SOPHOSCE Sales Assistant
How to use this
Sales guide · Cyber Essentials 2026

Selling Sophos with Cyber Essentials

Lots of UK customers need Cyber Essentials to win contracts or get insured. This guide explains what it is in plain English, walks through the 5 pillars, and shows which Sophos products help with each one, so you can have a confident conversation without being a security expert.

A friendly step-by-step guide to hand to customers, tailored to your proposal.
Kept up to date automatically. Last checked See what's changed

What is Cyber Essentials?

The short version

A UK government-backed certificate that proves a business has the basic security habits in place. It's run by the National Cyber Security Centre (NCSC) and certified through IASME. Think of it as an MOT for a company's IT: it doesn't make them bulletproof, but it shows the essentials are covered.

Two levels

Cyber Essentials is a questionnaire the customer fills in, which a qualified assessor then checks.

Cyber Essentials Plus covers the same things, but an assessor also tests the customer's devices hands-on. It's harder to pass and carries more weight.

Why customers care

It's often required to bid for UK government and public sector work, larger customers ask their suppliers for it, and insurers look for it. It has to be renewed every year, so it comes round regularly.

The 5 pillars of Cyber Essentials

Every Cyber Essentials check is built on these five areas. Select one to see the detail and the Sophos products that help.

How to use this on a call

You don't need to be a security expert to have this conversation. Follow these steps, use the pillar detail below as your crib sheet, and send the customer guide afterwards.

Before the call
  1. Find out where they are. Are they new to Cyber Essentials, renewing, or going for CE Plus? Anyone renewing after 27 April 2026 is on the stricter rules, which is a great reason to call.
  2. Check what Sophos they already have. Look in the "By product" view to see which pillars that covers, and where the gaps are.
On the call
  1. Walk through the 5 pillars in plain English. Use the "In plain English" line and the "Questions to ask the customer" in each pillar.
  2. Lead with the instant fails. MFA on every cloud app (A7.14) and serious updates within 14 days (A6.4) are where most customers get caught out. Sophos ITDR and Sophos Managed Risk are strong openers here.
  3. Be upfront about what Sophos doesn't cover. Each pillar lists it. Saying "you'll also need Intune for this" builds trust and makes the rest of the proposal more credible.
After the call
  1. Create the customer guide. Tick the products in your proposal and add the Account Manager's email. The PDF explains everything in plain English, so the customer can share it with their team.
  2. Follow up on the checklist. The readiness checklist at the end of the guide gives you a natural reason to check in on their progress.

Avoid saying

  • "Sophos will get you certified." Only a certification body can certify, and the customer is responsible for every control.
  • "Sophos switches on your MFA" or "Sophos installs your patches." Sophos finds the gaps; MFA is switched on in Entra ID and the apps, and patches go out through Intune or a patching tool.
  • "Ticks the box" for anything marked Supports or Beyond. Only Core means the product meets that requirement on its own when set up properly.
Jargon buster
MFA
Multi-factor authentication. A second check at login, like a code on your phone, as well as a password.
Patch / update
A fix from the software maker that closes a security hole.
Cloud service
Any online app the business logs into, such as Microsoft 365, Salesforce or Xero.
Scope
The devices, networks and cloud apps the certificate covers.
Admin account
A login with extra powers to change settings. It should only be used for IT jobs.
Malware
Harmful software, such as viruses and ransomware.
EDR / XDR
Tools that spot and investigate attacks. XDR looks across endpoints, firewall, email and cloud together.
MDR
Managed detection and response. Sophos experts watch the customer's systems 24/7 and stop attacks for them.
ZTNA
Zero trust network access. A safer replacement for a VPN that only lets the right people into specific apps.
CVSS
A 0 to 10 score for how serious a security hole is. 7 or above counts as high risk.

Explore the detail

Core ticks the box when set up properly Supports makes it easier or helps prove it Beyond extra protection on top of CE

What's changed

This page is checked every week against IASME, the NCSC and Sophos announcements. Updates to the scheme or to Sophos products are added here and reflected in the guide.

    Create a customer guide

    Builds a friendly, detailed PDF for a customer who's new to Cyber Essentials: what it is, the route to certification, each pillar in plain English with how Sophos helps, and a readiness checklist.

    Sophos products in your proposal

    Products you don't tick are still mentioned as "also available" where they help.