get it on monthly, and how would they do that? Yeah. That's a very good question. We get asked that all the time. So if you have a customer today that that have purchased term licensing, for example, one, two, or three are licensing in the past, you don't need to redeploy. There is a way to to convert it over to MSP flex licensing. So, for example, it's a three year term. You're coming up to the end of the term instead of renewing for another one, two, or three years. You can actually click on a button in the central partner dashboard, and I'm gonna show you how to do that in the demo. It's gonna change the billing type, and it's gonna be monthly billing instead. For firewalls, you need to email our team. We need to change the firewall type to monthly, and then you can click on the firewall and one of the monthly license options. For any of the other licenses under Sophos Central, there is a self serve option to update the billing in the dashboard. Now one thing I will, mention as well is if you do convert to monthly, it will start billing you monthly right away. So most of our customers and partners will wait until the end of the term to make that conversion. But to answer your question, to make that conversion is very easy. Definitely do not uninstall. You do not need to redeploy. We just need to change the billing type. It is the same products and services. It's just a different type of, billing process. It's a great question. Hopefully, that answered your question. If there are any more, definitely put it in the the q and a and the chat. MSPs also own the licenses. So if, your customers do wanna make any changes, the MSP does have to authorize any changes, whether it's changing the licenses up and down, whether it's moving to another service provider. The MSPs have to provide approvals unlike on the term side. When you're reselling a license, the end customer owns the licensing. Oh, and one thing I I will mention as well, I mentioned earlier there's no quotes that are needed. Finding out your cost and quoting to your end customer for the MSP Flex model is also very, very easy. You have a price sheet with all your different rates for all the products. There's no MSRPs for any of the licenses. There's no complicated partner level discounts, no deal reg, no incumbency. You have a specific rate. You know your cost. You can quote up your customer very easily to get approval. The only, the only products that do have an MSRP would be our hardware. For example, firewalls, access point switches, those have an MSRP. Those need to be purchased up front, of course. But any of the licensing, in the MSP flex model, you'll see the reseller cost, which is your cost as our partner. So you can find out your your cost very, very quickly. We also have a lot of RMM and PSA integrations as well. So helping out with deployments, with ticketing, with invoicing, I think that's a big benefit of our our platform as well. We do have a lot of RMM and PSA integrations, and we're continually adding more as well, which is fantastic. I know a lot of our service providers leverage, RMM and PSA, to automate their business. This slide here actually answers, the previous question on how to convert, term licenses to MSP Flex. Again, for central licenses, I did link the guides here as well. There is an update billing function in the central partner dashboard. You can convert it, just within a few seconds. For firewalls, it's also very easy, but we currently don't have a self serve option to convert the firewall license. So if you are converting a term license to monthly, simply email your team, and I do have a contact, a list that I have in at the very end of the presentation. Email our team. We can convert the licensing from term to flex, and then you'll be able to select your, monthly license for that firewall, very easily. So I I think this is a good transition, actually. I'll pause here, and I'm gonna switch my screen to the central partner dashboard, and I'll show you how some of this stuff works, in action in the dashboard. Alright. So as a partner of Sophos, you may already have access to the Sophos central partner dashboard. It really is the same dashboard whether you're managing term or MSP customers. I know some of our partners and customers, will refer to this as our MSP dashboard, but, really, there's no MSP dashboard. It's the same one that you're used to using today already. When you go into your customer list and, by the way, this is a demo account, so you're gonna see a lot of alerts and, information in here. But if you go to your customer list, you're gonna be able to see whether the customer is term or monthly. So, for example, on this demo account, we have mostly MSP monthly customers. If it says monthly, it is part of our MSP model. If it says term, they've previously purchased one, two, or three or licensing, for example. You'll be able to see all the different products and services that are available and then more importantly, number of licenses for each customer. So for example, this specific customer, which is part of our demo, they have one license of our intercept x advanced with XER. On our MSP flex model, there are no minimums. If this specific customer needs to change their type of licenses or increase the usage, all you need to do is simply deploy more, protect more users, protect more servers, more mailboxes, and simply add that to your MSP Flex, bill. Now if we need to change the level of licensing, like we talked about earlier, also very easy. We can actually click on the customer here. Let's say we in a scenario where we wanna upgrade this customer from XDR to MDR complete. Now when you're thinking about the reseller model, you're thinking about having to purchase the license. You'll eventually get the e license that'll be inputted into the console, and then the protections will be upgraded. On MSV Flex, this is the process. It only takes a few seconds. You'll click on the customer, change license. For demonstration purposes, I'm gonna unclick all the other product categories and keep it on endpoint and server. Hit next. I'm gonna hit MDR complete. I'm gonna click next. When I click save, this customer will have MDR complete licensing. So it only takes a few seconds to go from XER to MDR complete as part of the scenario. So, very, very flexible. I know a lot of our MSPs like this flexibility because they can change the level of licensing anytime without going through that procurement process, and they can do so on weekends, holidays, in the middle of the night. You can make any changes anytime you'd like. So, that's one of my, favorite parts about the MSP flex program as well. Now converting a license, let's show you how that works as well. We had a question about converting a term license to MSP Flex. Now I don't know if we have any term licenses in this demo. If there is, I can show you, how to do it. If not, I can still yeah. So it's all monthly here today in our demo, but let's just pretend, like, one of these customers in here let's pretend, like, this customer has a term license. If I wanted to convert this customer's licenses from term to flex, I'll hit the update billing button. And just like the change license process, it really only takes a few seconds to convert them over to MSP flex. So very, very easy self serve. Now the caveat to that is that this only works for central licenses. We're gonna convert the entire central account to a usage or MSP flex model. All licenses in there all licenses in there will start billing on a monthly basis. And, again, for firewalls, you need to contact our team to change the firewall type. So let me just quickly show you, while we're on that topic, how how it works for firewalls. Now your firewalls will be managed in here for the licensing. So you can have term and monthly firewalls in here as well. And you can see in as part of our demo, we also have some, virtual firewalls. We have some hardware models in there as well. If you wanna add a license to a specific firewall, all you need to do is click on the firewall itself. It'll give you the option. This is actually a a a virtual firewall, unlimited version, so probably not the best example. But let's try to locate one that has a hardware model. So for example, this one right here. It's an XGS one twenty eight. It's part of our demo. All you need to do to license it is click the drop down for subscription. On the MSP flex model, you have three specific bundles you can choose from, standard extreme and extreme with web server protection or WAF and email. All you need to do is click on the specific license and then assign a customer and save it. Now I'm not gonna, do that and save it because we don't need a license for the specific demo firewall. But let's say this customer has an extreme protection bundle and you wanna upgrade a license. Just like the central licenses I showed you earlier, converting from XDR to MDR, moving a firewall from one protection level to another is equally as easy. You'll click on the firewall, click on another protection bundle, and then hit save. That firewall will then inherit the upgraded protection. So very, very easy, very seamless, not having to go through the procurement process to buy the license. You can immediately upgrade your customer to another protection level. Of course, the, added cost, the cost difference will be, added to your next bill as well. Same goal same goals with downgrading a license. If you need to shut off a firewall, all you need to do is go in here, hit none, hit save, and then automatically, it'll stop being billed for that firewall. Or if you downgrade the license to, say, a scanner protection also. So another great benefit of MSP Flex. One other, big benefit of this program is that we do have a lot of, global templates and policies that you can leverage as well. So as part of our global templates, you're able to push out different policies and configurations, to a subset or to your entire customer base. We have some MSPs that are over a thousand customers in their central partner dashboard. They're able to create a global template for, let's say, a web filtering policy for their endpoints. They can push it out to a subset, let's say, 50 customers, or they can push it out to every single one of their customers. They don't have to drill down to each specific end customer and replicate that policy. So, again, a a great benefit, especially for the service providers with a lot of SMB customers, you're able to go in here, create one policy, and push it out. We also have really great role based access controls and administrations as well. So when you manage your administrators, it's very, very customizable. You can have a partner super admin who can access and manage everything. You can also create a role for just, read only, and everything in between. You can actually also create custom roles where you're able to create a admin who can only manage one customer or one type of product. So very, very flexible, and you can customize this very easily in the central partner dashboard. Alright. So I think, based on time, I'm gonna switch back to the presentation. But if there are any questions, regarding the central partner dashboard, be sure to put it in the chat. I'll be happy to answer that. Alright. So how would you become a Sophos MSP flex partner? Now I know a lot of you are working with Sophos already today, and you are a reseller of Sophos. If you're already a reseller of Sophos, very easy. You'll accept the terms and conditions for our MSP flex model. We do have, two requirements, two pretty basic trainings. One of them is a sales fundamentals course that goes over all the different products and services that are high level at Sophos. And then we also have the MSP o one training. The MSP o one training has a lot of different, content from, what I went over today, just the differences between how we manage our MSP channel. And then unlike the term side of the business where you're able to obtain quotes from any of our distributors, on the MSP flex model, we're linking your account to one of our five distributors for the automatic billing. Now you can change. You know, if you start within your micro and then six months later, you wanna bill through Pax8, we can make that change for you. We determine the pricing at Sophos. We simply link your account to one of the five distributors so that we can do the automatic billing each and every month. We actually just added Pax8. We only had, the four distributors, initially, and we just added Pax8 for monthly billing. Now keep in mind that with Pax8, they only do monthly MSP flex billing for us. They don't actually do any transactions for term or hardware, so just keep that in mind as well. You can still bill through Pax8 for your monthly licenses. If you do need to purchase term or hardware, you can purchase that from one of the other four distributors as well. I did link the, partner application as well. So if you are a current partner of Sophos, but you haven't completed the MSPTs and Cs, and you'd like to partner with us on the flex side of the business, instead of putting in a new partner application, you'll wanna just simply log in and accept the t's and c's from for the MSP channel. And then, an MSP team member will, help you and onboard you and make the process seamless, link your account to one of our distributors so that you're good to go, and you can start transacting. It really is that easy. One thing I love about the MSP Flex model is that you can also create a customer anytime. If you're all set up on MSP Flex and you need to deploy for a customer, you can create a monthly customer, anytime, even in the middle of the night, Christmas, Thanksgiving. I keep using those analogies because, really, it is twenty four seven, self serve, and you can deploy right out. Again, all the usage will be, counted and built through your, through your distributor. Actually, that's a good segue to the next slide. I did build this slide here just to show, you know, who does what. Now the good news is that we provide you with all the support you need from technical support, the 247, channel for 247 technical support, account management. We do have an MSP team, who are specialists in helping you with growing your business, managing everything there there that needs to be managed from a partner perspective. As mentioned earlier, we automatically send your usage file to your preferred distributor. So one of the five distributors we talked about earlier, we'll send them the usage file depending on the amount of usage you have across all your customers, and then your distributor will simply send you a bill based on the, rate you have for all the different products and services. So very easy. And as an MSP, you're managing the customer relationship. We don't typically reach out to your end customers. That's managed by our MSPs. And then if you do elect to use services like MVR, we do provide the twenty four seven threat detection and response capabilities, directly to the end customer. So, this is pretty much the model right here. We manage and we support you fully as our partners. We allow you to deploy anytime twenty four seven. We send the usage file to your distributor, and they bill you automatically for your, usage over the course of the billing cycle. And then you manage your customers. If you do like to use, services with so called like MVR, of course, we can also have that link to the customer as well. And with MDR, it's very customizable. If you don't want us to reach out to your customers, if you don't want your customers reaching out to our MDR team, no problem. You don't have to put your customers as one of the authorized contacts. But if you do have a co managed environment, for example, and you want your customers to be an authorized MDR contact, you can customize it for each individual customer tenant. So very flexible in that space as well. Marc, we have a quick MDR question. Somebody would like to know, does the Sophos MDR slash XDR include a human SOC team? It does. Yeah. So I think that's definitely a big benefit of our MDR team. We actually have over 700 team members at Sophos that are, in some capacity, part of our MDR team. We call it x ops. So whether they're threat hunters, analysts, incident responders, we have over 700 live human beings on the Sophos team that's helping with monitoring, detecting, and then providing incident response if need be as well. So very good question. So not all MDR vendors out there are alike, and and I love hearing that question because it is a huge, differentiator of Sophos. We do have a significant team, behind our MDR service. Any other questions, so far, Megan? So far, so good? Alright. So I mentioned earlier, we do have five distributors. This highlights the, five, again. So I'll I'll breeze past that. Now if you wanna learn a little bit about our MSP, model and how it's benefited other partners. I did link some case studies, with these specific case studies here. They're great. They talk about how these partners are leveraging our services, layering them together specifically with MDR and and servicing SMB customers. So you can click on each one and go through the case study. They're great. I personally have worked with, one of these partners here, and it's really great to see them transform from a vendor that work with a lot of different security vendors consolidating with Sophos, you know, out of business growth, they've they've seen over the past few years, and just the amount of time they've saved with consolidating your security. Really, really, really great stuff. We do also occasionally host in person MSP workshops. They're fantastic. I host a lot of them myself. They're free events. We do a lot of training. We do a lot of, updates of different products and services. We share a road map. We occasionally have have, guest speakers as well. For example, the last one I did in Vancouver, we actually had, our VP of email, do a presentation on on our road map for emails, well, some of the enhancements. So be sure to visit our website. We do link all the different, workshops that are upcoming, and we encourage you to come join us. It's a great time. We provide good food and drinks. It's a great networking opportunity with the Sophos team and some of your peers as well. So I do also wanna share the, email mailboxes here. We do have a west and east, and I did add a map to show you, you know, blue is west. Orange is east if you need to contact us. If you do put in a partner application, or you update your partner status to MSP, you will have a MSP representative contact you as well. If you wanna contact us directly, feel free to email us. We do have a team of MSP specialists that are more than happy to help you out as well. So that's that's it for me. Megan, are there any questions in the chat or the q and a? We have, just another question that you went over, but just to reiterate, somebody, is asking if they're currently a Sophos reseller just on the the base, partner program, how would they, upgrade their partnership and their partner account to Beyond MST Flex? Yeah. Great question. And we will share out the slide. I did put the link. If you're a current Salesforce reseller and you want to partner with us on the MSP Flex model, you'll wanna log in and you'll want to accept the t's and c's, the terms and conditions for our MSP flex model. Once that happens, you're gonna be considered a MSP standard partner. Really, an MSP standard partner has the t's and c's accepted, but your account isn't fully set up yet. We need to link your account to your preferred distributor. So somebody will reach out to you and ask you which of the five distributors you wanna link your account to. We'll then get approval from your distributor to bill on a monthly basis, and then we can update we can update your account with the MSP Flex. Also, the the two trainings need to be completed, which is the SD o one sales consultant training, as well as the MSP o one. Now they're both fairly simple, trainings, and most of our partners have already probably completed the SEO one. The MSP, certification is is very quick and easy. I think it only takes about thirty minutes, goes over some of the differences with the term and the MSP channel, a lot of which we went over today as well. So just to recap, log in, accept the MSP t's and c's, complete the two certifications, and then let us know which distributor you'd like to link your account to. Once that happens, your MSP Flex, all the different capabilities we talked about earlier from creating a new customer, the billing monthly, to changing the type of licensing, all those will be enabled once we update your account. So great question. Thank you, Marc. I'm not seeing any other questions in the chat at the moment. I'll give everybody just, another minute to enter them and just, you know, thank you, Marc, for for putting together this presentation and answering these these questions. For everybody that is on the call, we will be sending out the recording to this along with Marc slide deck likely tomorrow, and you'll receive that via email. But if you have any questions, you can either enter them in the chat now or, of course, always reach out to Sophos. Thank you, Megan. And I will encourage everybody. You know, if if you're interested in in transacting through our MSP flex channel, reach out to us. Even before putting in your MSP partner application or updating your reseller account. If you wanna do a price comparison, if you wanna learn about the different, rates of all the different products on MSP Flex, more than happy to do a deep dive. We have a a great team, who's very good with doing the comparison between term and flex and, showed you how it all works, on this side. Alright. With that, I think we can go ahead and close out the webinar. Thank you again, Marc, and thank you everybody for joining today.