“Sophos Is A Channel First Company, Which Means Our Business Model Revolves Around Our Channel Partners”

“Sophos Is A Channel First Company, Which Means Our Business Model Revolves Around Our Channel Partners”

The cybersecurity market in India has changed a lot in the last few years due to adoption of hybrid work model. The incidence of cyberattacks has gone up due to weak cybersecurity strategies being adopted by organizations in various sector. Even while going for digital transformation journey, companies are looking more worried about having the best solutions to secure their digital assets and they always try to associate with the best brand for a successful digital journey. Sophos, one of the most trusted cybersecurity companies in India, always remains the preferred choice for companies looking to deploy the best solutions to secure their digital infrastructure. By offering advanced cybersecurity solutions, Sophos has been continuously leading this market in India. To know more about the brand, DT recently interacted with Sunil Sharma, Managing Director- Sales, India & SAARC, Sophos.

DT: What are key features that make your brand better than others?

Sunil: Sophos comes with an ecosystem of humans and tools to provide a comprehensive cybersecurity posture to our customers. We provide advanced cybersecurity solutions, including a broad portfolio of endpoint, network, email, and cloud security technologies. Sophos also provides cybersecurity-as-a-service through Sophos MDR to organizations needing fully managed, turnkey security solutions. All organizations can leverage Sophos MDR services to do 24x7 threat hunting, even those that use third party cybersecurity tools can leverage Sophos MDR service seamlessly.

Sophos defends organizations from active adversaries, ransomware, phishing, malware, and more through the combination of its solutions and MDR services. Sophos’ services and products connect through its cloud-based Sophos Central management console and are powered by Sophos X-Ops, the company’s cross-domain threat intelligence unit.

DT: How do you take care of channel margins & profitability?

Sunil: Sophos is a channel first company, which means our business model revolves around our channel partners. We have designed our products and services in such a way that our partners can take care of all security aspects of their customers and can increase their profitability by providing end-to -end cybersecurity solutions.

Our channel partners can enjoy deeper recurring revenues and profitability from their set of customers by providing an entire platform of Sophos’ advanced cybersecurity solutions and MDR services.

DT: Please share few sales tips for channel community.

Sunil: Cybersecurity has become so complex that organizations cannot handle it alone on their own. This has made the role of a cybersecurity channel partner very crucial.

The best sales approach for a cybersecurity channel partner can be built around the security concerns of customers. Partners need to understand the exact security challenges of their customers, and sometimes these challenges are not obvious to the customers themselves.

Once there is clarity on the security challenges, partners can design an approach, which is a combination of cybersecurity solutions and threat hunting services.

This approach will surely help partners to grow their cybersecurity business by leaps and bounds. Organizations today need end to end solutions to their cybersecurity challenges, and partners that understand these challenges and solve them will grow.

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