Sophos NA Channel Chief: We See Opportunities vs. McAfee, SymantecSophos NA Channel Chief: We See Opportunities vs. McAfee, Symantec
Sophos North America Channel Chief Matt Fogelgren sees some opportunities to engage disgruntled McAfee and Symantec partners. Plus, Fogelgren says MSPs are beginning to embrace Sophos endpoint security licensing designed for service providers. But that's not all. Here's the update from Fogelgren.
September 30, 2010
Matt FogelgrenSophos North America Channel Chief Matt Fogelgren sees some opportunities to engage disgruntled McAfee and Symantec partners. Plus, Fogelgren says MSPs are beginning to embrace Sophos endpoint security licensing designed for service providers. But that’s not all. Here’s the update from Fogelgren.
Fogelgren steps into the spotlight as former Global Channel Chief Chris Doggett begins a new career outside of the security software market. On the one hand, Fogelgren is not replacing Doggett on a global scale. On the other hand, Fogelgren becomes the most visible Sophos channel leader, overseeing North American channel partner programs. The Sophos channel team also has lieutenants in Europe and Asia, each reporting up to their respective regional heads. Fogelgren says the regions will work closely with one another to coordinate the company’s overall global channel strategy.
So, what are Fogelgren North American priorities? Here are some clues:
Staying focused: Fogelgren role as North American channel lead “doesn’t change. I’m not taking over global channel chief, and I don’t have international responsibilities. But it makes sense for me to make a more active role here as we communicate in North America” and Sophos will coordinate its channel programs through close communications with regional leaders, Fogelgren says.
Creating A Wedge: Fogelgren notes that Symantec is “big and not just focused on security.” Meanwhile, Intel’s buyout of McAfee is potentially a “square peg in a round hole.” Those two market realities, he says “creates a nice wedge in the market place as partners look for alternatives. We think we can fill that void.”
Beyond Anti-Virus: At the low-end of the market, Fogelgren says some VARs are becoming frustrated with pure AV software providers since anti-virus is only one piece of a total security solution. For instance, he asserts that partners are embracing Sophos’ Data Loss Prevention (DLP) software, which is built into the company’s endpoint security products.
Recurring Revenues: Sophos launched some partner program enhancements in May 2010 that specifically serve MSPs. Fast forward to the present, and MSPs serving SMBs with 25 to 200 seats are beginning to engage with Sophos, he says. “I think we’re in lock-step with the market, and we’re working with peer networking groups to recruit MSPs.” Sophos also sees an opportunity to potentially displace AV offerings that come with managed services platforms, since the Sophos solution extends beyond AV, Fogelgren says.
Sophos Ownership: The company was acquired by a private equity firm in early 2010. Since that time, Fogelgren says, “everything I’ve observed is they’re here to help us grow the business.”
Of course, The VAR Guy has to give rivals equal time. Symantec is gearing up for its Symantec Partner Engage conference in November and the company seems to be showing some momentum with service providers. Meanwhile, McAfee has scored considerable momentum with its MX Logic acquisition, though The VAR Guy will be watching to see how the Intel-McAfee combo works out. Elsewhere, Trend Micro in July 2010 named a new channel chief and is now pushing beyond security into online storage, while Kaspersky Lab continues its SMB push.
Despite all that competition, Fogelgren and Sophos sound upbeat…
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