2. Sophos MSP Connect
Scott Barlow
VP, Global MSP
May 9, 2016

3. Global MSP Market 100k+ MSPs $229B by 2020 Cloud/Hosting
Break-fix
VAR/Reseller
MSP
Cloud/Hosting
MarketsandMarkets predicts that the global managed-services market will grow from $107B in 2014 to $193B by 2019
In CompTIA’s study, 64% of end user organizations said their businesses are currently using an MSP for at least one operational function
100k+
MSPs
$229B
by 2020
Channele2e
New IT Economics
Data privacy & security biggest concerns
Reduction in on-premises & data center infrastructure
Rapid adoption of mobile, cloud & big data
Outsourcing to MSP decreases costs & increases operational efficiency

4. MSP Connect at-a-Glance
ONE Security Vendor
ONE Management Dashboard
ONE Flexible Program
Sophos.com/MSP

5. ONE Security Vendor

6. Sophos MSP Connect Program
Simplifies customer management of industry-leading security solutions while streamlining key tools integration, and offering flexible pricing and billing
ONE Simple Security Solution
More control
Sophos Central Cloud Based Management
Better Visibility
Choose annual termed licenses or monthly
Increased flexibility
Endpoint, Server, MDM, Mobile Security, Cloud Web Gateway, XG Firewall
Future: WiFi,
Best of Breed Products

7. Secure the Endpoint (PC/Mac) Secure the Mobile Device
MSP Connect Portfolio
Secure the Perimeter Ultimate enterprise firewall performance, security, and control
Secure the Endpoint (PC/Mac)
Next Gen Endpoint security to prevent, detect, investigate and remediate
Next-Gen Firewall /UTM
Next-Gen Endpoint Protection
Secure the Web
Advanced protection, control, and insights that’s effective, affordable, and easy
Secure the Mobile Device
Secure smartphones and tablets just like any other endpoint
Web
Security
Mobile Control
Network
Enduser
Secure the
threats and phishing attacks don’t stand a chance with transparent filtering
Secure the Servers
Protection optimized for server environment (physical or virtual): fast, effective, controlled
Security
Server
Security
Secure the Wireless
Super secure, super easy Wi-Fi
Protect the Data
Simple-to-use encryption for a highly effective last line of defense against data loss
Wireless
Security
SafeGuard Encryption
Future release

8. Focused on the MSPs Bottom Line
Increase Revenue
Upsell and cross-sell security services
Add additional products to MSP menu of offerings
Increase profitability through aggregate billing
Lower Costs
Reduce vendor management time and resources
Improve security posture with Synchronized Security
Convert from Capex to Opex
Improve Operational Efficiency
Integration into MSP Vendor Ecosystem
Single dashboard to manage endpoint and network security
On-demand configuration to add customers at your leisure

9. ONE Management Dashboard

10. CONTROL
SERVICE
VISIBILITY

11. Sophos Central Visibility – Subscription, usage and alerts
Control – Customer and license management
Service – Security incident management

12. Management Dashboard

13. Management Dashboard

14. MSP Alerting Across Managed Customers
Aggregated alerts allows partners to see all alerts across the customers that you currently manage, limited resolution capability but more coming up in the future
Note: Firewall alerts are not yet integrated – planned for the future

15. MSP Centralized Management
Over all view across your customers – who is using what and who is trialing
Single pane of view for your business status and opportunities such as cross sell, up sell, trials and renewals
Launch Customer Dashboard – will you take to your Customer’s Cloud Dashboard (if you are a MSP and allowed to manage that customer)
All the white space, you see there, shows the more products that you could offer to your customers. You can click on the product link to learn more about these products
License deployed and in use
Customer trial in progress
Virtual licenses deployed
License has expired
License usage over limit
License near expiration

16. MSP Centralized Management
Usage info for all the managed customers who are in monthly usage based billing .
There are two groups of managed customers – 1. Where partners owns the licenses and offers monthly usage based billing 2. Customer purchased licenses through the partner, but asked the partner to manage the security for them
“Partner Owned Licenses” shows the usage info across all the managed monthly usage based customers.
Usage info for all the managed customers who purchased termed licenses and enabled partners to manage the security for them. “Customer Owned Licenses” show usage across customer purchased term licenses, but managed by the partner.

17. MSP Trial Licenses
Partner can start a new Sophos Cloud trial for a customer. See all the trial customers in one place. Partner can convert a Sophos Cloud trial into customer purchased term licenses or add them to monthly usage based billing model

18. MSP Trial Licenses
Partner can start a new Sophos Cloud trial for a customer. See all the trial customers in one place. Partner can convert a Sophos Cloud trial into customer purchased term licenses or add them to monthly usage based billing model

19. MSP Trial Convert to Paying
Partner can start a new Sophos Cloud trial for a customer. See all the trial customers in one place. Partner can convert a Sophos Cloud trial into customer purchased term licenses or add them to monthly usage based billing model

20. ConnectWise Integration
Partner can connect Sophos Cloud Partner Dashboard to their ConnectWise PSA system for billing integration. Click on PSA integration button to start the initial setup

21. PSA Integration: ConnectWise
Partner can connect Sophos Cloud Partner Dashboard to their ConnectWise PSA system for billing integration. Partner enters their ConnectWise credentials and API keys to connect

22. PSA Integration: ConnectWise
Partner can connect Sophos Cloud Partner Dashboard to their ConnectWise PSA system for billing integration. Partner maps their Sophos Cloud customers to the correct ConnectWise customer id and Agreement.

23. Dedicated MSP Support Support Dedicated MSP Lines:
Talk about MSP support here – Dedicated MSP support for partners – Telephone and

24. Co-Branded Marketing Assets and Training

25. Sophos Central -- Firewall License Management

26. Hardware Ordering
Hardware must be purchased up front – monthly pricing not available
Hardware follows our normal ordering and discounting policies and processes
Discount for HW is determined by the MSP’s Partner Level in the standard Sophos Partner Program.
If the MSP is a Gold Reseller, they will get the standard Gold discount
Deal Registration is allowed for hardware orders and term licensing
Standard rules apply

27. ONE Flexible Program

28. MSP Connect Benefits On-boarding & Technical Support
Simple security for MSPs
Centralized Management
On-boarding & Technical Support
Flexible Licensing Options
Simple Security for MSPs
Based on Sophos Central
Security services for: Endpoint, Server, Web, Mobile and Devices (XGFW)
Future: Sophos Wi-Fi Standard, Sophos Protection, SMC and more!
Centralized Management Through Sophos Central
Integration with ConnectWise for billing
Partners can distribute licenses when and where their customers need them
Sophos Central-Partner provides visibility across all solutions and customers in one view
On-Boarding and Technical Support
Sophos Central Sales Consultant & MSP Sales Consultant training and certification
Co-branded marketing assets
24/7 MSP Connect VIP support
MSP Connect with Flex: Monthly Usage-Based Billing
Add new customers on-demand and upsell/cross-sell new services easily
Monthly aggregate billing aligned with the MSP procurement method
24x7 MSP Flex support with a dedicated Technical Account Manager (TAM)

29. The Journey to MSP Connect
Sophos & Distributor approval for monthly billing
Flex Training:
MSP Sales Consultancy Training
Certified Support Training (recommended)
Prerequisite Training:
Sophos Central Sales Consultant Training
Synchronized Security Training Module
MSP Connect application approval
Proven managed services business
Additional Flex Requirements
MSP Connect Requirements

30. Monthly Billing in Arrears
MSP Connect Flex
Consolidated Usage
Monthly Billing in Arrears
Volume-based Discounts
Let’s start with the usage-based pricing, licensing, and billing that really aligns with the way MSPs want to work with their vendors.
We have very competitive pricing, but the best part is, it’s completely usage based, based on actual consumption, so you just manage how many users are being protected with each product, and Sophos takes care of the rest. As we saw in the previous section, the licensing is split into four groups, and the billing model aligns with these.
The billing is pay-as-you-go, and the self-provisioned licensing allows you to onboard customers and turn services on and off instantly. If you’re an MSP Connect partner, you buy your customer licenses on a 1, 2 or 3-year term, and will be billed accordingly. If you’re at the Flex level, then monthly billing changes this; we’ll look at that on the next slide.
And to top it all off, we reward growth by offering discount tiers within the product groups.
On Demand Configuration

31. Increased License Flexibility
Annual Term
Customer Owned
Customer Managed
Annual Term
Customer Owned
Partner Managed
Monthly
MSP Owned
MSP Managed

32. Secure the Endpoint (PC/Mac) Secure the Mobile Device
MSP Connect Portfolio
Secure the Perimeter Ultimate enterprise firewall performance, security, and control
Secure the Endpoint (PC/Mac)
Next Gen Endpoint security to prevent, detect, investigate and remediate D U
Next-Gen Firewall /UTM
Next-Gen Endpoint Protection
Secure the Web
Advanced protection, control, and insights that’s effective, affordable, and easy
Secure the Mobile Device
Secure smartphones and tablets just like any other endpoint U U
Web
Security
Mobile Control
Network
Enduser
Secure the
threats and phishing attacks don’t stand a chance with transparent filtering
Secure the Servers
Protection optimized for server environment (physical or virtual): fast, effective, controlled U S
Security
Server
Security
We briefly mentioned earlier the products that are available to MSPs, all of which are managed via Sophos Central.
[Click]
There are 5 products available today within the Network and Enduser families, ranging from firewall and web to secure your network, and endpoint, mobile and server to secure your devices.
Furthermore, later this year, , wireless and data protection will join the mix, meaning you’ll be able to offer a complete suite of protection to your customers.
These products are split into four groups in the context of the MSP program; Licenses, Devices, Servers and APs. These groups help support billing calculations, which we’ll look at a bit later, but first, we’ll take a look at each of the product groups.
Click Next when you’re ready to continue.
Secure the Wireless
Super secure, super easy Wi-Fi
Protect the Data
Simple-to-use encryption for a highly effective last line of defense against data loss W
Wireless
Security
SafeGuard Encryption U
Future release U
Users D
Devices S
Servers W
Wireless

33. Pricing Band Calculation
User Licenses: Endpoint, Mobile, Web
1 -99 user licenses
user licenses
user licenses
1,000-4,999 user licenses
5,000-9,999 user licenses
10,000+ user licenses
Device: SFOS FullGuard and EnterpriseGuard
1-24 devices
25-99 devices
devices
devices
devices
1,000 + devices
Server Licenses: Standard and Advanced
1 -24 server licenses
25-99 server licenses
server licenses
server licenses
server licenses
1,000 + server licenses
Wireless: Cloud Wi-Fi Standard (AP15, AP55, AP100)
1 -24 Wireless APs
25-99 Wireless APs
Wireless APs
Wireless APs
Wireless APs
1,000+ Wireless APs
We mentioned discount tiers a couple of minutes ago; shown here is the pricing and banding structure for the MSP Connect program.
The products are split into four groups, as we’ve already seen, and within these groups are license bandings. Your overall usage per month is calculated based on how many of each type of license all of your customers are using, which then rolls up into an overall license count per group. This makes your billing really simple, and your costs easier to predict and manage.
We’ll look at an example to illustrate this; click Next to continue, once you’ve reviewed the information on this slide.

34. = Licensing Example 180 User licenses 25 Server licenses 5 Wireless
80 Endpoint
50 Mobile
180 User licenses
25 Server licenses
5 Wireless
2 Devices =
50 Web
Customer A
25 Servers
Let’s consider 4 customers, all managed by the same MSP. We’ll call the MSP “Frost Protect”.
Customer A is using all of the supported products, which when tallied up to the four product groups, gives 180 licenses, 25 servers, 5 APs and 2 devices.
5 Wireless
2 XG FullGuard

35. = Licensing Example 150 User licenses 5 Server licenses 2 Wireless
Customer A
180 User
25 Server
5 Wireless
2 Devices
130 Endpoint
10 Mobile
150 User licenses
5 Server licenses
2 Wireless =
10 Web
Customer B
5 Servers
The next customer, B, is slightly smaller, and so doesn’t need so many licenses, or even a firewall. Hopefully they have another solution in place!
Their usage totals up into 150 licenses, 5 servers and 2 APs.
2 Wireless
0 XG

36. = Licensing Example 300 User licenses 10 Server licenses 5 Devices
5 Wireless
2 Devices
100 Endpoint
Customer A
100 Mobile
150 User
5 Server
2 Wireless
300 User licenses
10 Server licenses
5 Devices =
100 Web
Customer B
Customer C
10 Servers
Customer C is a larger company, with lots of devices, servers and firewalls, but no need for Wi-Fi at the moment. In total, they use 300 licenses, 10 servers and 5 devices.
0 Wireless
5 XG EnterpriseGuard

37. = Licensing Example 230 User licenses 5 Server licenses 4 Devices
5 Wireless
2 Devices
230 Endpoint
Customer A
0 Mobile
150 User
5 Server
2 Wireless
230 User licenses
5 Server licenses
4 Devices =
0 Web
Customer B
Customer D
300 User
10 Server
5 Devices
5 Servers
The final customer, D, has a lot of endpoint devices, but no need for mobile or web protection. They consume 230 licenses, 5 servers and 4 devices.
Customer C
0 Wireless
4 XG FullGuard

38. = Licensing Example MSP Aggregate 860 User 45 Server 7 Wireless
2 Devices
MSP Aggregate
Customer A
150 User
5 Server
2 Wireless =
860 User
45 Server
7 Wireless
11 Devices
Customer B
300 User
10 Server
5 Devices
To calculate the overall usage for the MSP, all of the customer usage is added up, which gives the figures shown. This is their total monthly usage.
Click Next to continue, and we’ll look at what this means for license banding.
Customer C
230 User
5 Server
4 Devices
Customer D

39. Band Calculation 860 User 45 Server 7 Wireless 11 Devices
User Licenses: Endpoint, Mobile, Web
1 -99 user licenses
user licenses
user licenses
1,000-4,999 user licenses
5,000-9,999 user licenses
10,000+ user licenses
Devices: SFOS FullGuard and EnterpriseGuard
1-24 devices
25-99 devices
devices
devices
devices
1,000 + devices
860 User
45 Server
7 Wireless
11 Devices
Server Licenses: Standard and Advanced
1 -24 server licenses
25-99 server licenses
server licenses
server licenses
server licenses
1,000 + server licenses
Wireless: Cloud Wi-Fi Standard (AP15, AP55, AP100)
1 -24 wireless APs
25-99 wireless APs
wireless APs
wireless APs
wireless APs
1,000+ wireless APs
If we look back to the pricing bands with these overall figures in mind, we can see that 860 Licenses, 45 Servers, 17 APs and 11 Devices puts them in the bands that are highlighted.
These bands then determine the per-license cost that you will be charged. As a clear extension of this, if you subsequently add on more customers or product usage, then you’ll benefit from the existing pricing band that you’ve reached, lowering your per unit costs for new consumed licenses.

40. Who Does What? MSP Sophos Distributor* MSP
Legal relationship with MSPs
MSP training and certification
Synchronized Security
Level 2 Support to MSP
DISTRIBUTOR
MSP
Distributor*
Handles hardware logistics
Provides MSP terms
Invoices MSPs
Pays Sophos
MSP
MSP
Level 1 Support to customer
Provisioning and configuration
Invoices customers
Buys via distribution
CUSTOMER
CUSTOMER
CUSTOMER
* Except for UK

41. MSP Connect Application
Complete MSP Application sophos.com/msp
Sales will contact you to review application
Upon approval, access training and certification

42. MSP Connect Recap
ONE security vendor to deliver endpoint and network solutions to customers
ONE management dashboard that enables visibility into all security licenses and customer information in one view, eliminating the need for multiple tools and management resources
ONE flexible program to simplify accounting and operational processes and to help you manage your budgets efficiently

43. Sign-up today: sophos.com/msp