India’s digital transformation is accelerating, and with it, the demand for advanced, scalable cybersecurity solutions is reaching new heights. As Sophos expands its footprint in India and other emerging markets, the company’s channel-first strategy is evolving to address the growing needs of MSPs, MSSPs, and regional partners. In this exclusive conversation, Rajeev Ranjan, Editor of Digital Terminal, speaks with Chris Bell, Senior Vice President of Global Channel, Alliances, and Corporate Development, Sophos, to explore how the company is redefining its partner approach for emerging markets, including India.
Rajeev: As you lead Sophos' global channel strategy, how are you evolving partner programs to meet the changing demands of cybersecurity, especially for fast-growing markets like India?
Chris: India’s cybersecurity landscape is shifting fast, and so are partner expectations. With digital adoption accelerating, mission critical sectors like BFSI and healthcare are facing more sophisticated threats and we are scaling our offering and our channel ecosystem accordingly. To better support our partners we’ve introduced programs like Partner Care to take the day-to-day load off them, so they can focus on customer relationships and growth. We’re also simplifying onboarding, expanding our MSP/MSSP capabilities, and investing in practical training that delivers real-world value quickly.
In India, these efforts are already paying off. Our growing regional support and MSP framework are helping partners scale faster, while new opportunities through alliances, co-selling, and marketplaces are opening up fresh paths to revenue. Our partners are our ears on the ground as we navigate business in a dynamic market like India. This is why we’re building programs that help our partners succeed by swiftly adapting to their feedback and needs.
Rajeev: India’s cybersecurity market is expanding rapidly with rising digital adoption — what unique opportunities and challenges do you see for MSPs and MSSPs operating in India today?
Chris: MSPs and MSSPs in India are managing a tough balance right now. There’s growing demand for around-the-clock threat detection, compliance support, and scalable protection but that’s met with real challenges like talent shortages, complex integrations, and the constant need to evolve.
We’re addressing both sides by equipping partners with the right infrastructure and know-how. Our cloud-native platform, Sophos Central, makes it easier to manage security across endpoints, networks, and cloud. Paired with Sophos MDR, partners can deliver 24/7 protection and fast incident response without stretching their teams too thin.
Equally important is the investment in skills. Through targeted training and enablement, we’re helping partners sharpen their capabilities and stay ahead of what’s coming next. India’s MSPs and MSSPs are key to securing businesses and we’re focused on backing them every step of the way.
Rajeev: How is Sophos’ persona-based and fast-track training program helping partners, particularly in India, to quickly scale their cybersecurity expertise and service delivery capabilities?
Chris: At Sophos we have noticed that partners today are under pressure to respond faster and with greater precision and this starts with having the right skills. In India, focused training is becoming critical as there is a huge shortage of cybersecurity talent.
Which is why we’ve rolled out persona-based and fast-track learning. These programs are built around what partners actually do. Sales, pre-sales, support, each role gets a tailored path to build relevant, practical skills. The fast-track model accelerates core cybersecurity readiness through focused, high-impact modules. Beyond that, we support continuous growth through structured certifications, Sophos Technical Bootcamps, Alpha sessions for technical teams, the Sophos Partner Portal, on-ground events like the Xperience Partner Roadshow, and 24/7 technical assistance.
It’s all about accelerating readiness while keeping quality high. And for India, this means partners can onboard new talent, close the knowledge gap, and deliver real results faster.
Rajeev: With the increasing sophistication of cyber threats, how important is a strong channel ecosystem in ensuring businesses, including India’s SMEs and enterprises, remain protected?
Chris: Today, SMEs are often prime targets for cyberattacks, especially since many lack the resources and expertise to fully protect themselves. With rising threats like ransomware and phishing, a strong channel ecosystem becomes essential, particularly in a diverse, fast-moving market like India. This is where channel partners step in. They bring the right security expertise and local knowledge to the table, helping businesses implement the right defense, respond to threats, and stay compliant.
At Sophos, we believe markets like India, where businesses are scattered across regions, channel partners play a big role. So, we give our partners the tools to provide enterprise-level protection like real-time threat intel from Sophos X-Ops and managed services through Sophos MDR, allowing our partners to offer scalable, budget-friendly solutions to their customers. But it’s more than just reselling. Our partners become trusted cybersecurity advisors, actively managing risks and guiding their customers toward stronger defenses. Here we are not just protecting businesses, but also contributing to a safer digital future across India.
Rajeev: How does Sophos plan to deepen its engagement with Indian channel partners in 2025, especially considering the growing demand for managed security services?
Chris: In India, we’re deepening our local engagement by supporting partners with tailored enablement programs and services that match the pace and complexity of Indian customers’ needs.
In 2025, we’re doubling down on equipping partners, especially our MSPs and MSSPs, with the tools to deliver scalable, cost-effective security. From our AI-powered MDR services to real-time threat intel via Sophos X-Ops, we’re giving partners everything they need to grow their services while protecting customers. Our 24x7 Partner Care and persona-based training are helping simplify operations and shorten the ramp-up time for newer partners.
Ultimately, it’s about trust. We want our partners in India to be confident advisors armed with the right technology, context, and support to keep their customers secure, no matter their size.
Rajeev: Given your experience in corporate development and alliances, what kinds of new partnerships or collaborations can we expect Sophos to explore in India and other emerging markets?
Chris: As businesses digitize at scale, they need more reliable ecosystems. That’s why at Sophos, we’re actively exploring partnerships that go beyond traditional reseller models. We’re looking at strategic alliances across marketplaces, cloud service providers, and even the cyber insurance space, to make cybersecurity simpler and more accessible where it matters most.
Many of our milestones, including our consistent growth and regional awards are shared successes made possible by our teams and dedicated partners. So we place a lot of trust in our MSP and MSSP partners and we work hard to earn theirs too. It’s not just about great tech; it’s about making the partnership work for them.
Our MSP Elevate Program is a key part of this effort designed to help partners grow their business faster with expert support, sales and marketing resources, and exclusive incentives. We’ve also introduced fast-track training, persona-based learning paths, and technical certifications to help partners scale their services confidently. Whether it’s through onboarding, co-selling, or ongoing support, our goal is to be a true extension of our partners’ teams, helping them deliver smarter, more effective cybersecurity to their clients.
Ultimately, the goal is to meet customers where they are through the platforms they trust and the partners they already work with. That means building alliances that add real operational value. It’s a practical, long-term play that we believe will drive stronger outcomes across the board.
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