Talking Technical Without Overwhelming Your Prospects

This Toolkit goes out to all of the people who have heard a buzzword so many times, used in so many different ways, that it’s lost its meaning entirely. (I’m looking at you, machine learning.)

And that’s why once I’ve put some of the channel’s jargon in layman’s terms for your prospect, I’ll also be offering you two free sales email templates to help you get started.


In the past, we’ve talked about framing cybersecurity conversations around what your prospect will care about. By putting the cyber risk conversation in a context that they care about, such as the risk of downtime or losing their important data, they can better grasp why it’s key for them to invest in your services.

​​​​​However, in the rare event that your conversation turns technical, we want to save you from falling into the pithole of jargon. That’s why we’re offering several easy definitions that (hopefully) won’t overwhelm your prospects.

CVE – ​​​​​The long codes referenced in a lot of SKOUT Threat Advisories.? CVEs give vulnerabilities unique ID codes and internationally recognized descriptions.

DLP – Stands for Data Loss Prevention. Software that tracks sensitive data or private information and limits its movement to stop cyber criminals from extracting that data.

EDR – Endpoint Detection and Response lets your MSP detect, investigate and neutralize suspicious behavior on customer devices. (and yes, it is different from Endpoint Protection.)

IOC – AKA Indicators of Compromise. These are the breadcrumbs and activity that you load into cybersecurity software in order to scan for signs of a breach.

IOT – This term stands for the “Internet of Things,” and it basically refers to how billions of devices are interconnected and how the peimeters that we used to establish security frameworks have just been blown wide open.

MDR – Stands for Managed Detection and Response. MDR is a branch of your security framework that offers 24/7 threat monitoring and helps you respond to suspicious activity.

SIEM – A SIEM is a platform that gathers data from various sources to catch unusual behaviors and detect potential cyber attacks.

​​​SOC – A Security Operations Center is the heart of any cyber solution provider offering managed security. Your partner’s SOC helps you analyze and organize raw data to find the 3-5 incidents you need to focus on.

Spear-Phishing – The cyber criminal equivalent to targeted sales emails. These phishing emails are made to trick or threaten specific targets with leaders in the company into sending threat actors sensitive information.

XDR – Depending on who you ask, it stands for “Extended Detection and Response” or “Cross-Platform Detection and Response.” Either way, XDR has come to represent a multi-layered approach to cybersecurity that compiles data from across your cyber package to offer advanced protection.

And now that technical conversations with your prospects are a little easier…

Here are two special sales email templates designed to help you sit down with your prospects for a cyber health assessment. If you’re a SKOUT Partner, you can access two more templates in the SKOUT Partner Portal.

Until next week!