Sophos Global

Partner Program
Effective from April 1, 2021
Positioned to Win
As cyberthreats advance, the cloud market expands and the needs
of the IT buyer continue to evolve, Sophos partners can dynamically
respond to meet these new challenges and build their business
with confidence, today and into the future. With lucrative discounts,
unwavering channel support, and the world’s most effective
cybersecurity technology, Sophos empowers partners to succeed
in an ever-changing cybersecurity landscape.

Sophos Channel-Best Commitment

Built on three foundational pillars of our channel-best commitment –
profitability, partnership, and product – the Sophos Global Partner
Program is designed to adapt to the unique needs of today’s next-
gen resellers, managed service providers, and cybersecurity experts.

Trusted
Partnership

Optimized Adaptive
Profitability Cybersecurity
Ecosystem

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Optimized Profitability
Cybersecurity is a fast-paced, ever-changing industry. Customers need your help more
than ever. They turn to you for guidance on what solutions to use, how and where
to deploy them, and where to invest to keep their businesses operational and secure.
With some of the industry’s most lucrative discounts for new and growing business,
MSP revenue multipliers and incentives for helping customers migrate safely to the cloud,
the Sophos Global Partner Program is designed to offer optimized profitability and be
responsive to the changing needs of today’s cybersecurity channel.

Competitive discounts Future-proofed partnership Unmatched opportunity

Retain and grow customer Benefits aligned to wherever you Powerful platform for cross-sell
base with increased profits. are in your business transformation. and up-sell opportunities.

Trusted Partnership
Renowned for our unwavering commitment to the channel, the Sophos Partner Program
defines clear and transparent rules of engagement, plus provides tools, training, and support
to help you engage and win. Global partner tiers provide clarity on exactly what is expected
and available at each tier and partners decide which level of engagement best suits their
business. At every tier, Sophos partners have access to resources to grow technical and sales
expertise and ensure customer success.

Defined tiers Training & certifications Continuous support

Clearly defined rules Build and profile your Dedicated channel team to help
of engagement. cybersecurity expertise. you engage and win.

Sophos Adaptive Cybersecurity Ecosystem

The Sophos Adaptive Cybersecurity Ecosystem (ACE) is a broad system of adaptive prevention,
detection, and response that constantly learns and improves. It continuously protects the
new reality of interconnected business systems, and defends against the shifting cyberattack
landscape, which now combines automation with live human hacking.

Strong return Increased customer

Unique market opportunity
on investment lifetime value

World-leading, integrated Future-proofed protection secures Deliver holistic, long-term security

technologies, automated incident ongoing revenue opportunities. strategies that grow with your
response, and expert threat hunters. customers.

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Sophos Adaptive Cybersecurity Ecosystem
Synchronized Security has been a cornerstone of Sophos protection for many years, and we
continue to offer the most extensive integration of any security vendor with deeper cross-
product insights. The Sophos ACE builds on the automation and integration of Synchronized
Security, and further extends the Sophos cybersecurity system.
Threat intelligence from SophosLabs, Sophos Security Operations, and the Sophos Artificial
Intelligence groups complements the next-gen technologies in our world-leading software
and hardware offerings. A single, integrated data lake brings together information from our
products and threat intelligence sources, with real-time analysis that enables defenders to
prevent breaches by proactively finding the suspicious signals amongst the noise. In parallel,
open APIs let customers, partners, and developers build tools and solutions that interact
with the system, while the Sophos Central platform enables everything – from day-to-day
management to cross-estate threat hunting – to be controlled via a single console.

Sophos Central
Security management and
SecOps threat hunting

Software Hardware Services

MTR RR PS

XDR Endpoint EDR Mobile Server Email Encryption Firewall WiFi Cloud Firewall Switch RED AP MTR Rapid Professional
Open APIs Response Services

Industry / Threat Intelligence

Developer
Service Provider

Administrator Artificial Intelligence Labs Security Operations

Security
Operations

Data Lake

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Program Details
Partner tiers

Sophos Sophos Sophos Sophos Sophos

Authorized Silver Gold Platinum Select
Partner Partner Partner Partner Partner

Entry level for the
partner program, no
revenue or certification
requirements.
Sell and promote our
products as part of
their security portfolio.
Minimal investment.
Demonstrate strong
commitment in
promoting Sophos to
achieve revenue goals
and obtain certifications.
Meet or exceed high
revenue attainment
and invest heavily in
skills development and
accreditation.
Exceed our highest
billings attainment and
invest heavily in skills
development and sales
enablement.

Requirements
AUTHORIZED SILVER GOLD PLATINUM SELECT 1

Valid Partner Agreement ✓ ✓ ✓ ✓ ✓

ANNUAL REVENUE REQUIREMENTS 2

Group A 3 USD 5k USD 75k USD 500k USD 1M

Group B 4 USD 5k USD 75k USD 300k N/A

Group C 5 USD 5k USD 50k USD 150k N/A

Group D 6 USD 5k USD 25k USD 100k N/A

CERTIFICATION REQUIREMENTS 7

Sales Certifications 1 3 4 10

Engineer Certifications 1 2 2 3

Architect Certifications 1 2

Technician Certifications 1

1
Select tier limited to North America region
2
Revenue is based on net billings to Sophos from distribution.
3
Group A Country List: Germany, Italy, UK, USA
4
Group B Country List: Australia, Belgium, Brazil, Canada, Chile, Colombia, India, Japan, Luxemburg, Malaysia, Mexico, Netherlands, Philippines, Singapore
5
Group C Country List: Austria, Bangladesh, Bhutan, China, France, Hong Kong, Indonesia, Macau, Maldives, Mongolia, Nepal, New Zealand and Pacific Islands, Nigeria,
Papua New Guinea, Saudi Arabia, South Africa, South Korea, Spain, Sri Lanka, Switzerland, Taiwan, Thailand, Turkey, United Arab Emirates, Vietnam, Rest of Latin
American Countries.
6
Group D Country List: Rest of the world
7
Sales Certification is based on completion of the Sales Fundamentals SC01 course. All Technical Certifications are based on completion of individual product
courses e.g. ET15, AT80. Access the training portal to see which course(s) you have currently completed.

Global currency conversions

Revenue requirements are converted into local currency as per the table below.

USD GBP EUR AUD YEN

1.00 0.80 0.90 1.50 100

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Discounts
AUTHORIZED SILVER GOLD PLATINUM SELECT

SUGGESTED RESELLER DISCOUNTS

Core Products SMB Discount (New and Renew) 14% 19% 24% 29% 24%

Core Products MM/E Standard

Discount (New and Renew) 10% 10% 10% 10% 10%

Core Products Deal Registration 30% 33% 35% 38% 38%

Core Products Incumbency Discount N/A 19% 24% 29% 24%

Standard Discount (All other products, including

Support, ProServ, Training & Maintenance) 10% 10% 10% 10% 10%

A full list of core products can be found in the Sophos price book on the Sophos Partner Portal

Distributors and resellers are free to determine their own resale prices and discounts

Deal Registration and Incumbency are eligible for Core MM/E SKUs or if an SMB opportunity exceeds a regional currency
threshold. Consult the Deal Registration or Incumbency Guides for more details. Incumbency is not available in LATAM region.

India specific discounts can be found in the India program guide

Program Benefits
AUTHORIZED SILVER GOLD PLATINUM SELECT

Technical Support ✓ ✓ ✓ ✓ ✓

Technical Pre and Post Sales Services ✓ ✓ ✓ ✓

Sales and Technical Training ✓ ✓ ✓ ✓ ✓

Competitive Intelligence Email Support Email Support Email Support

Deal Registration ✓ ✓ ✓ ✓ ✓

Incumbency * ✓ ✓ ✓ ✓

Not-for-Resale (NFR) Offerings ✓ ✓ ✓ ✓ ✓

Listing on Partner Locator ✓ ✓ ✓ ✓

Partner Care Support Team ✓ ✓ ✓ ✓ ✓

Channel Service Center Marketing Support ✓ ✓ ✓ ✓ ✓

Co-branded Marketing Materials ✓ ✓ ✓ ✓ ✓

Demand Generation Campaigns ✓ ✓ ✓ ✓ ✓

Market Development Funds By Invitation Priority Priority

* Incumbency not available in LATAM region

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Sophos Training and Certification
Sophos Certifications
Sophos sales and technical certifications give you the skills you need as a Sophos Partner to
grow your business and secure your customers. Becoming certified helps you climb the Sophos
Partner Program ladder, earning more rewards as you go.

1. Only certifications for core products count towards your partner status.

2. Sophos certifications are valid for two years from the day the course was made available.

3. Delta courses will extend your certification by up to two years, starting from the day the
Delta course was made available.

Find out more about Sophos partner training and certifications.

Access certification and delta courses on the Sophos Training Portal.

Cybersecurity Specializations
Sophos specializations require formal acceptance of terms and conditions. Partners earn these
specializations when they complete a specific training and certification path. They help you
to demonstrate your proficiency at solving complex security challenges using the business
approach that best aligns with your expertise.

Build MRR benefits from flexible billing options,
coupled with cloud-based solutions and
easy management that protects your clients'
business. Find out more in our MSP Program
Guide.
Sell, architect, deploy, and manage Sophos
cloud security solutions across public,
private, and hybrid cloud environments.
Find out more in our CSP Program Guide.

Technical Accreditations
Sophos accreditations demonstrate your area of sales and technical expertise and help you
stand out from the competition when customers are selecting a partner to trust. Accredited
partners gain preferred treatment for early product launch enablement and notifications, lead
referrals, and marketing engagement initiatives.
Find out more about Sophos technical accreditations.

Sophos Sophos
Endpoint Firewall
& Server Partner Partner
Offer the industry’s strongest cybersecurity Stand out as the trusted cybersecurity Showcase your expert knowledge in
protection and create a Sophos product advisor for our award-winning endpoint network protection and adding additional
architecture that works together as and server technologies. layers to protect customers and data.
a system.

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Managing your Sophos Business
Working with distribution
Sophos works with leading technology distributors across the globe to offer seamless
transactional delivery to our partners and customers. Regional distributors can be found
on the Sophos partner locator.

Global support services

Our highly trained team of Sophos presales specialists is dedicated to your success – providing
you help with RFPs, designing wireless implementations, and product migration support.
Our detailed competitor battlecards or competitive intelligence desk help you position
Sophos against other vendors to win the business and deliver unbeatable protection for your
customers. With unrivaled pre and post sales technical support, our Global Support Services
ensures both partner and customer success. Find out more about presales services and our
technical support.

Partner Care support

Open a support case with our Partner Care team through support.sophos.com
for help with:
 Licensing and ordering
 Access issues with the Partner Portal, Central Dashboard, and SophosID
 Updating company and contact details, as well as managing portal users

Marketing tools
Sophos supports you in many ways to successfully generate demand and increase revenue.
Enrich your online presence by automatically syndicating content on your website, such as
industry news feeds, SophosLabs threat dashboards, and Sophos product information, free
trials, and online demos. Partners have access to comprehensive demand gen campaigns and a
complete asset library of product collateral, whitepapers, presentations, and more. Our Channel
Service Center email support team (CSC@Sophos.com) handles partner requests to cobrand
marketing collateral and content. Every Sophos partner has a unique Lead Referral identifier,
which ensures any lead you create via forms on www.sophos.com are automatically routed
to you to work and convert to opportunities. Find out more about Sophos Marketing tools.

Partner communications
Cybersecurity is an ever-changing, highly dynamic industry. To compete, it is vital to stay
on top of the latest industry and product news. Sophos supports partners with myriad
ways to stay in touch and on top of the trends. Get connected and follow us on social media.
Our Sophos Partner News blog and our mobile Partner App curate the latest in Sophos
product news, program updates, marketing announcements, and training calendar.
For security industry news follow our award-winning Naked Security blog.

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Partner Program Compliance
Sophos performs yearly compliance audits on March 31. The number of active certifications
held on that day as well as your Sophos revenue generated during the previous 12 months
(April 1 – March 31), will determine your partner tier for the following year.
Throughout the year, partners qualifying for a higher partner tier will get promoted on the
15th of the following month. Changes to a lower tier will only happen once a year after March 31.
Regular updates and any changes to partner tiers will be posted in the Sophos Partner Portal.

Quick Links
Website
www.sophos.com

Product Information and Sales Tools

Available on the Partner Portal here

Partner Program Information

Available on the Partner Portal here

Deal Registration and Incumbency Guides

Available on the Partner Portal here

Product Not-For-Resale Guide

Available on the Partner Portal here

Visit the Sophos Partner Portal

Manage your sales transactions, access valuable resources,

our training and certification portal, as well as pricing
and licensing details at partners.sophos.com
No account? Request portal access
Need help? Open a support case via support.sophos.com

United Kingdom and Worldwide Sales North American Sales Australia and New Zealand Sales Asia Sales
Tel: +44 (0)8447 671131 Toll Free: 1-866-866-2802 Tel: +61 2 9409 9100 Tel: +65 62244168
Email: sales@sophos.com Email: nasales@sophos.com Email: sales@sophos.com.au Email: salesasia@sophos.com

© Copyright 2021. Sophos Ltd. All rights reserved.

Registered in England and Wales No. 2096520, The Pentagon, Abingdon Science Park, Abingdon, OX14 3YP, UK
Sophos is the registered trademark of Sophos Ltd. All other product and company names mentioned are trademarks
or registered trademarks of their respective owners.

2021-06-07 (NP)