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Sophos Goes 100 Percent Channel

The North American arm of U.K.-based security software company Sophos PLC has adopted an all-channel sales model, a sharp change from the company's previous mix of 50 percent channel and 50 percent direct sales.

"This is a move that we've actually been contemplating for a number of years," says Mark Hatton, Sophos president for North America. "[Partners] probably never felt comfortable that we were fully committed to the channel because we were doing some business outside the channel."

The Burlington, Mass.-based company's main product is Sophos Endpoint Security, which consists of an enterprise console for managing the endpoints, Sophos Anti-Virus and Sophos Client Firewall, with an optional component for securing Windows Mobile devices. The company competes primarily with Symantec Inc. and McAfee Inc.

About the Author

Scott Bekker is editor in chief of Redmond Channel Partner magazine.

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