Sophos Value – Based Global Partner Program Adds to the Bottom Line

September 30, 2010 at 7:38 pm Leave a comment

Working with Amazon Consulting, the security vendor crafts and implements a new structure, resulting in consistent messaging, increased partner satisfaction and increased revenue, among other things.

Bill Marcus, Director of Client Services, Amazon Consulting

Recently, security software company Sophos hit the proverbial wall with its decentralized channel strategy. For some time, the company’s global regions had operated autonomously when it came to market strategies and partner programs. As Sophos grew its business, this approach was becoming increasingly costly and wreaking havoc on the company’s bottom line and its ability to build sales.

“We needed to develop a standard program and a standard approach that leveraged the best practices both in the industry and within Sophos,” says Chris Doggett, Sophos Vice President of Global Channels.

With Amazon Consulting’s help, Sophos was able to undertake a dramatic revamping of their business model that has had measurable results, including:

     

  • Increased partner satisfaction
  • Increased partner participation in acquiring new business
  • Consist messaging
  • Program validation at the global level
  •  

To read a detailed case study of how Amazon Consulting’s experience, research and perspective led Sophos to make dramatic changes in its global channel strategy, click [link to the Sophos Case Study] here or download it from the resource center at amazonconsulting.com.

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