Name: Announcing: New Sophos Endpoint Offer for Small Businesses
Uploaded: 2025-09-03T10:32:41.594Z
Duration: 34 min 12 s
Description: Announcing: New Sophos Endpoint Offer for Small Businesses

Transcript for "Announcing: New Sophos Endpoint Offer for Small Businesses": Okay. Welcome, and thank you for to joining, today's call. I'm Jason Ace. I lead the channel business here at Sophos. We're very grateful that so many of our partners could join us today. And I'm also joined on today's call, by Sandy Adam from our marketing team, who's gonna take us through some of the exciting announcements that we have today. And, and today's all about Envoy. This presentation and the details are available, after the call. And one of our big goals here at Sophos is to make it much easier for our partners to do business, with us. So you'll hear today about a solution specifically aimed for our SMB market. This solution, of course, includes market leading protection, and it's packaged in a way that makes it much easier for our partners to sell. This means that there is no need for quotes. There's no promo codes, and you don't need to know, the the latest, special offer. We're very excited about about it, and it's available to sell from today. That's not all. We have some also some great announcements for our and enterprise customers as well. We've updated our partner portal. So check out, the portal for more details. We also put up there you'll see some of this from Saturday today, some frequently asked questions. So if we don't cover any questions today, please check out the, the FAQ. And we as I mentioned, we will be operating in q and a. So please bombard us with your presentation today, but also at the end. So please use the tool. I'll be back shortly for the q and a, and it's my pleasure to now pass over to Sally. Sally, over to you. Thank you, Jason. And hello, everybody. Welcome to this session. So as Jason said, we're very excited to be sharing with you details of our new Sophos endpoint 100 offering, you know, designed to help you accelerate your small business success. So we're going to really focus on on Sophos endpoint 100 primarily, but we're also, as we're together, going to share updates on the Sophos endpoint performance enhancements, extended support for legacy platforms, and an update on Sophos endpoint integration with Tejas XDR and MDR. And as Jason said, we have a q and a. We have team behind the scenes answering questions during the call. We'll also take them live at the end as well. So let's jump into Sophos endpoint 100, which is a brand new, and highly attractive licensing offer for Sophos endpoint that is designed to help you accelerate your new logo acquisition in organizations with up to 100 employees. We've called it Sophos endpoint 100 because it's designed for organizations with up to 100 employees. That's the name and that's the focus for this this licensing option. It's competitive. There's a single price, an attractive price for both endpoints and servers independent of the quantity ordered up to the 100 limit. It's fast. We've designed it to make it easy for you to quote and sell so you can accelerate your sales process and a solution that's also easy and quick for customers to deploy. And, of course, it's differentiated. It gives the very best protection on the market. It's the full award winning Sophos endpoint protection. There's no limitations, no features removed, so you can resell that differentiated solution. Now we've very much designed Sophos endpoint 100 to help you grow your business in that that smaller segment and also to help organizations in that smaller segment elevate their cyber defenses by switching from another vendor to Sophos. So let's go into that in a little bit more detail. So I mentioned that there's a single fixed, price for users and servers, a fixed MSRP. You can see those prices for for your currency here on screen, and I should say that is a, twelve month subscription price. Now it's available for organizations that have up to 100 employees, and you can sell up to a 100 user licenses and up to 10 server licenses. So very straightforward, a 100 user licenses, 10 server licenses, and it's a twelve month minimum term. Now Sophos endpoint 100 is available on term only. We have for an accelerated sales process, no deal registered, no promos, no discounts. Essentially, we want to streamline your process so that, you don't need to to engage with Sophos. There's no delays to your sales success. But, importantly, partner program commercial discounts continue to apply. So all of those wonderful benefits through our partner program, they apply with endpoint 100 as with the rest of our portfolio. And just to double down as well, this is the full Sophos endpoint protection product. So unmatched defenses for your customers, an unmatched solution for for you to be able to sell. And as Jason said, it's available now. You can quote it. You can sell Sophos endpoint 100 right from today. So we're just moving forward. So, sorry. Just a quick issue with the slide there. So just highlighting key benefits to to share, really. So benefits for you as our partner community, well, it says friction free sales. You don't need to to wait on Sophos for custom quotes or discount approval. You're getting a fantastic price, upfront, very straightforward so you could accelerate your deals. We want to give you a competitive and differentiated offering. So it's a fantastic Sophos solution at a very competitive price and easy to quote and sell so you can focus more time on growing your business. Of course, with customers, we want to highlight the superior protection they get in the Sophos and that it's easy for them to use and install. And, also, we've optimized the performance. We'll dive into that in a bit more detail, but it doesn't get in their way. So lots of benefits for you and lots of benefits for the customers that you support. Now let's take a moment to talk about how we can position Sophos endpoint 100 because, of course, we have Sophos endpoint 100. We have our core Sophos endpoint solution, and we have Sophos endpoint essentials 60. So how do they all fit together? Now, importantly, I want to, you know, to make clear that Sophos endpoint are are six of license and Sophos endpoint 100, are the same protection. It's two licenses, the same product. So Sophos endpoint 100 is a new licensing option. It's not a new product. It's that same Sophos endpoint protection that you know that you're already providing to organizations. And we've launched it to help accelerate new small business sales. We've heard the ask from many of you in our partner community that you want to help grow your your small business, customer base, and that's very much what Sophos endpoint 100 is designed for. Now it can be offered to your existing Sophos endpoint, your your six renewals, if they are at risk as well. But when it comes to Sophos endpoint essential six e, this doesn't give the full Sophos protection capabilities. So don't lead with that. You know, do lead with overall Sophos endpoint as our story. And then from licensing options, we've got Sophos endpoint sixer and Sophos endpoint 100. So two licensing options, but lead with the overall Sophos endpoint story. Now some scenarios when, you know, Sophos endpoint 100 will be the the perhaps the solution to to offer is if you've got a price sensitive new logo organization who's got up to a 100 employees. Or if you've got a Sophos endpoint, SIXA renewal that has up to a 100 employees, and that's at risk due to price. And then, of course, those Sophos endpoint essentials, those 60 customers, this is a great opportunity to help them get better protection on a restricted budget, of course, with that 100, user company limit. But Sophos endpoint, our six, license, that remains at the forefront of the Sophos endpoint portfolio. It's the go to solution for all new logo customers who've got more than a 100 employees and should be the standard default subscription for renewal for our existing six of customers. And if you have a new logo customer of any size that requires custom quotes or or special discounting, that has to be six. As mentioned, Sophos seven point one hundred is is straightforward. There's no promos, no discounts, no deal reg. If you need, any custom pricing, then that needs to be a a six license. Now I've mentioned that Sophos 100 is very much designed to help you accelerate your new business growth. And there's lots of reasons why this is a great time and this is a great solution to be doing it. Firstly, there's a real need for organizations not using Sophos to elevate their protection with superior cybersecurity. Other solutions, including Microsoft, they can't stop certain types of ransomware, such as remote ransomware, whereas the malicious processes are running on one computer, and and they're using it to encrypt data on protected devices on the same network. Many cybersecurity solutions cannot stop that prevalent form of ransomware. They also can't stop this advanced human led attacks where there isn't actually any malware to detect. And then as sellers, we know you're looking to increase the time you can spend on revenue generating activity. So we see these challenges. This is very much the moment for organizations to to make that change, to move to better Sophos protection. Small businesses are a major target for attack. They need superior protection. Small businesses need big defenses. AI, automation, all mean that adversaries are able to target organizations of all sizes in their attacks, not just the larger ones. And we know SMBs are struggling with with skills and, resources and protection capabilities. In fact, in our latest state of ransomware report, forty two percent of smaller organizations hit by ransomware said that either their either their protection wasn't, good enough to stop the attack or they didn't have the protection they needed. So protection, a major issue in small businesses for helping them stop ransomware. And, of course, numbers wise, investing in in superior protection, stopping attacks makes a lot of sense. The average recovery cost for small businesses from from an attack last year is over $600,000. So the the numbers really make the clear the benefits of investing in preventing an attack rather than remediating it. And, of course, Sophos, Sophos 100, it really is the ideal solution because it's that superior Sophos protection, at a very competitive price that's easy for you to sell, equally easy for our shared customers to deploy and use. Now I've mentioned a few times, you know, Sophos and our superior protection, you know, the the superior cybersecurity outcomes that we deliver to customers. You know, the the reason for organizations to look to to switch over from non-Sophos endpoint protection. And I wanna take this moment to remind you of the the the three core pillars to be talking about whenever we're talking about some other endpoints, defenses. First up, Cryptoguard. Fantastic unique capability that blocks both local and remote ransomware attacks. So defending against, you know, ransomware attacks universally. It's looking at the encryption processes, not where they're running. So it it protects against all forms of ransomware, and then it rolls back files to the, to their preencrypted state. It also includes that master boot record protection. So that is, you know, that unique, and superior unmatched ransomware defense with Cryptoguard. We also have adaptive attack protection. So this is key for stopping those advanced human led attacks, It detects, hands on keyboard attacks when there's an adversary in the environment, and then automatically deploys that higher level of protection, preventing adversaries from progressing through the environment, stopping them in their tracks, and alerting administrators so they can come in and neutralize the adversary. And then pillar three are anti exploitation capabilities. These are the built in capabilities in Sophos endpoint that identify and block the tactics and, approaches that adversaries are using. We have more than 60 proprietary and preconfigured exploit mitigations in Sophos endpoint. They deploy automatically different day one, no configuration needed. So that's, you know, ideal for for smaller organizations with less resourced IT teams. So three key pillars of of some of superior cybersecurity protection that's included. And to be talking about whether it ends up being a Sophos 100 license or a, Sophos six license, universally apply. So that is a key update there on on Sophos 100. I want to take a moment whilst we're together to share some other key updates on Sophos because there's a lot that's going on here. It's a very exciting time for Sophos. So firstly, we have made some very significant improvements to the performance to the overhead of Sophos. The engineers have been working behind the scenes looking at lots of different ways that they can, reduce, reduce the footprint from, how we store and access protection rules data to how we hydrate the data lake. And they've made multiple improvements that collectively have reduced memory usage by four 40%, and CPU is consistently now below 1%. So massive improvement, and this really removes what I think was the biggest competitive weakness that we had on Sophos. You know, this means that now if a competitor tries to to send us a a landline around performance, we can neutralize it very simply, very easily. In terms of deployments, so any new customers who, start getting Sophos endpoints, they're going to get this, lighter, agent immediately. For our existing software's endpoint customers, we're going to be rolling it out in a staged managed update process over this coming month. So carefully managing the rollout, but all customers will be benefiting from it, this autumn. Update number two, additionally, to share is around Sophos endpoint for legacy platform. So what we have done here is we have have renamed and really expanded the capabilities of our legacy support option. It's available as an add on for Sophos endpoint. It's also actually available as an add on add on for Sophos endpoint 102. You can see the platforms that that, we're supporting there in the green. And this new expanded, legacy support option really does give you additional benefits you can you can sell to your customers and help them keep their elevated cyber defenses. Firstly, enables them to just streamline management. They can, manage their legacy and modern devices all in Sophos Central, helps them defer costly and difficult upgrades. You know, they may be running, for example, medical equipment that's only licensed, by regulators on a on a legacy platform. So enables them to to to keep that going. And it gives them the very best protection. All of those capabilities we were just talking about, CryptoGuard, adaptive protection, they're they're also available with the legacy platforms. And, of course, it's been a great platform for you to talk about further expansion into to XDR and and MDR to expand their security setup. And then for those of you who are working in the multi enterprise space, we have a great update on Sophos endpoint and TADUS XDR MDR. So as you will recall, Sophos acquired Secureworks and the the TADUS XDR and and TEGIS MDR portfolio back in February. And we've now done the kind of first major major milestone in the integration of the portfolios because Sophos endpoint is now automatically included in all new and all existing TEGIS XDR and MDR subscriptions. So Tejas customers get this fantastic best of both worlds prevention, detection, and response platform. For Tejas customers, both existing and and new, so any prospects you're bringing in, they get superior endpoint protection from Sophos whilst they can lower their costs because they no longer need to purchase an additional endpoint security solution. And they get security benefits as well because they get enhanced capabilities such as the live response, which, can help them accelerate mean time to respond. Now whilst talking about TADIS, it's important to say that TADIS remains an open platform. Organizations can continue to use the endpoint security solution of their choice. We understand, of course, enterprise organizations often have made some significant investments in their security technologies. They can continue to see the benefits of those investments with Tejas. What we're doing here at Goodstoppers endpoint is giving them another opportunity, another option that elevates their protection whilst delivering their costs. So with that said, let us now take ourselves back, to overall Sophos endpoint story. And whether you're talking about, in a to a small business or a larger enterprise, you know, we have fantastic recognitions that can really give, customers full confidence about switching to Sophos as their endpoint security solution. Whether you're looking at analysts, whether you're looking at testing houses, whether you're looking at customer feedback, Sophos endpoint comes up top. The first one to really call out is our leadership in the Gartner Magic Quadrant for endpoint protection platform. So we are really delighted that we we've been recognized for the sixteenth time as a leader. Now to be a leader in a Gartner Magic Quadrant is is tough. To be a leader for 16 consecutive reports, that's really, really difficult. And what I think this really means for for the customers, our existing customers and our our prospective customers, is that they can have absolute faith. They can know that this offers a future proofing their cybersecurity. Because to be a leader 16 times in a row shows that we are fully able to evolve, to adapt, to progress their cyber defenses, to constantly keep them ahead of the adversaries, to constantly keep them ahead of evolving attack techniques. So a real good reassurance, a a future proofing for customers on their endpoint security. We also have great feedback from customers using the solutions, and and this is particularly relevant, I think, for many of those, smaller business customers who want to hear what other organizations like them are saying. Well, you know, customers, using softwares have rated us a a Gartner Pure Insight's customer's choice for 2025. So, you know, absolutely from the from the the the mouths of the people using Sophos endpoint, it's it's five stars. So, that's, you know, fantastic and, indeed, a great point to share with with, prospective organizations. And then we turn to testing houses, those really rigorous tests that absolutely puts us through our paces. Sophos was a top performer in the, 2024 evaluation. So really strong, reassurance, really strong really strong proof points we can share with customers of all sizes and of all licensing options. Now, some of the seven point one hundred, I hope you are as excited about the opportunities this brings to grow our, you know, small business, endpoint success. To activate it, well, some good news here. So we have a page on the partner portal that is full of information that also then links off to resources, including the the desk aid and, the solution brief. So that's on the partner portal. And if I can ask the team to post the link into the into the chat so everybody can can see it and quickly link through to it. So do go there as your go to resource page. This is an ungated page. You don't need to have a login to get to it. So accelerating the sales process for your teams. We've also got these, one pages easy, easy access, easy to reference pricing. One pages is an example here for our our DACH region in, in euros. You know, these are available on the portal and then also speak to your, your Sophos team to help with this. So, you know, the the go to cheat sheet for for your teams when you're when you're, working with Sophos endpoint 100. And so in terms of next steps, really encourage you to educate the teams on software support 100. As I said, we've got the resources on the portal. There's also a really extensive FAQ. As with all new, licensing offer introductions, there's lots of questions. There's lots of details. We've we've tried to hit as many as we can in the FAQ, so do do check that one out. And, of course, if you have additional questions, we're all here to help. I encourage you to leave with Sophos endpoint generally in your conversations. You know, Sophos endpoint 100, as I said, is a licensing option. What we wanna be talking to prospects about is the superior cybersecurity outcomes, the unmatched defenses that they get with Sophos endpoint as part of the Sophos portfolio and managed through the Sophos central platform. Coming into the details of the SKUs, the licensing, that's that's a a detail for later in the conversation. Let's keep talking about Sophos endpoint generally, when we're when we're, promoting the solution. And start using it to to grow your sales. Sophos seven $0.1100 is available to quote now. It's available to sell now. So, you know, it's it's there for you from from today for for September, so do make the most of it. Now I'm sure you've got a lot of questions. I wanted to touch on some common questions that have come up so far. And then once we've got through these, I'm going to invite Jason and then Paul Murray, to come on stage, and we can take some additional questions that have come in live. So in terms of, you know, first question, is it is it a short term promo or a long term offering? So I want to really reassure you as you're you're we're working with some of the endpoint 100 that this is a long term soft off strategy. We have heard partner requests for an easier, quicker way for you to grow your endpoint sales in that smaller business space, and we've introduced Microsoft Endpoint 100 as a SKU, as a licensing option. It's not a promo that will come and go with, you know, with an end date. It is a long term solution. It's also a great entry point. You know, can if customers want to upgrade to Sophos MDR, then absolutely they can do. You know, you can upgrade to Sophos MDR at any point from Sophos endpoint 100. So a really great path for for customers to to expand this cybersecurity level and for you to expand your footprint. Now you also may be wondering, okay. So I have an organization. Let's say they've got 80 employees. What happens if they grow to, say, a 120 and they need more licenses? So Sophos endpoint 100, can be sold to organizations where they have up to a 100 employees, and you can sell it, as I mentioned before, up to a 100 endpoint licenses or user licenses and up to 10 server licenses. If an existing Sophos endpoint 100 organization grows above a 100 employees and they need more licenses, then we have a mixed estate situation because you need to sell them six. So in the example I was just talking about before, the organization can purchase up to a 100 endpoint 100 licenses as they grow. And when they grow beyond about a 100 users, they will need to add 26. So to get them to the 120, for example. Now I also should say on this point that, if you have an organization that's, let's say, 300 users now, they can't buy a 100 endpoint one hundred and two hundred sixer. So it's designed for organizations with up to a 100 employees. We have, processes in place to accommodate them, to support them should they their business grow, but it is very much designed for these smaller organizations. You may be wondering, is there a technical limit to the number of licenses per customer? So, right now, no. This is something we're managing through terms and conditions, but shortly, we will be bringing out technical limitations. We wanted to get this out to you as quickly as possible. So the, the technical limitations are are following, but let me assure you this is something that's controlled through our legal terms and conditions. You also may be thinking, okay. What about sector discounts or other sales promos? So with software ten point one hundred, it's that single, MSRP, with no promos, no discounts. If you need a more custom price, then, you should be quoting Sixer and working with our team who'd be delighted to help you. And, of course, just to further emphasize, commercial discounts, partner program discounts continue to apply. Can you mix and match, six and endpoint 100? Well, absolutely, yes. You can. And a situation that I imagine we will we'll see is, for example, a customer that's got, say, 50, server six endpoint licenses, and they want to add some server licenses. They're on a restricted budget. Endpoint 100, server is a way that you can add in server licenses that will sit with and complement their sub consent point what the the sub consent licenses. And also just to mention that, customers will will see, sub consent point 100 and, fix the licenses in the central console. Right now at launch, they will just see two entries for, for, seven point sixer. We will be shortly updating that so that the seven point one hundred licenses are named separately. Again, we were anxious to get this out to you to to support yourselves as soon as possible, but it will all be managed in Sophos Central. And then final question that has has come up before is can customers using their Sophos endpoint six license do a midterm move to Sophos endpoint 100? The answer is no. They can't. But if you need to move into support endpoint 100 at renewal to retain the customer, you can do so. So with that said, let me invite Jason and Cole to, to the stage. And, I know you've been busy answering questions as as I've been talking, but I'm sure some other ones have come in that we can maybe touch on together. Paul, I think you're on mute. So just before, just before that, Sally great job, by the way. We're also replicating this call, aren't we, in multiple languages. So I think we're gonna share the link for that in a second. So if you have colleagues that would like to listen to it in sort of French, German, that maybe couldn't make today's call, then, we'll share the link in a second on the on the chat, and, we'd be grateful if you could pass the, the link over to them to register for the local calls that are taking place in the next couple of days. So, Paul, are you back? I am. Yes. Apologies for that. I was busily answering questions in the background, so thank you to everyone for submitting questions. I haven't stopped typing in the last half an hour, so thank you. I appreciate the engagement. I haven't managed to get to them all, though, so we do still have some questions to to answer. So maybe I'll I'll post some of these to to Sally and and Jason, and I'll answer some myself. So, Sally, what's the key difference between Sophos endpoint 100 and Central Intercept X Advanced? I think we covered this, but let's just make this crystal clear. Yeah. Absolutely. So in terms of the protection offered, there is no difference. It's the full Sophos endpoint protection solution. No no limitations. What the difference is is the licensing. Sophos, endpoint 100 has that single fixed MSRP, and it's only available for organizations with up to a 100 employees. So it's the difference is in the licensing. The protection is the same. Super. Thank you. And there were a couple of questions around, what if changes are needed during the year? So if, if you buy a license for, say, 50 endpoint 100 users and after a few months, we need another 10, what's the situation then? What do we have to do at that point? Yep. That's a great great question. Common situation. So you can just add additional purchase additional Sophos endpoint 100 licenses up to that, that 100 limit total for the organization. And they'll be cotermed for that period? I think that was a related question to that as well. So if you bought for for twelve months and you add during that twelve month period, those licenses co turned up to the end of that period? That's a question I'm gonna have to take away and and come back to you. And I I think I know the answer, but I I want to double check before, before I share. No problem. Paul, just on that, I know we're making available in the price list all of the months. Right? So it is absolutely possible. I know Sally spoke today about the twelve month and maybe the thirty six month, but it is absolutely possible for partners to buy three months or four months to sort of buy up to a, you know, and and achieve a sort of a co term effect. Yeah. So that is possible. Not on the one pager. We're not showing all of those queues, but on the, in the price list, that, you know, that's easily achieved by by Bart Barnes. Super. And there are a number of questions around upgrade potential. Is it possible to upgrade from endpoint 100 to Sophos XDR? And, actually, it's a Sophos XDR. I did answer that one live as well, but just to reinforce that, absolutely, it makes no difference to the the upgrade potential as well. Sally, I was busy answering questions when you were doing the FAQs here. Did you cover the MSP situation? I had a couple of questions around, is this available via MSP Flex? You know, what's the situation there? Yeah. So, Sullivan put 100 is, for term license use only. It's not available but available via, MSP. So, in the MSP space, of course, you already have a very streamlined and friction free, purchase and deployment process. And, MSPs in band four or above already get similar or better pricing than software $7.1100. So, you know, if you're growing your your software's MSP business, do speak to our dedicated MSP team, to, Scott Tyson and and his his group. So they're they're very much here to help you expand software's endpoint, in that MSP space. Yeah. Sally, just to add to that, I mean, we have over 20 people in our MSP team, you know, spread across Europe. So I would encourage all of our partners to reach out to that team and and to explore, you know, our MSP platform program. We've just launched recently a loyalty program, which, provides even more benefits, to our partners, and, it is probably our fastest growing channel by some way. So, and and like I say, all of our solutions, pretty much available in there, and, you know, it's it's it's it's doing great. Doing fantastic sales this year. Alright. Super. Couple of questions around what we mean by per user as opposed to per endpoint. I'll just stress that this is exactly the same as the standard Sophos endpoint products and also XDR and MDR. It's quite unique. So, yes, a an end user could have a Windows desktop. I I think Paul may be having some bandwidth issues. So, yes, as Paul would think was was saying, Sophos endpoint is, very much licensed on a on a user basis rather than a device basis, which is a real differentiator and an added advantage for organizations in in switching over to to Sophos. So, Jason, I'm mindful of our our time. I know there's lots of questions, that that have have come in. Jason, shall we continue, or should we share a link to the the questions, afterwards? Yeah. Let's, let's let's wrap up here. We will get back to folks with the questions. We'll also add them to our FAQ. So we're very grateful for the partners that have shared questions. We had a similar call in, APJ this morning, and so we'll add those into the mix. And, so please check out the FAQs that are available now up on the portal and also, a bit later in the week. We'll make sure that they're included as as well. So, so, sadly, on that point, I just wanna say a big thank you to you for taking us through the content. As we said, we're very excited about Endpoint 100 and all the other things that are happening on Endpoint. Please check out the information on our portal. Please reach out to your distributor, and also your Sophos representative for for more information. And thank you again for, taking the time to to join us today. We're very grateful. Thank you very much.