Robust partner program anchors Sophos’ channel-first growth strategy

RAJEEV GUPTA
CHANNEL SALES DIRECTOR - INDIA & SAARC, SOPHOS

As a channel-first organization, a robust partner program is the backbone of Sophos’ growth strategy in India and globally. We focus on enabling our partners to become trusted advisors by equipping them with contextual threat intelligence, AI-driven tools, and regionally relevant insights. Through structured programs like the Sophos Partner Academy and localized initiatives, we ensure our partners are empowered to support customers in real time. This collaborative model helps us scale across verticals, deepen customer trust, and accelerate adoption of services like MDR, XDR, and cloud-native security across the Indian landscape.

100% of our India business is driven through our  channel  ecosystem,  which  includes  national distributors, regional VARs, and MSPs. With support from our Sophos MSP Elevate Program, usage-based pricing, and centralized management through Sophos Central, partners deliver consolidated security while reducing operational complexity and costs.

Our partner program focuses on three key outcomes: partner profitability, service-led growth, and stronger customer protection. We enable partners to move beyond product resale into advanced offerings like MDR and XDR, supported by real-time threat intelligence, flexible pricing, incentives, and role-specific training. We also provide architect-level training on key solutions like Firewall and Endpoint, and offer invite-only access to Sophos Summits for strategic engagement. Combined with automation, 24/7 Partner Care, and India-based infrastructure, this approach drives faster onboarding, stronger renewals, and increased demand across markets.