Meet Sophos’ Scott Barlow, Chief Evangelist and Global Head of Community
Interview by Carlos Rodrigues
INTRODUCTION
Can you briefly introduce yourself and your role within the company?
In April of this year, I stepped into the role of Chief Evangelist and Global Head of Community at Sophos, where I lead strategic initiatives to grow and empower our global ecosystem of managed service providers (MSPs), managed security service providers (MSSPs), and partners. This newly established role builds on more than nine years of experience driving Sophos’ global MSP and cloud alliances, and allows me to deepen partner engagement, elevate our thought leadership, and champion our channel-first strategy. My appointment represents a significant milestone in Sophos’ expanded MSP and MSSP leadership approach and reaffirms our long-term commitment to delivering a truly partner-centric experience.
What sets your company apart in the MSP landscape?
Sophos has always been deeply committed to enabling MSP success by delivering the tools, flexibility, and support they need to grow. On May 13, 2025, we advanced that commitment with the launch of MSP Elevate, a purpose-built program designed to equip MSPs with advanced cybersecurity solutions, operational simplicity, and growth-focused resources. We developed this program in close collaboration with our MSP and MSSP communities. MSP Elevate is tailored to help partners scale efficiently, strengthen customer defenses, and stay competitive in an increasingly complex threat landscape.
2025/2026 INDUSTRY OUTLOOK
How do you envision the MSP industry evolving in 2025/2026?
As cyberattacks grow in complexity and frequency, organizations are increasingly relying on MSPs for around-the-clock, human-led cybersecurity management. This shift is ushering in a new era where managed detection and response (MDR) is becoming essential. According to the Sophos MSP Perspectives 2024 report, 81% of MSPs already offer MDR services, and that number continues to climb. To manage scale and complexity more efficiently, many MSPs are turning to consolidated platforms — especially those working with six or more vendors, who estimate they could reduce day-to-day management time by 69% through tool consolidation.
What major trends or shifts do you foresee for managed service providers?
A significant challenge MSPs face is the growing shortage of in-house cybersecurity expertise. Managing multiple platforms drains time and resources, limiting scalability. As both cyberthreats and customer expectations rise, MSPs will increasingly prioritize unified solutions that reduce operational complexity, unlock internal capacity, and support the delivery of high-value, differentiated services.
SECURITY CHALLENGES AND SOLUTIONS
Cybersecurity is a growing concern. What challenges do you anticipate for MSPs, and how can they enhance their security posture?
MSPs are under pressure to stay ahead of a rapidly evolving threat landscape — all while successfully doing so with limited resources. To address this, they’ll need access to security solutions that not only span the entire network stack, but also provide automated, high-speed threat response and end-to-end visibility. By strengthening customer defenses without overwhelming internal teams, these solutions help MSPs deliver high-impact security outcomes with greater efficiency.
Is there specific security solutions or best practices MSPs should prioritize?
Absolutely. MSPs should focus on platforms that integrate seamlessly, offer centralized visibility, and accelerate threat detection and response. Key best practices include investing in solutions with 24/7 incident response capabilities, extended data retention, and unified telemetry across environments. These approaches not only improve protection, they also enhance operational readiness and client trust.
COLLABORATION AND PARTNERSHIPS
Collaboration is key in the MSP ecosystem. How can MSPs foster strong partnerships with vendors and other industry players?
Successful partnerships are built on transparency, trust, and shared investment. MSPs can foster these relationships by actively contributing feedback, engaging in program development, and working with vendors that demonstrate flexibility and responsiveness to their evolving needs. Programs co-created with the MSP community tend to deliver more relevant tools, enablement resources, and growth opportunities that directly address day-to-day challenges in the field.
Are there specific collaboration trends that MSPs should be aware of?
Absolutely — there’s a noticeable shift toward expanding go-to-market opportunities through technology alliances, marketplaces, and broader ecosystem integrations. Partnerships with cyber insurance providers, for instance, are opening new service channels. These trends empower MSPs to enhance their offerings and scale through integrated platforms while maintaining flexibility across resellers, service providers, and OEM models.
ADVICE FOR MSPs
What advice do you have for MSPs looking to thrive in 2025/2026?
MSPs should prioritize differentiation through streamlined operations and high-value services. Aligning with programs that reward business growth, offer robust training, and help expand in-house capabilities will be key to standing out. Most importantly, investing in partner-informed strategies that anticipate future needs will help MSPs stay agile, relevant, and successful in a fast-changing market.
Are there specific strategies or approaches you recommend for success in the coming year?
Yes — focus on tool consolidation to drive efficiency and reduce overhead. At the same time, invest in role-based enablement and build out scalable offerings that truly set your business apart. As MSPs evolve from service providers into strategic security partners, those who combine technical excellence with operational simplicity will be best positioned for growth.
Meet Climb’s certified Sophos experts, ready to guide you in leveraging Sophos solutions for technical excellence and operational efficiency.
Raun Greenstreet
Sophos Sr. Vendor Manager
Email: RaunG@ClimbCS.com
Phone: 732-375-0155
Logan Carroll
Sophos Vendor Manager
Email: LoganC@ClimbCS.com
Phone: 732-276-2753
