Sophos offers residuals to channel

Sophos offers residuals to channel

Another antivirus software vendor in Australia? Isn't the market a little crowded already? If resellers feel like they've got that product area covered, they need read no further, but with its arrival in the local channel, UK-based Sophos has delivered an interesting kicker into the ho-hum antivirus software business.

In the corporate and government market, according to national sales manager Derek Conibear, there is an 80 per cent retention rate for Sophos' subscription-based antivirus coverage. In other words, according to Conibear, at least 80 per cent of the workstations covered stay with Sophos. And what does this mean for resellers? Residual income! Conibear claimed that, not only is there such minimal churn in Sophos customer sites, each year at renewal time their workstation count goes up.

It's not a giveaway though. "Resellers will be expected to continue promoting and supporting the product, which from now we intend to market purely via the channel," Conibear said.

He himself had formerly represented Sophos with the former distributor Dr Disk.

The opportunity for resellers extends to those servicing the SME market targeting sites from upwards of 10 users.

Sophos Australia has been established for just six weeks and is headed up by its former IT manager from England, Richard Baldry.

"Our aim is to give Australian corporate, government, and educational antivirus software customers an alternative to the North American-based vendors," Baldry said. He added that Sophos is one of the few remaining software developers working purely in the antivirus field.

Baldry claims Sophos currently protects 300,000 seats at more than 450 sites in the Australian market, which he expects will soon be serviced by value-added resellers and system integrators. And the plans for the new subsidiary extend through the region, as the Sydney office is to become the regional headquarters for Southeast Asia.

"It is the right time to come into this market," Baldry said. "We're witnessing a global implosion of antivirus vendors."

Sophos Australia

Tel (02) 9212 1600

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