MSSPs, MSPs and direct-sale security vendors all are developing MDR offerings.

Edward Gately, Senior News Editor

July 31, 2019

3 Min Read

Managed detection and response (MDR), an outsourced service that provides organizations with threat hunting services and responds to threats once they are discovered, is in high demand.

MSSPs, MSPs and direct-sale security vendors all are developing MDR offerings, expanding on their advanced endpoint protection services. So what are partners and customers looking for in an MDR service?


Ovum’s Mike Sapien

During his presentation titled “The MDR Opportunity: Who, What & Why,” part of the security track sponsored by Nextiva at Channel Partners Evolution, Sept. 9-12, in Washington, D.C., Mike Sapien, Ovum’s vice president and chief analyst, will talk about what comprises a comprehensive MDR service and what MSPs can offer now.

In addition, Sapien will profile some of the major MDR players, many of which are looking to partner with MSPs as their primary go-to-market strategy.

In a brief Q&A with Channel Partners, Sapien gives a sneak peek of the information he plans to share during his presentation.

Channel Partners: What are the components of a comprehensive and effective MDR service?

Mike Sapien: At a minimum, endpoint security is the basis for all MDR vendors, but many expand their scope beyond this. Many MDR providers continue to focus on endpoint protection and monitoring while more progressive providers go beyond the endpoint.

Hear from Sapien and more industry insiders, part of a great speaker lineup at Channel Partners Evolution, Sept. 9-12, in Washington, D.C. Register now!

CP: What should MSPs, MSSPs and direct-sale security vendors avoid when developing MDR offerings?

MS: Following the noise in the press/media — base your service on your customer base. Using our customer demands and requirements should be your compass for the service offering and provider to team with.

CP: Is MDR advancing? What are customers looking for in an MDR service?

MS: MDR is evolving and improving — most customers are looking for a comprehensive, finished service based on outcomes. Customers are confused about what MDR is and what it provides. Customers are looking for help in providing improved security posture and making sure they are secure with the least amount of investment. Again, working with your customer base and prospects can provide the best insight on the MDR service that you should provide.

CP: Who are some of the major MDR players that would make good partners?

MS: Many of the MSSPs (Secureworks, Verizon) have an MDR service and many MDR vendors (eSentire) are looking for partners for go-to-market coverage.

CP: What do you hope attendees learn and can make use of from your presentation?

MS: Not all MDR services and providers are equal, and some research and kicking the tires is needed. And getting input from your customers will provide the best insight on which MDR service/provider to select.

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About the Author(s)

Edward Gately

Senior News Editor, Channel Futures

As news editor, Edward Gately covers cybersecurity, new channel programs and program changes, M&A and other IT channel trends. Prior to Informa, he spent 26 years as a newspaper journalist in Texas, Louisiana and Arizona.

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