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

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