How are you building your channel army of partners for Sophos? Is there a different GTM across countries for network security and endpoint security?
Channels are critical to us both in terms of length and breadth of market coverage. Hence we align with large number of partners with local presence through a three-tier model across most countries. The optimized channel strategy spans across the ecosystem of distributors, systems integrators, service providers and small resellers. Also we need to cover the market from both sets of partners in network and end point security.
The product mix of end point and network security in the rest of world is around fifty-fifty. The starting point was different in countries like Australia and Japan compared to India. In that region for example Cyberoam has large presence and Sophos was relatively small. Our end user security has been tripling yearly in India. In countries where network security dominated our end point customer base, we are leveraging the breadth of our portfolio to our large UTM client base and we are now pitching end user security. We will get to a balanced product mix overtime across most regions.
There were three UTM brands - Sophos, Astaro and Cyberoam - under your fold couple of years ago? How would you end this confusion for your channels and their customers?
With regard to the different UTM brands, we acquired India born UTM vendor Cyberoam three and half years ago. This acquisition technology wise gave us great presence in India. Today more than 25% of global work force of Sophos is in India which is now an important hub for product development besides sales operations in the country. We had another firewall brand SG from acquisition of Germany based network company Astaro in 2011.
We don't want to force the integration of different UTM brands as it will be a natural transition. Cyberoam continues its value prop in Sophos XG series with additional features from SG (Astaro). We see the natural shift in India in the past few quarters wherein all the cyberoam market (because of history) has now seen almost 25% of our customers in India are now buying XG.
What has been the real acceptance of Sophos Intercept X and how is it adding to the overall endpoint portfolio?
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