W E LC O M E

W H O W E A R E

P R O G R A M E L I G I B I L I T Y

PA R T N E R P R O G R A M O V E R V I E W

G O -TO - M A R K E T PA R T N E R S H I P

A C C O U N T M A N A G E M E N T

PA R T N E R E N A B L E M E N T

P R O G R A M C H A N G E S

TA B L E O F C O N T E N T S

Get to know SKOUT CYBERSECURITY & Executive Team

Introduction & Letter from the CRO

Aggregate Discounting, Training Requirements, Alternative Qualifications, Market Opportunity

Partner Tiers & Benefits

Co-Branding, MDF Funds, Co-Marketed Events, Sales Toolkit

Sales Support, Sales Training, Deal Registration

Partner Portal, NFR Discount, Technical Support

Updates, Improvements, Contact Information

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We provide simple, accessible, and responsive selling tools in our partner portal including data sheets, prospecting resources, and co-branded material to help our partners generate more demand and leads.

We provide dedicated sales, marketing, and technical resources as well as a training to enable sales. Our pricing model is deigned to be competitive and flexible, providing partners with generous rewards that align with the MSP business model.

With our cybersecurity platform, we enable MSPs to grow their businesses. Our aggregate pricing model offers more opportunities for partners to position their brand as the trusted security advisor that customers need and increase their margin over time.

WELCOME TO SKOUT'S PARTNER PROGRAM!

At SKOUT, we recognize that partnering with MSPs is invaluable and appreciate you choosing us as your partner. Our channel-only model makes us committed to building a long-term, successful, and profitable relationship together by enabling MSPs to sell cyber-as-a-service.

Firstly, I would like to thank you for trusting us at SKOUT. We are committed to partnering with MSPs to help them provide their clients with a comprehensive and easy to deploy security stack managed by our 24/7 Security Operations Center. We understand that there is an extreme shortage of cybersecurity talent and technology that is accessible to small and mid-sized businesses. Our goal is to deliver world-class technology and skilled Cyber Analysts to this market by partnering with MSPs to continue our mission to make cybersecurity accessible to everyone.

SKOUT's Partner Program is designed to provide MSPs all the information they may need to become successful at selling cyber-as-a-service.

Mike Hanauer CRO

Let’s be successful together,

DON O‘NEILLCFO

Former global controller at Datto, focused on driving operational excellence and profitability in all things.

W H O W E A R E

O U R V I S I O N

Make cybersecurity accessible to everyone.

O U R M I S S I O N

To be the number one cybersecurity provider to MSPs and their customers.

W H A T W E D O

We make cyber-as-a-service easy for MSPs.

W H Y M S P s U S E U S

One Dashboard, One Number, One Turnkey Partner.

C O M P A N Y V A L U E S

Our core values are guiding lights for how we need to act at SKOUT, when times are challenging for us as individuals and our customers.

1. Put partners first

2. Do the right thing

3. Always stay humble

AIDAN KEHOECEO

Original founder,focused on solving customer problems.

JESSVIN THOMASPresident & CTO

Blackstone, Nokia, Optiv alum, focused on building great products at an affordable price.

MIKE HANAUERCRO

Former VP of Sales at Datto, focused on creating scalable growth engines.

E X E C U T I V E T E A M

B R O N Z E S I L V E R G O L D

Partner Discount

Partner Portal Access

Not for Resale Program

Sales Training

Co-branded Assets

Content Syndication

Deal Registration

Channel Account Manager

Sales Tools

Go-To-Market Planning

Self-Service Threat Advisories

Product Feedback

MDF

Technical Training

Partner Advisory Board

Lead Referrals

Beta Testing

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Annual

Virtual

Quarterly

Virtual

Invite Only

Prioritized Feature Request

Prioritized

Custom Branded Threat Advisories

Monthly

15% 20% 25%

On-site

P A R T N E R B E N E F I T S

M O N T H LY R E C U R R I N G S P E N D

P R O G R A M E L I G I B I L I T Y

In order to access Partner Program benefits, partners must demonstrate an understanding of SKOUT.

B R O N Z E S I L V E R G O L D

$5,000 $25,000 $50,000

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In order to be eligible for partner program discounts, partners must successfully complete an onboarding (either internal NFR or external) or complete an onboarding training program. We want to ensure that every partner delivering our service has the best customer experience, along with their end users. Maximizing time to value for you and your customers is a core value at SKOUT.

T R A I N I N G R E Q U I R E M E N T S

PA R T N E R P R O G R A M O V E R V I E W

A G G R E G A T E D I S C O U N T I N G

SKOUT offers aggregate discounting for our partners based on partner tiers. To put it simply, the more you spend, the lower your cost gets, resulting in higher margins. Previously sold subscriptions will reflect these increased margins at the time of contract renewal, giving you the ability to pass those discounts on or increase your profitability. Partner tiers are calculated in real time, as soon as revenue is booked. This means that you don’t have to wait for a new year, quarter, or month to get your discounts applied. In addition, since our discounting structure is based on monthly spend, partners do not have yearly requirements of new revenue to maintain a specific status.

SERVICE MANAGEMENT

AGGREGATE DISCOUNTING

MDF FUNDS

SALES TRAINING &

TOOLKIT

TECHNICAL SUPPORT

PARTNERPORTAL

Monthly Recurring Profit

A LT E R N A T I V E Q U A L I F I C A T I O N S

M A R K E T O P P O R T U N I T Y

Registered for the SKOUT Partner Portal

Completed an internal onboarding, external

onboarding, completed Onboarding Technical

Training

Articulated a “Go-To-Market” plan to sell SKOUT Services (We

can help!)

Created a managed services bundle that

includes SKOUT Services that is listed on your website or in other

marketing collateral

Completed a “Cyber Health Check-up” with

your prospects

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Partners may also qualify for Bronze benefits without reaching the monthly reccurring spend if they have completed one, or a combination of the following:

$14,000

2020

$14,000

$21,000

2021

$14,000

$21,000

$28,000

2022

$756,000SKOUT ARR in 2022

Monthly Recurring Revenue

Annual GP @ 40%

SKOUT Spend $14,000- $10,000

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$4,000

$35,000- $25,000

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$10,000

$63,000- $45,000

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$18,000

$216,000Annual Profit from

SKOUTMonthly Recurring Profit

G O -TO - M A R K E T PA R T N E R S H I P

We are proud to say that all SKOUT Partners are entitled to the marketing materials and resources that our partners will need to sell our products. Our Channel Account Managers can also work with partners to deliver co-branded product brochures. They will need a vector logo image (EPS or AI), preferred phone number, preferred website, and preferred address for the collateral.

In addition, we offer various tools and content in our partner portal and encourage our partners to re-use our content. We also offer co-branding of these assets on a case by case basis. If a partner would like to re-brand a resource as their own, powered by SKOUT, they can ask their Channel Account Manager. In most cases we can provide the source files to our partner directly or their marketing team.

C O - B R A N D I N G

PRICE & QUOTING TOOLS

SALES TOOLKIT

DATA SHEETS & BATTLE

CARDS

SALES PLAYBOOK

MARKETING COLLATERAL

THREAT ADVISORIES

MDF FUNDS

EVENTS

PROSPECTINGRESOURCES

MDF Funds are available on a case by case basis. We typically approve MDF funds to our partners who would like to run a co-marketed event, such as a lunch and learn, or sponsorship of a local industry event. SKOUT will help plan the event and share costs. Leads generated from the event will be co-tracked. Each event must be pre-approved by SKOUT and have a plan for ROI tracking and follow up.

We plan co-marketed events regularly and would be happy to assist in launching a campaign with you. Co-marketed webinars for your current and prospective customers are a great start. Talk to your Channel Account Manager to inquire about planning a virtual or in-person event.

M D F F U N D S

C O - M A R K E T E D E V E N T S

The SKOUT Sales Toolkit is made to enable any MSP to sell cybersecurity. Our Sales Toolkit is regularly updated and includes training, workbooks, and marketing campaigns. We often solicit feedback from our partners on ways to improve our toolkit and encourage partners to participate in the discussion.

S A L E S T O O L K I T

S A L E S S U P P O R T

S A L E S T R A I N I N G

D E A L R E G I S T R A T I O N

A C C O U N T M A N A G E M E N T

Most partners tell us that their biggest challenge they will have in 2020 is selling cybersecurity. Navigating the sales process is difficult for partners of any size, and we are here to help. Most new partners ask for our help on the first three new opportunities they have, but we are happy to assist over the phone or in person and bring in any technical resources necessary to help you secure your existing clients or bring on new ones. We understand that we are an important, but small piece of most managed services contracts, so feel free to utilize our internal resources as your own.

SKOUT Channel Account Managers are happy to conduct a sales training with your team. The training can be in-person or virtual, depending on geographic location and partner tier. Training time will vary from partner to partner so please work with your Channel Account Manager to schedule.

If an end user contacts SKOUT to purchase cybersecurity, we recommend partners based on geography and partner tier to deliver our services. By registering a deal, you ensure that we will be recommending you. Deal registration is not a requirement, and SKOUT will never reach out to your end client directly without your approval.

INITIAL CALL TECHNICAL SALES, ENABLEMENT, & GTM

Establish a reason for the call that provides value.

Be prepared to articulate the importance of staying

protected against the changing cyber landscape.

Discuss the technical details of SKOUT products. Varying

end user knowledge requires curated conversations about

our solutions.

Provide the marketing resources that drive home the importance of cybersecurity. Execute a plan that resonates

with your end users.

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P A R T N E R P O R T A L

N F R D I S C O U N T

T E C H N I C A L S U P P O R T

PA R T N E R E N A B L E M E N T

The first step in becoming a SKOUT Partner is registering for the Partner Portal. The Partner Portal is your go-to hub for training and go-to-market support. In the Partner Portal, you will find our content, pricing, resources, and deal registration.

We encourage our partners to use our services. The MSP community is often targeted in cyber attacks and we want to make sure that our partners are secure. We offer significant discounts for not-for-resale licenses and encourage internal use as an alternative to our onboarding training program. Speak with your sales rep if you are interested in purchasing SKOUT for internal use.

Our team offers 24/7/365 technical support for security operations. Our SOC can be reached day or night, by phone call or email. While security incidents take priority, access to our team of experts is not limited to crisis situations. If you have a question about anything security related or are looking for advice on implementing a new tool, give us a call and consider us an extension of your team. Our team also offers onboarding and engineering support, which is typically conducted during business hours and remote. At SKOUT, we understand that IT has certain demands that require work outside of normal business hours and we can generally accommodate these requests with prior notice. In addition, our engineers can sometimes be sent on-site. This is decided on a case by case basis. Speak with your sales rep to learn more about this.

P R O G R A M C H A N G E S

In order to offer the highest level of service to our partners, our partner program is frequently updated and improved. For that reason, SKOUT reserves the right to change the terms contained herein at any time by republishing the SKOUT Program Guide.

N E W YO R K

530 5th Ave

Suite 808

New York, NY, 10036

+1 631-203-6600

S E C U R I T Y O P E R AT I O N S C E N T E R

270 South Service Road

Suite 55

Melville, NY 11747

+1 631-203-6600

C O N N E C T I C U T

290 Harbor Drive

Workpoint Suite

Stamford, CT 06902

+1 631-203-6600

I R E L A N D

Unit 2, IDA Business and Technology Park

Mountrath Road, Portlaoise, Co Laois

Ireland Eircode R32 CA44

+353-57-8638080