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Sophos improves training for certified channel

Sophos improves training for certified channel

Sophos is boosting partner training next year to reward top-level certified resellers for skilling up in services and technical competencies.

Channel sales manager, Zoe Nicholson, said the advanced training was applicable to the security vendor's certified partner tier. Sophos also maintains authorised reseller and standard partner relationships. The new courses focus on complex troubleshooting, more in-depth configuration, and multiple platform and domain installations. They can be completed by partners working with SMB or enterprise products. Currently, certified resellers need to complete sales training and have at least two technically trained engineers per state. They also need to be able to undertake pre-sales demonstrations, installations and first-level support. Additionally, they must meet revenue and growth targets.

Nicholson said resellers had been asking for more indepth training as a way of differentiating themselves in the market. With the new modules, partners would be recognised and rewarded for their services and maintenance ability regardless of how big their business is.

"We want our certified partners to become the secondary Sophos sales force," she said. "So what we're looking to do is add value in all certified partner segments."

The advanced training will be free when launched globally in April.

Nicholson said Sophos' training programs to date had largely been face-to-face, with some basic online courses. The vendor was now offering more interactive online sales and technical training modules using a Macromedia/WebEx environment.

"This will mean partners won't have to come into the labs for technical training," she said. "The new systems allow us to log in and see resellers in real-time."


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