Like MSP360, SKOUT CYBERSECURITY has a new name signaling a new strategy as well. Once known as Oxford Solutions and renamed Skout Secure Intelligence last year in conjunction with its acquisition by private equity investor RSE Ventures, the company has roots in direct sales of security solutions to large businesses. The June 10th introduction of its new brand is part of a complete change of target market and business model.
“Our focus is going to be on the SMB,” says Michael Latchford, SKOUT’s vice president of marketing. “It’s a big transformation for our company.”
So too is the adoption of a channel-first sales motion backed by an all-new partner program. “We’ve launched a very robust, rich channel program for MSPs,” Latchford says, adding that customer experience is one of its selling points.
“We’re just really focused on partnership,” says Latchford, who notes that all partners receive a dedicated account manager to serve as their single point of contact into the company. “They know who to go to if they need more content, or education, or technical expertise, et cetera,” he says.
The program has one level presently, though that will change in time. “Tiers are something that obviously we’ll embark on, but our primary goal is making sure that the program is set, that we create [annual recurring revenue] for the MSPs, and providing them with solid products, ease of integration, and ease of deployment at a cost-efficient price point for their customers,” Latchford says.
Indeed, pricing and ease of deployment both figure prominently in SKOUT’s product strategy. The company’s endpoint protection, email protection, security monitoring, and end user training solutions are available in subscription-priced bronze, silver, gold, and “Plus” bundles with per-user rates. “It’s a completely scalable model, based on the number of seats,” Latchford says. The tools are equipped with artificial intelligence and analytics capabilities and designed to be easily implemented, he continues.
“Within 20 minutes, we can have it up and running,” says Latchford of SKOUT’s software.
SKOUT has recently added two former Datto executives to its leadership team. In June, Mike Hanauer, previously Datto’s vice president of U.S. sales, became chief revenue officer. Less than two months later, Don O’Neill, formerly Datto’s senior vice president of operations, joined SKOUT as CFO.