Name: Sophos Academy Presents: Sophos AI Defense
Uploaded: 2026-09-29T14:15:45.175Z
Duration: 48 min 32 s
Description: Sophos Academy Presents: Sophos AI Defense

Transcript for "Sophos Academy Presents: Sophos AI Defense": Okay. Yeah. Everyone, welcome to today's call, and thank you for sparing the time, to be with us today. We are thrilled to have so many of our partners join us across, Europe, Middle East, and Africa. I'm Jason Es. I'm the VP for the EMEA channel business here at Sophos. So today's call, in our partner academy is all about Sophos, AI defense. This is a brand new solution, that we're gonna be talking about today, and I'm delighted to be joined by Bud Ellis, who's a senior adviser within our product marketing, organization, and Alfredo Reno, who is a senior sales, engineer. And Bud and Alfredo will talk, take us through, the solution, today, and we also have a video demonstration. So today's session, what we'll what we'll cover in today's seven session is we'll talk about the AI opportunity. We'll introduce the solution itself. We'll discuss why your customers need it and why it's a fantastic opportunity, for our partners. We'll talk about how you can identify, opportunities and deals and how to get started. And our aim today is to ensure that you can explain the AOS security challenges that your customers are facing, competently position AI defense to your customers, spot opportunities, and then find the myriad of resources that we've made available to help you, get going. And we'll also finish off by talking about the opportunity around managed, services. Everything in the presentation is available after the presentation, so don't feel that you need to write too much stuff down. We'll we'll get a copy of the presentation over to you. And as per usual, please, bombard us with questions. Please use the AI and the, q and a tool that's available in this, interface. So without further ado, I'd like to introduce, Bud to take us through, AI defense. Bud, over to you. Alright. Thank you very much, Jason. You guys ended up with, not one, but two people with the last name Ellis kicking us off today. So thank you to Jason for, that great introduction. My name is Bud Ellis. I'm a product marketing manager here at Sophos. I've been here for about eighteen months. I came over as part of the SecureWorks acquisition in February 2025, and I spent about sixteen years at SecureWorks. So thrilled to be at Sophos and thrilled so many of you took time today to come join us and learn about AI defense. And where I wanna start is I wanna talk a little bit about the opportunity that AI security is presenting to all of us. Now, this won't be breaking news to anybody who's on this call, but the defining dynamic in security right now is that AI adoption is happening at a breathtaking pace. Faster than security teams and controls can keep up with, really. And this is not a future trend. This is not speculating into the future somewhere over the horizon. This is what's happening right now. This is the present state. Employees are using AI tools. Agents are running in organizations' environments, and AI features are being shipped into the SaaS apps that companies already own. And in almost every organization that we talk to, we're learning that security teams are finding out about AI usage after it happens, after the fact. And that's just not, evidence that we're hearing in our conversations, but really the industry data tells us the same exact story. Consider Gartner found that nearly seven out of 10 organizations have evidence or suspect that their employees are using prohibitive public generative AI at work. The Cloud Security Alliance has found that more than eight out of 10 organizations have discovered unknown AI tools or workflows operating in their environments. And then CompRise found 90% of IT leaders are worried about shadow AI risk. I mean, these numbers are huge. And our independent source is kinda coming at the situation from a different angle, but we're reaching the same conclusion. AI is already well entrenched inside organizations, and most companies don't have a handle on it. So what does this mean for you as a Sophos partner? Organizations know that AI usage is happening across their environments, but what many of them don't know is how much AI is being used or what data is being shared or how to manage the risk that comes with it. And this really creates a significant opportunity. Your customers don't need to hear another conversation about AI adoption. What they need is help understanding how to adopt this safely, getting the visibility, the governance, and the control that they need. And that's where you can make an immediate impact and help your customers uncover AI activity that they can't currently see, to move from policies that are listed on paper to actual enforceable guardrails, and to bring AI related risk into the security processes that they already use and trust. So the opportunity, the way we see it, it is it's really simple. It's helped your customers move from concern to action and from unmanaged AI use to controlled confident adoption. So here at Sophos, we approach AI really in three ways. The first is AI for security. This is Sophos using AI on a customer's behalf. Think about the AI native defenses that are built into our products backed by the largest agentic SOC in the industry. This is the AI that's working for customers whether or not they ever think about it. And then the second kind of middle pillar there is security from AI. You know, AI is great. We're using it. Well, guess what? So are the attackers. Faster phishing attacks, better social engineering, more adaptive malware. This is about protecting every touch point in an organization's environment through one unified system going across EDR, XDR, MDR, firewall, next gen SIM, email, and more. And then that third pillar of the approach is security for AI. This is the customer's own AI adoption, the tools their people are using, the data that's flowing through them, and the exposure that creates. So think safe deployment, controlled access, restricted data movement so that they can move fast without taking on risk that they can't see. And as we look at Sophos AI defense, that falls into this third area, how we deliver security for AI. Now as many of you remember, two and a half months ago, Joe Levy, our CEO, announced the launch of Sophos Fusion. Sophos Fusion is the Sophos AI native cybersecurity defense system. This is how we secure organizations in this new evolving AI era. And quite frankly, this is your biggest growth driver of the decade. Sophos Fusion is the evolution of Sophos Central. Every Sophos product, service, analyst, and third party integration is part of Sophos Fusion. So now that we kinda sat here and looked at kinda the customer landscape, the market landscape, and what customers are are thinking about and kind of the way that Sophos approaches AI as a whole, let's talk about why you're here today, and it's inter to introduce you to Sophos AI Defense. This is a new offering designed to help organizations understand and control how AI is being used across their environments. It's powered by Sophos Fusion and extends Sophos security controls, including Sophos EDR, XDR, MDR, workspace protection, and firewall to deliver visibility, policy enforcement, and response across AI activity. The result is a practical way for your customers to discover AI use, manage risk, enforce guardrails, and adopt AI securely without introducing another disconnected security tool or platform. This is an add on for customers who are on the upgraded versions of Sophos EDR, XDR, and MDR that's running on the Sophos Fusion architecture. At its core, Sophos AI Defense helps organizations CAI, ControlAI, and SecureAI. So let's take a closer look at what that means in practice. Sophos AI Defense brings all of an organization's AI activity into the light, providing visibility, enforcement, and protection. On the visibility side, this is continuously discovering AI tools, agents, and workflows across users, devices, browsers, and networks, including the embedded and autonomous AI tools that most AI that most tools miss. On enforcement, we apply enforceable guardrails at the prompt, upload, and interaction layer, turning one time discoveries into continuous control. And then on protection, we inspect prompts, uploads, and agent actions, feeding AI driven risk into the same MDR workflows that security teams already trust. So how does that translate into action across the AI landscape? So let's kind of think about that for a minute. And there's the c, the control, and the secure aspect. C, we think about two motions. The first one is discover, being able to surface sanctioned, shadowed, and embedded AI throughout a customer's environment. Assess is the ability to evaluate identity, data exposure, and behavior to separate acceptable use from real exposure. Control focuses on enforce, applying continuous guardrails on prompts, data sharing, and agent behavior without slowing innovation. And then secure means respond, detecting, investigating, and containing AI driven incidents. So now you've heard from me for a few minutes. Let's get a little deeper into Sophos AI Defense, and I'm gonna bring Alfredo on to take over the next few slides. Alfredo, take it away. Hi, I'm Ted. Thanks, Pat. So, hi. My name is Alfredo Reino. I'm a global solutions engineer based in Madrid in Spain. And like Bob, I come from SecureWorks acquisition. So, I would say a total of eight years in the in the team. So, going a bit different to AI defense. So a soft side AI defense isn't a bolt on. It's one architecture spanning four control layers. Sorry. Not to advance the the slides. Okay. So, yeah, it's a a one architecture span for control layers across the Sophos Fusion system as Bob was explaining. So, at the device, identity layer, Sophos did arise AI access controls to identity context. At the network layer, Sophos Parole controls AI service traffic across manage and and manage devices. At the operational layer, SurfaceXCR and MDR handle AI activity inside the same problem SecOps workers. And then finally, the user interaction layer, Workspec protection gives customers browser level, visibility and control over how, employees use AI tools. So, therefore, it's one, one architecture with four layers and no no new console, to to learn. So if I go to next slide. Okay. So, that those four layers I was talking about, they don't work in isolation. So of so to say, defense is, as I said, it's not all just a cost efficient. So it's part of the the greater architecture and the same same substitution family of capabilities that we offer. So it's an extension, to EDR, to XDR, to NDR. Everything works together and in concert. So first, AI defense uses signals and telemetry from, different solutions and then coordinates response using control points. Sophos Sophos, EDR and Sophos XDR, they process, send web and process activity plus all their user and device, and device context. Sophos Parable adds a service traffic activity from unmanaged devices. Sophos works for protection, adds tool usage, shadow AI, and prompt and upload activity. So therefore, they contribute to the overall goal of, of, good visibility of our work, AI usage is happening within organization and then being able to set in a easy way set up policies and and enforce them, through different control points. So in in general, that becomes the AI dashboard. There's there are reports, the tool does recommend next steps, etcetera. Actions flow out, they allow you can allow a group tools, warn risky usage, block what shouldn't happen, including sensitive data, living through prompts, uploads, copying paste, or what have you. And anything that arises on all those actions is routed into Sophos NDR detection investigation workflows. So it's really handled like any other threat or any other incident. So it all, comes together in a in a single view. So, now we are going to see a demo of AI defense in action. AI agents are moving from answering questions to taking action. They can browse the web, load skills, install packages, write code, and interact with systems on a user's behalf. That creates real productivity value. It also creates a new security challenge. The user believes they're working in a controlled workflow, but they may not see everything the agent does in the background. This presents a false sense of security where actions such as prompt injection are a real risk. In this walk through, we'll show how Sophos AI defense detects malicious activity initiated through an AI workflow and how protection can stop the attack before it continues. Here, the user asks OpenClaw to research the Lazarus group. OpenClaw loads a research skill and begins collecting information from external pages, which is a normal kind of workflow an employee might use for research or automation. The skill does what it appears to do. It retrieves the research content and returns a useful looking report to the user. But one of the pages contains hidden instructions in the page source. OpenClaw treats those instructions as content and acts on them. Behind the scenes, content is downloaded and executed on the endpoint. From the user's point of view, nothing looks wrong and they're unaware that anything happened. They receive the research results. They don't see that the agent workflow has created an attack path on the server. Without Sophos AI defense, this is where visibility can end. An attacker has a path onto the server while the user sees only normal research output. In detection mode, Sophos AI defense gives the analyst the evidence needed to understand what happened. The activity is presented as a connected chain. The suspicious AI agent activity, the download and execute behavior, and the post exploitation actions taken by the attacker. The analyst doesn't have to piece together individual events manually. The case view summarizes what happened, highlights key findings, and provides the entities and detections needed to continue the investigation. For security leaders, this is important because it provides defensible evidence. The team can explain root cause, determine impact, and answer questions about AI enabled risk that would otherwise be difficult to validate. The case gives the analyst the roll up. From there, they can drill into individual detections to validate what happened. Detection details provide the process context, command activity, analysis, and recommended next steps needed to continue the investigation. This provides the critical visibility missing today, what access the AI agent had, which actions were taken, what was touched on the server, and what needs to be remediated. Without this context, security leaders are left trying to assess business risk from fragments and disparate systems. This is where Sophos AI Defense changes the outcome. It doesn't just help analysts understand the full scope of an attack. It helps stop the attack before the attacker can gain a foothold. In protection mode, Sophos identifies the malicious AI agent activity and terminates it before the reverse shell can become an attacker session. The result is simple. No successful connection, no follow on attacker actions, and reduced business impact. The analyst still gets the evidence, timeline, and context needed to understand what was attempted, but the outcome is fundamentally different. The activity is already contained so the security team is validating and responding from a position of control rather than investigating a full compromise. Prompt injection can turn a trusted AI workflow into an attack path. The user may only see normal output while the endpoint is exposed in the background. Sophos AI defense helps bring that activity out of the shadows. It gives security teams visibility into AI driven activity, connects suspicious behavior into investigation workflows, and supports response or prevention through Sophos security controls. Sophos AI Defense is available as an add on and is fully integrated with Sophos EDR, Sophos XDR, and Sophos MDR. The result is practical AI security, better visibility, faster investigation, and stronger protection against the real ways AI agents are being used in the enterprise. To learn more, visit sophos.com/aidefense. Hi, Todd. Just a quick one. I think you may be on mute. Thank you. Okay. Let's try that now. Sorry. I managed to double mute myself, so feel like I'm in my normal Teams interface than than this one. So my apologies there. Thank you, Alfredo, for walking us through a couple slides there that went a little deeper into Sophos AI defense, and then I hope you, hope you guys enjoyed that video. I believe we've put the link to that video in the chat so you can go check that out at your leisure. So now let's take a look at why your customers will buy Sophos AI Defense and just as important, why you should look to lead with it. So your customers understand the challenges that they're facing with AI security. So natural question, why will they choose Sophos AI defense? First, the offering addresses the AI risk organizations are dealing with today, including shadow AI, sensitive data exposure, and unmanaged AI risk. It focuses on practical challenges that your customers are facing. It also extends security investments customers have already made. Rather than introducing another stand alone platform, Sophos AI defense brings together Sophos controls into a coordinated AI security solution. It provides coordinated visibility and control across multiple layers of an organization's environment. Customers end up with a more complete view of AI activity by bringing together endpoint, network, browser, and operational security workflows, and it's built for real world operations. Organizations can adopt AI security without introducing significant complexity, without going out to build a dedicated AI security team, or buying another platform to manage and maintain. These benefits create a practical AI security approach that's built on controls that customers already trust. Now let's talk about what that means for your business. There's clear value in you leading with Sophos AI defense. First, it gives you a timely, highly relevant reason to open new conversations and reengage the customers you already have. Organizations are asking about AI usage and governance and risk, and you have a practical answer now that you can bring to the table today. And it also drives expansion. Sophos AI defense is a natural attached to Sophos EDR, XDR, and MDR, so it grows deal size and recurring revenue rather than just being a one off sale. So think of this as your reason to reopen the broader account conversation. Once an organization buys Sophos AI defense, Sophos firewall, Sophos workspace protection, and an upgrade to Sophos XDR or MDR all become part of your natural land and expand motion. It helps you differentiate by providing a complete AI answer. You're positioning coordinated visibility, control, and protection across control points, not another isolated tool that your customer has to try to stitch into everything else. And this opens higher margin services and advisory revenue potential as well from AI usage reviews and policy development to governance assessments and ongoing guidance. AI security creates room for partner led services that improve your margin mix and deepen your relationships with customers. So, yes, this is a new product, but it's more than that. It's a way to lead new conversations, grow existing accounts, strengthen renewals, and expand value you deliver. So that kind of focuses on the reseller motion. If you're an MSP, let's look at the same opportunity when you deliver it as a service. Here are four ways it grows the managed business you already run. First, it's a new managed service offering. AI governance becomes something you can package, deliver, and bill for monthly. It's not a license that you just sell once and move on from. This is net new recurring revenue on a problem that every client suddenly has. Second, it grows recurring revenue per client. Because it attaches to the endpoints you already manage, it lifts your monthly revenue across the base without you having to chase new logos to do it. It deepens client stickiness. Most of your clients have no way to govern AI on their own. But when you own their AI visibility and control, you become a key part of how their business operates safely. That makes you far harder to replace at renewal, and it scales with that added overhead. You deliver it across every client from one multi tenant view inside the stack you already operate. No new console, no new team, just more service on the same foundation. So for an MSP, this isn't another product to resell, but it's a new service line that grows your recurring revenue and tightens your client relationships. So whether you sell it or deliver it as a service, the next question is, where do you start? That really depends on what a customer already has in place. So let's look at how Sophos AI defense becomes your expansion accelerator. Every path leads back to this and a broader Sophos footprint. One important thing to remember, customers need to be upgraded to the Sophos Fusion architecture to be able to buy Sophos AI defense. Once that happens, let's take a look at some starting points and the expansion motion, and we'll start with Sophos endpoint. You're wanting to lead with AI visibility and control. So the path here is the upgrade from Sophos endpoint to Sophos EDR. Once they get on Sophos EDR, then you can extend and talk about other solutions from there. But Sophos EDR is kind of that foundational piece. So if you have a Sophos EDR customer, that's your fastest attach right there. Confirm that they're on Sophos Fusion, add Sophos AI defense, and then you can broaden the footprint with Sophos firewall, Sophos workspace protection, or XDR or MDR. If it's a Sophos XDR or MBR customer, that's also a clean attach to what they already own, and then you can look at ways to broaden the the coverage footprint. And for Sophos firewall, you can use Sophos AI defense as a reason to introduce endpoint security. And then from there, extend to the browser. So two questions on every deal to think about as you're thinking about expansion. Right? What's the shortest route for that customer or client to get to Sophos AI Defense? And where can you close the AI visibility gaps with more Sophos control points? That's how we look at taking a single attach and turning that into a broader account expansion plan. Okay. So we talked about the customers in your install base. Right? Let's talk about the customers and clients that you don't have yet. This is an opportunity to get some of those organizations into the fold because AI interest is the ultimate door opener right now. And it works whether you're wanting a new customer to resell to or you're onboarding a new client into your managed service. So kind of two options here, and it really depends on what the customer or what that organization is is thinking about and what sparked their interest. If you have a prospect who's interested in AI, you wanna lead with that. Again, visibility, control, and protection through Sophos AI Defense with Sophos EDR, XDR, or MDR. Sophos AI Defense is kinda your headline there. But if it's a prospect who's interested more in the security operations side, right, AI might not be the main driver for them, so just kinda flip the order. You can position Sophos AI defense as a benefit of choosing a Sophos fusion solution like Sophos XDR or Sophos MDR. So even if AI isn't their main driver, if it's not high up in their criteria, put it in there as a value add. For both conversations and both options, remember, Sophos AI Defense is your reason to position Sophos EDR over Sophos endpoint. If you have a prospect who's leaning towards Sophos endpoint, Sophos AI defense is a concrete current business reason and benefit for that prospect to step up and consider Sophos EDR. You know, either either way, the outcome's the same. AI interest gets you in the room, and Sophos AI defense helps you win that new relationship. So now let's take a look at identifying opportunities and how to progress deals. Everybody's talking about AI, including your customers. The strongest opportunities tend to reveal themselves through a handful of recurring signals. This chart connects those signals to a conversation, What you'll hear, what it really means, and what to ask, and how Sophos AI Defense answers it. Don't have to memorize this. I'm not gonna walk through it line for line. But if you have a customer, for example, says they don't know which AI tools employees are using, well, that's a visibility gap. You can ask them how confident they are that they're seeing everything, and that opens the door to further discovery. Each queue here points to a challenge. Each challenge has a question that opens it up, and each one leads back to an outcome that Sophos AI Defense delivers. Just listen for the queue and let the rest of the row guide the conversation. So finally, as I wrap up here, let's go ahead and talk about the getting started part. Right? And let's focus on term first. Sophos AI Defense is a single add on SKU available for Sophos EDR, XDR, and MDR. And it's straightforward quoting. Per seat pricing, seat count much match the customer's EDR, XDR, MDR quantity. Partial attach is not supported. Partners can begin quoting today. General availability is October 13. Again, the one requirement to keep in mind, customers must be running the upgraded Sophos EDR, XDR, or MDR solutions on the Sophos fusion architecture. So start quoting now, start building the pipeline, and identify those customers that will meet or soon meet the fusion prerequisite. For MSP partners, slightly different commercial model. But real quick, I wanna look at how AI defense can be delivered as a managed service. And there's kinda four areas of what the delivery looks like in practice, Being able to reveal the AI tools, agents, and shadow AI that each client is running without the client having to do anything. For most of them, this is actually gonna be the first time anybody has shown them the amount and the usage of AI in their environment. And then defining and enforcing the guardrails on the client's behalf, tune to their risk tolerance and compliance needs, being able to watch their AI usage twenty four seven across all your clients right alongside the endpoints and networks you already manage and then showing the value every cycle. And this is important. Right? Showing those clients what AI is in use in their environment, what risk have been caught, what policies have been enforced. That reporting functionality makes this service visible and renewable, and it answers the questions that they're getting from their leadership and their cyber insurers and their board of directors. They get AI security with no new expertise, and you get a service you can deliver and improve over time. So under MSP Flex, same thing, billings monthly, and it's aligned to the manage EDR, XDR, or MDR customer footprint. The same seat matching and full attach requirements apply. MSP flex monthly billing becomes available in November, and, again, the same prerequisite. MSP clients must be running the upgraded Sophos, EDR, XDR, MDR solutions on Sophos Fusion. So start these conversations now, identify your clients' opportunities, track your clients' readiness for Sophos Fusion as part of your opportunity plan. Everything we've covered today from positioning and discovery through quoting and delivery is supported by a variety of partner and customer resources. So on the partner portal, you're gonna find a dedicated Sophos AI defense page. You're gonna find the asset library. We'll have another core bill of materials for content, solution brief, desk aids, slides, the partner playbook, the partner news blog, which you can share with your customers. And then on the customer facing side, we have the product web page, the overview video, the demo video that you just watched, and the Sophos news blog. Everything you need to position, support, and grow your Sophos AI defense opportunities is available through these resources. And if you need help or guidance, we're here to help you. And with that, I'm gonna leave the stage and turn it over to Jason to close us out. Thank you very much, Bud. We're gonna come up to the, the q and a in a second. So I'll I'll be inviting you, be inviting you back in in in a moment, with Alfredo. Look. So our call to action, I think... But I think you said it, numerous times. The time's now. Right? You know, this is a super hot topic, with customers. So we would, encourage you to, you know, start the conversation. You know, we are absolutely available to help you, with, customer data. So if you need, you know, to check the sort of white space opportunity with your customers, please reach out to your, distributor or Safos representative. We'll make sure we get that information over to you. So you can, you can introduce these solutions to, the most appropriate, customers. And then as Doug mentioned, there is a plethora of information, tools, demos, videos that's available on our portal, as of today. So I encourage you to have a look at those. And in addition to all of that, please just reach out. You know, we're very eager to take this solution, to market, with you, so please don't hesitate to to reach out to your distributor or Sophos representative. So, without further ado, Bud and Freda, if you could come back on the main stage. Stephanie, if you could stop the, share for a second. We've got quite a few questions that have, come in, from, from our partners. So, not in any particular order. Let's just go from the ones that came in. Will there be a recording? Absolutely. So we'll get the recording out to everybody. We've got a copy of the video in the chat. So the recording and the presentation will be, shared to you. We got a question here. As AI adoption is increasing rapidly with... Among SMEs, what is the biggest sync... Security gap so far you're seeing today, and how does I... AI defense specifically address that gap? I'll I'll take that word. I mean, the the main, main security gap starts with lack of visibility, and and that's key. I mean, we're having, tens of conversation with customers, and the common thing is that they don't know what's going on. They maybe have some, IT sanction tools that they, want their organizations to use, but they don't know what else is going on, whether it's corporate or personal use or what this is being used. There are some, providers, some models that they train their models based on customer input, and users are using it with personal and with corporate private information and uploading files or source code that introduces data leakage, disk, and and so on. And then there's the, the more advanced threads like the the one we saw in the in the demo video earlier. So yeah. The I mean but I I would say lack of visibility and then being able to say, yeah, I I want to allow this. I want to plot that and having a consistent way of of, enforcing that that scheme. Thanks, Roberto. So, how many control points does AI defense have? Does it block the content of the prompt or the AI tool itself? Okay. I think that one too. So, there's there's going to be, interactive, release of new functions in new capacities to a defense, from the day we are launching the GA launch on October 13. For the next month, there's gonna be a ton of functionality coming. And, yes, being able to block the overall use of a provider and application or blocking uploads or, being a a more more granular as time passes and and we release new new functionality. So, yeah, that's, Okay. that's all included. I'm not but if you want to. clarify anything. Okay. No. Nope. That's great. Thanks it. a lot. I've got another quick another quick question related to SOX. How does, integration is handled? So, how is integration handled? What's the best practices for SOC teams? Okay. Best practices are probably a long answer for this format. So but, yeah, the key message is that this is softwares vision. This is a capability of softwares vision. So same detection, same cases in automation, we can create the same workflows. So if you have built your security presence around vision, basically, you don't have to do and this is a new type of event, new source of, detection. It's a home. Maybe you need to adapt your, process, source of events, catalog, whatever. But, yeah, it's we it's integrated with the same the same tool. Thanks, Fero. About this one, one might be for you. How is Sophos AI defense different from a stand alone AI security tool? Yeah. I think the most important thing here is when you look at Sophos AI defense, it's the ability for it to leverage the, control points that an organization already has in their environment. So there's a reason why we the prerequisite is organization must have Sophos EDR, Sophos XDR, Sophos MDR, and it's because of the strong value and tie in that those solutions have. But there's also value from the Sophos firewall and Sophos workspace protection. If you think about the slide that Alfredo covered that shows kind of the layers of a customer's environment, and we are very actively working on third party integrations. Obviously, we know that as much as we would love every organization in the world to have every control point being Sophos, in reality, there's a lot of great technology out there, and we certainly integrate that through our XDR platform. And we are, or a defense system, and we are working, on building out those third party integration so that there will be more and more that we can bring in the Sophos AI defense. So while you might have a stand alone AI tool, it's gonna be somewhat limited in the visibility that it provides, especially if you have those existing security controls already in place. And, also, the fact that you're able to leverage with Sophos AI Defense, you're able to leverage the entire breadth of the Sophos Fusion defense system versus having another tool to try to manage and stitch into what other security technology you have in your environment. Yep. Alright. Thanks, sir. But another quick one, lots of interest from our MSP partners. Two questions really in one here. Is it... Is the MSP version gonna be available at launch? Very right at launch or very quickly thereafter. Billing will start in November, but we have been working exceptionally hard because a lot of the pre GA interest we got from the MSP community. And, again, I'm sitting here on the September 29. We're not that far away from October 13, so it's coming very rapidly. Yep. Good stuff. Thanks, bud. And just, another quick question related to MSP. Do I need a dedicated AI team to deliver this service? Not at all. Not at all. That that's the the way this is constructed is, you know, you're gonna leverage, you know, from Sophos MDR, for example. You're going to leverage the, you know, the the expertise that you have from from our SOC and our experts. And if you don't have that, if you just have Sophos endpoint, then, no, you don't have to build a dedicated team because the interface is really easy to use. I'm sure Alf can talk about that. But it's a lot of drop down point clicks, set policies. You can enable this tool, not enable this tool, segregate that usage across different users and groups. It's very intuitive and easy to use. So, no, that's that's the whole purpose of not having to go out and try to find the resources to stand up a team. That kinda defeats the. purpose. Guys, a few... Thank you, Bob. A few questions a bit about how to point... How it's deployed. Is it is it, is it a client? Is it an agent on the, at the customer's PC? That's the great news. You don't have to deploy anything. It's software fusion. It relies on the software endpoint, the software firewall, and some third party, products and integration supported by software fusion. So if we have the signals, if we have the telemetry, Mississippi is already there. So given there is, no need to deploy a new agent or upgrade or migrate or do anything on the end launch or the perimeter, we work with what you have already. That's fantastic news. I do have a couple of quick questions here about training for partners. Yeah. Is that available online? I I just I. just I just answered that. But, yes, stay tuned. Training's coming to the partner portal very soon. Okay. Thank you. We're getting through them here. If an organization is using other endpoint protection tools of which they're very happy with, we don't like to migrate, can I still sell AI defense? Yes. I mean, we we we need to look at what tools they have and if we can if that telemetry is going to suffer fusion and if we can make sense of it. But, yeah, as long as, a tool is sending proper, HTTP, DNS, events to software fusion, we can probably use it. Okay. Couple of quick questions about, I think, probably about the tenant. If a cost... If a partner... So if a client has endpoint protection license, but it's not MSP, can we offer AI protection through MSP? Sorry. AI, defense through, MSP, or does it have to be the... I think it has to be the same client, doesn't it? So I think both the endpoint and the AI defense will need to be on MSP for it to work. Any... Let's K. We might... Probably. Usually, it's the case, but we'll get... Well, maybe we'll get back to, the partners. on. that one. Is there any, memory or CPU overhead on the endpoint? Now endpoints are already sending the telemetry we need whether you have a a difference or not, so there's no change. Okay. Will it integrate with Microsoft Intune and Defender We all at some point? that. Yes. It's already integrated with the defender. In tune, we need to look. at it. Okay. If I'm using AI tool and the AI tool executes PowerShell in my workstations, so the endpoint so far will stop the execute. So which AI defense will add this part? Does that make sense? Okay. Or it it it will depend on how you have configured your policies and what you want to block and allow an or what. And then, depending on where the violation happens, it would be done at the browser level or the endpoint agent level or the parameter level. So it it depends case by case. Yeah. Yeah. Okay. I've got a few questions myself. Can the partners get their hands on the technology and the solution? Is it available as an NFR, or do we know? Yeah. It's, I mean, there's going to be, probably Bob knows more about this, but, yeah, it's, from GA. It's available as a free trial. So yep. Okay. Great stuff. So it will be available on the. day of the launch. That's Mhmm. Correct. As long as they are migrated to a new software's feature from. software somehow, then it's available. that's... Yeah. Yeah. Okay. That's great. Thanks, Maria. But I'll probably come to you for the last question, really. Which customer should I prioritize first, for an AI defense conversation? Yeah. If it if it was me, I would prioritize your customers who have one of the three prerequisite solutions, Sophos CDR, Sophos XDR, Sophos MDR. We go ahead and start having those discovery conversations with them now and assessing where they're at in the journey of upgrading to Sophos Fusion, but you don't have to wait for them to be upgraded to begin having that conversation and talking about the benefits of AI defense. Yeah. Great stuff. So, look, bud, hello. Thank you very much for attending today's call. And to all of our partners, we got around to pretty much most of the, the the q and a. We are a little bit over time. Yeah. So I just wanna say thank you again. Hopefully, you're excited about the solution that we have, presented today. As I mentioned in the call to action, start the conversation with our customers. Please check out the myriad of information we have available, on our portal, and please reach out if you need help on data or, setting up a a a call with your customers. We'd be delighted to help out. So on that note, have a great rest of the day, and we look forward to seeing you on the next call. Thank you very. much. Bye. Thank you.