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By Mike Vizard | Print

The Sophos Cloud Security Provider program now rewards partners that register a deal that's transacted via an app store or online marketplace.

The proliferation of app stores and online marketplaces has created a significant challenge for solution providers across the channel. With increased regularity, organizations are now purchasing both software and hardware in a way that bypasses the indirect channel.

Sophos, a provider of endpoint management software, is now providing a way for solution providers to recoup some of that lost opportunity via an expansion of its channel program.

The Sophos Cloud Security Provider program now rewards partners that register a deal that's transacted via an app store or online marketplace run by a third-party such as Amazon Web Services (AWS). When a purchase is made via those channels, Sophos will correlate that transaction against its deal registration database to make sure partners are compensated, according to Kendra Krause, vice president of Global Channel. 'We want to make that process as frictionless as possible,' she said.

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Krause said that even though Sophos is a 100 percent channel company, it's apparent that app stores and online marketplaces have emerged as an alternative form of distribution in the channel.

Sophos has set up two levels of rebates for the program. The Professional level essentially compensates the partner with a 10 percent rebate for being an agent acting on behalf of Sophos. The Expert level provides a 20 percent rebate to those partners that provide additional post-sales support.

Diana Krakora, president of PartnerPath, a consulting firm that specializes in developing channel programs, said the one big remaining challenge is getting customers to alert solution providers that they made a purchase through an online marketplace. 'A lot of the time, the customer never tells the partner,' she pointed out.

The partner needs to make sure the relationship with the customer is tight enough that they can participate in a deal registration program in the first place, Krakora added.

Of course, solution providers can create their own online marketplaces or rely on traditional distributors to provide a backend e-commerce service that a solution provider can brand. But most solution providers do not have the marketing resources of an AWS or a Microsoft to promote their online marketplace.

Because of that issue, more IT vendors are going to have to put more time and effort into finding a way to make their channel partners a more natural extension of online transactions—regardless of where those transactions occur.

We reward your investment in the Sophos Partner Program with high discounts, dedicated channel support, and also not to mention the world’s most effective cybersecurity technology.

We want to make sure you have the skills you need as a Sophos Partner to grow your business and secure a healthy customer base. Our sales and technical certifications are designed to do just that. Our certification paths will help you climb the Sophos Partner Program ladder, gaining more rewards as you go.

You can find the certification requirements per partner tier in the Sophos Partner Program guide.

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All our certifications are available as self-study eLearning modules (see the direct links to courses below). In some regions, you can also choose to attend instructor-led classes.

Yearly compliance audits

Sophos performs yearly compliance audits on March 31. The number of certifications held on that day (as well as your Sophos revenue generated during the previous 12 months) will determine your partner tier for the following year. This means that you must complete all necessary certifications by March 31, 2021 to ensure compliance for the following year.

Certification paths

Please carefully read the information below to understand which courses will count towards your program compliance now and in the future.

To achieve a Sales Certification you must complete SCO1 – Sales Fundamentals to stay compliant. There were previously different sales courses available that now no longer count towards compliance.

The following courses will ensure compliance:

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Sales Certifications	Engineer Certifications	Architect Certifications	Technician Certifications
Self-study e-learning	Sales Fundamentals – SC01	Central Endpoint and Server – ET15	Central Endpoint and Server – AT15	Central Endpoint and Server – S15
Instructor-led courses	Online course only	Register for an upcoming training event, limited seats available!

Your compliance status

Your partner portal account administrator(s) will receive regular email updates on your company’s compliance status starting end of October 2020. If you’d like to receive these updates as well, please ask your administrator to set you up as further partner portal administrator. You can find information on the current portal administrator(s) and add new ones here.

If you need help to identify your portal administrator or struggle to manage partner portal users, please reach out to our Partner Care team via https://support.sophos.com/support.

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Your next steps

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If you need to achieve additional certifications, make sure to

1. Complete the certification courses listed above:
   1. Sign up for upcoming certification courses
   2. Or enroll in self-study e-learning courses (see links above)
2. Invite colleagues to take training courses (template email copy)
3. Hold all required certifications by March 31, 2021

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If you have any questions about certification, please reach out to globaltraining@sophos.com.

The links above require access to the Sophos Partner Portal which is available for Sophos partners only. If you are a registered partner and have trouble logging in, please contact our Partner Care support team by opening a case on support.sophos.com.