In an era when competition grows more intense, and margins razor-thin and customers are super demanding, Sophos is enabling partners to transition from product sellers to trusted advisors offering proactive security solutions that keep pace with customer needs.
As AI-augmented attacks become more pronounced and tougher to detect, businesses today demand more integrated and outcome-driven cybersecurity solutions to safeguard their digital assets. Whether they operate on-premises, in the cloud, or somewhere in between, they aspire for the very best. In the face of soaring customer expectations, customers clearly want advanced protection, faster deployment, and measurable outcomes, without having to expand their IT spends.
This exerts a lot of pressure on partners to stay updated, technically sharp, and resource-ready, as they navigate a dynamic cybersecurity landscape, where staying relevant means constantly adapting. Along with these, the pressure of shrinking margins due to aggressive pricing models from cloud marketplaces makes their job a tough one.
Cybersecurity bellwethers like Sophos are leaving no stone unturned to address and alleviate the challenges faced by partners. To help them stay ahead of the curve, Sophos is laser-focused on making security simpler to deliver, easier to manage, and profitable for partners.
To get a sneak peep of the inner matrixes of the Sophos channel ecosystem, we had spoken to Rajeev Gupta, Director Channel Sales – India & SAARC, Sophos. In this SME Channels exclusive, Mr. Gupta lays bare his channel vision; his company’s partner-friendly initiatives; the changing dynamics of the Indian threatscape; Sophos’ marked efforts to expand partner benefits; how his company is helping bridge the cybersecurity talent gap; and much more. Edited Excerpts…
“At Sophos, we’re deeply focused on making security simpler to deliver, easier to manage, and more profitable for our partners, so they can focus on growing their business while staying ahead of threats.”
Rajeev Gupta, Director Channel Sales – India & SAARC, Sophos
What are the most pressing challenges faced by channel partners in India today, particularly in adapting to the rapid pace of cybersecurity innovation?
Channel partners in India are navigating a shifting cybersecurity landscape, where staying relevant means constantly adapting. One of the biggest challenges they face is the pressure of shrinking margins especially with aggressive pricing models from cloud marketplaces. This makes it harder to sustain a healthy business through product sales alone.
At the same time, innovation in cybersecurity is happening at breakneck speed. From AI-powered threats to complex multi-cloud environments, customers today expect solutions that are not only effective but tailored to their unique risk profiles. That puts a lot of pressure on partners to stay updated, technically sharp, and resourceready.
What makes this even tougher is the ongoing shortage of skilled cybersecurity talent. Many partners find it difficult to scale their services or respond to complex threats quickly. That’s why at Sophos, we’re deeply focused on making security simpler to deliver, easier to manage, and more profitable for our partners, so they can focus on growing their business while staying ahead of threats.
How is Sophos helping partners navigate the growing complexity of customer demands, especially with the shift toward hybrid cloud, XDR, and managed services?
With cyber attacks becoming more sophisticated and harder to detect, businesses today want integrated and outcome-driven cybersecurity, whether they operate on-premises, in the cloud, or somewhere in between. Especially margins are thinning, with aggressive pricing from marketplaces and commoditization of basic security solutions.
Customer expectations are growing, with businesses wanting to have advanced protection, fast deployment, and measurable outcomes, often without increasing their IT budgets. There’s also a clear skills gap when it comes to handling modern threats, managing hybrid cloud environments, and adopting solutions like XDR or MDR.
That’s why we have built an ecosystem that simplifies complexity. Solutions like Sophos Central bring everything, endpoint, network, cloud, and email into one unified platform, giving partners a unified dashboard to manage and respond. Our MDR services take this a step further by giving partners access to 24/7 threat detection, response expertise, and contextual insights across hybrid environments.
We’ve also expanded our MSP program with flexible billing, usage-based pricing, and built-in automation tools that help partners scale managed services without increasing operational overhead. For us, it’s about enabling partners to transition from product sellers to trusted advisors offering proactive security solutions that keep pace with customer needs.
With increasing competition and margin pressures, how can partners differentiate themselves while maintaining profitability in a crowded cybersecurity market?
The pricing pressure is real! Competition is intense, margins are razor-thin and especially with aggressive pricing from online marketplaces – customers are demanding more. They don’t just want products – they expect solutions that are fast to deploy, easy to manage, and deliver clear outcomes. The danger is, in trying to keep up, partners risk getting stuck in a price war or burning out their teams.
To stay profitable and stand out, partners should focus on consultative selling by deeply understanding customer challenges and offering tailored solutions that address specific needs. Building out managed services around MDR, XDR, and threat response can help drive recurring revenue while also positioning partners as proactive defenders against evolving cyber threats.
Leveraging centralized platforms to streamline operations and reduce manual overhead will enable more efficient service delivery. Investing in team upskilling through certifications is essential to transition from being mere resellers to becoming trusted advisors who add strategic value. And finally, embracing flexible, usage-based billing models is growing in popularity today as it can better align with customer expectations, fostering long-term relationships and sustainable growth.
At Sophos, our entire partner strategy is built around enabling this shift. We provide outcome-focused solutions like Sophos MDR, a unified management console through Sophos Central, and business-friendly programs like MSP Flex. We also invest in local training and role-based learning through our Partner Academy. It’s about helping partners transition from selling point products to building sustainable, high-value cybersecurity businesses
What are the key barriers to partner enablement and upskilling in the region, and how is Sophos addressing the cybersecurity talent gap among its channel ecosystem?
The cybersecurity skills gap in India isn’t just a statistic. It’s something we see every day when speaking to partners across cities, towns, and even remote regions. Many of them are incredibly driven but don’t always have access to the kind of structured training or skilled resources they need to stay competitive. And in a fast-changing environment like ours, that gap can feel overwhelming.
At Sophos our approach is grounded in what partners really need—practical, flexible, and relevant enablement. We’ve launched fast-track training and role-based certifications through the Sophos Partner Academy making it easier for partners to learn at their own pace while running their businesses. We’ve made sure that someone running a practice in a tier two city gets the same opportunity to grow as a large partner in Mumbai or Bangalore. Whether it’s through mentorship, hands-on workshops, or real-time support, we’re here to help them not just learn but thrive.
We’ve seen partners who started with one or two engineers grow into full-fledged MSPs or became cybersecurity solution specialist, thanks to consistent upskilling and strong collaboration. That’s the real reward—watching partners evolve and knowing we played a part in that journey. And that’s what keeps us committed to solving the skills gap, one relationship at a time.
How do you see regulatory changes, data sovereignty concerns, and regional compliance requirements impacting channel strategies in India?
The regulatory landscape in India is evolving rapidly, and our partners are feeling the impact firsthand. With the Digital Personal Data Protection (DPDP) Act, stricter CERT-In breach reporting timelines, and new sector-specific mandates like the Draft Telecommunications (Telecom Cyber Security) Rules, the compliance bar has risen significantly. For many channel partners, especially those operating in secondary cities, this shift can be overwhelming. They’re not just selling and supporting security solutions anymore, they’re expected to guide customers through complex legal and regulatory frameworks
Our solutions, like Sophos Central, are designed with built-in compliance features, simplifying the process of meeting regulatory standards. Additionally, our local teams are always available to provide real-time assistance, helping partners interpret and implement these regulations effectively.
Compliance isn’t just about avoiding penalties but it’s about building trust. By staying ahead of regulatory changes and guiding their customers through them, our partners can position themselves as trusted advisors in the cybersecurity space. We’re committed to supporting them every step of the way, ensuring they not only meet these new requirements but also leverage them as opportunities for growth and differentiation.
