Network and endpoint security provider Sophos has unveiled a channel partner incentive initiative focused on small and medium-sized businesses (SMB) in Africa.
According to the company, the programme is designed to enable channel partners to address small and medium businesses as a focus for their go-to-market activities.
Harish Chib, vice president, Middle East and Africa at Sophos, says the company's intention is to help incentivise its partners to better serve and support its customers in this market segment with security knowledge and expertise. Channel partners, who meet these targets will be incentivised and rewarded by Sophos for their efforts, where they will be able to earn back by way of price discounts and credit for certification, says Chib.
"With the growing volume of sophisticated and targeted threats across the world, small businesses without dedicated security resources are particularly challenged to stay secure. They often do not have adequate skilled security staff on board and have invested more on managing business challenges than on IT security infrastructure." The strategy of adding layer upon layer of security technologies is really no longer practical or effective, says Chib. It is costly and complex and out of reach for a vast majority of businesses. Hence, we felt it is important to cater to this segment, he adds.
"As part of our 'channel first - channel only' sales strategy, we are committed to providing simple and comprehensive security solutions to not only the mid-market enterprises, but also the SMB segment and the channel partners that serve them. We are confident that our new training and incentive initiative will encourage our regional channel partners and gear them to cater to the ever-growing SMB segment in Africa."
The company says within the Middle East and Africa, Sophos has built its regional channel partner programme based on feedback from its distributors and reseller channel partners. The regional partner programme is well segmented into four different on-boarding levels with different skills certifications, sales and target activities, and rewards, it adds.
The primary objective of the Sophos partner programme is to equip partners with training and resources that enable them to sell, market, distribute and implement the company's cloud, network, server and end-user protection solutions to organisations of all sizes, says Sophos.
The partner programme for Middle East and Africa consists of four levels: authorised entry level, silver, gold and platinum, based on sales performance each level increases in commitment to selling Sophos products and value delivered to customers.
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