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Go-to-Market Strategies for Managed Detection and Response Services

Publisher IDC
Published Feb 25, 2025
Length 11 Pages
SKU # IDC19657026

Description

This IDC Market Perspective examines the trends impacting MDR vendors' relationships with channel sales organizations, including topics around margin and discounting strategies, contract duration, renewals, vendor replacement, and sales cycles and marketing. "Effectively selling MDR services involves many inputs. It means understanding each vendor's position in the market, properly reaching the best target customer, knowing why they are purchasing new or replacing, and the margin and discounting strategies at play." — Jaclynn Anderson, research director, Security and Trust at IDC

Table of Contents

11 Pages

Executive Snapshot

New Market Developments and Dynamics

MDR Go-to-Market Strategies

The MDR Customer Decision Process

Impact of Organization Size on MDR Marketing Activities

Sales Cycles and Contract Duration

MDR Renewal Business

MDR Vendor Switching

MDR Margin and Discounting Trends

MDR Decision-Makers and Influencers

MDR Vendors and Their Partners

The Impact of Cyberinsurance on MDR Sales

The Role of Cloud Marketplaces in MDR Sales

Advice for the MDR Provider

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