The evolution of security strategies: from a proliferation of tools to an integrated solution
In the past, companies relied on a variety of security tools to protect themselves against different attack vectors. However, each new tool brought with it additional complexity and often redundancy.
Gartner recognized this problem and established a new approach: It is no longer enough to simply detect – companies must also be able to respond quickly and efficiently. This is where MDR comes in, by integrating threat detection and response to enable a holistic security strategy.
From detection to reaction: the added value of MDR
MDR goes beyond traditional security solutions by not only identifying threats, but also taking proactive measures to combat them. IT service providers benefit from the fact that they no longer have to work in silos. A typical example: an attack is detected at the endpoint, but without MDR it often remains unclear whether it has penetrated via an email, the firewall or a mobile device. MDR offers extended detection and response (XDR), which closes these information gaps and enables comprehensive threat analysis.
Finding the needle in the haystack: Efficiency through automation
A central element of MDR is efficient alert management. Instead of overwhelming IT service providers with a flood of alerts, MDR filters out the relevant threats and prioritizes them. This allows IT teams to focus on the really critical incidents and respond more quickly. The image of a “needle in a haystack” is often used here: MDR not only looks for this needle, but also presents it to the customer in a clearly visible and understandable way so that immediate action can be taken.
Open questions as a door opener: dialog with potential customers
A successful start to a conversation about MDR begins with open questions. For example, IT service providers should ask about the size of the IT team, the number of employees with access to sensitive data or the previous security strategy. This creates trust and shows an interest in the customer’s specific needs. This approach often leads to an in-depth dialog that reveals the customer’s pain points and wishes.
Threat information as added value: cooperation with authorities
IT service providers that offer MDR often work closely with investigative authorities such as the BKA, LKA and Europol. This cooperation makes it possible to identify current threat trends and sensitize customers accordingly. A striking example: attackers nowadays often move undetected in company networks for 30 to 60 days before they strike. MDR helps to detect and neutralize such attacks at an early stage.
Creating trust: Dealing with objections and queries
Another important aspect of the MDR sales pitch is dealing with typical objections and queries. Customers often ask about the security of their data, GDPR compliance or the costs. Here, it is important to create transparency and clearly communicate the benefits of MDR. A successful meeting can also result in very fast sales cycles – it often only takes 45 days, sometimes even less, from the initial inquiry to closing the deal.
