Security vendor, Sophos, has introduced a new online ordering system targeted at its small business partners.
The system was launched with UK partners two months ago. Channel manager, Zoe Nicholson, said 17 per cent of its sales in the UK were now being conducted via online ordering and predicted similar take-up in Australia.
Registered partners who log onto the system via Sopho's channel portal will have access to their historical customer records, as well as specific pricing discounts and arrangements.
"This gives partners more visibility of their accounts and means we can process their orders straight from our CRM systems," Nicholson said.
Most of the vendor's small business-oriented products were available through the online portal including its Endpoint Security and Control software, she said. This allowed organisations to block employee use of remote connection tools. Sophos would also look at expanding the online range to include some of its higher-end commercial products.
The recent launch of the Endpoint Security and Control product has also seen Sophos overhaul its training and certification programs. The vendor's sales training is broken into three tiers: customer questions to ask; product features and benefits; and competitive analysis data.
"We're trying to help partners look at issues like endpoint security and control rather than just a product," she said. "The sales training is designed to guide partners in how to sell our range with this in mind."
Nicholson said the company had also modified its technical training to focus more on issues of compliance than straight product information. The new round of technical training starts in January.