Sophos Goes 100 Percent Channel
The North American arm of U.K.-based security software company Sophos
PLC has adopted an all-channel sales model, a sharp change from the company's
previous mix of 50 percent channel and 50 percent direct sales.
"This is a move that we've actually been contemplating for a number
of years," says Mark Hatton, Sophos president for North America.
"[Partners] probably never felt comfortable that we were fully committed
to the channel because we were doing some business outside the channel."
The Burlington, Mass.-based company's main product is Sophos Endpoint
Security, which consists of an enterprise console for managing the endpoints,
Sophos Anti-Virus and Sophos Client Firewall, with an optional component
for securing Windows Mobile devices. The company competes primarily with
Symantec Inc. and McAfee Inc.
Scott Bekker is editor in chief of Redmond Channel Partner magazine.