In what is probably the last BD/relationship deal that I started while at StillSecure, XO Communications and StillSecure announced today an agreement for XO to offer the StillSecure managed services suite to its customer base.
The folks at XO have built a great business that stretches back to the dotcom days. I remember back in those days working with Concentric Networks, which became XO. Now all these years later I was happy to do another deal with them.
But let me be clear I only got this deal started. There was lots of hard work on both sides to get this done. Steve Harris and Larry Middle have worked diligently all of these months and even years to get the deal done on the StillSecure side. Way to stay with it guys.
In typical business development experience, now comes the hard part. Translating this partnership into success in the field. With XO’s presence in the Fed space and StillSecure’s Federal focus there should be some fertile ground to gather some wins. But XO serves a large customer base and their need for security could the driver for this.
I continue to believe that SaaS and managed services is the future of security, especially in the SMB and mid-market. This deal, the recent Dell-Secureworks deal and the overall health of the SaaS and MSSP market bear it out.
I wish both companies much success with this deal and will be watching to see how it fares in the market.