WatchGuard MDR

Booster Course
Agenda
This Course Will Cover:

• MDR defined
• Why WatchGuard MDR
• MDR and the Managed Services Business Model
• Why MDR is now essential
• Bundling MDR with your services stack
• Going to market with MDR
• Pitching MDR services to prospective customers
• Upselling MDR to your existing customers
• MDR objection handling
• Proving MDR value to your customers
MDR Defined
What is MDR?

“Managed detection and response (MDR) services are a collection of network-, host- and
endpoint-based cybersecurity technologies that a third-party provider manages for a client
organization. The provider typically installs technology on-premises at the client
organization and provides additional external and automated threat hunting services.
MDR improves cybersecurity by searching for threats and responding to them once
detected. They also let users connect with the provider's security experts, who can bolster
the security skills of the client company's IT department. This makes them ideal for
businesses that don't have a designated in-house threat detection team.
Managed detection and response services are growing in popularity partially because of
the growing skills gap in cybersecurity. Gartner predicts that by 2025, 50% of all
enterprises will have adopted MDR services.”
Sources:
https://www.techtarget.com/whatis/definition/managed-detection-and-response-MDR
Gartner, Market Guide for Managed Detection and Response Services, Pete Shoard, Craig Lawson, Mitchell Schneider, John Collins, Mark Wah, Andrew Davies, 25 October 2021
Why WatchGuard MDR
WatchGuard MDR: The Solution You Need

• 24/7 threat detection and response services and security posture management

• No investment needed in in technologies, security staff, or SOC infrastructure

• AI/machine learning enhances WatchGuard MDR’s core services but operated

by cybersecurity experts

• MDR is in high demand in the security customer market

• Don’t be left behind!

How WatchGuard MDR Compares to the Competition
WatchGuard Other MDR
The WatchGuard Difference: MDR Services

Threat Detection
• MDR is a true partnership
Expert Analysis
• You're always informed, by phone, email and & Investigation
weekly and monthly reports, to engage with Incident
your customers with confidence Containment

Incident
• We enhance your security capabilities—not Reporting sent
bypass them to partners
MSP Partner
Fully Engaged as
Security Lead
You’re Always in Charge with WatchGuard MDR

• Stay focused on the customer while the WatchGuard SOC combines

expertise with AI and automation to manage, detect, and respond:

• Zero-Trust Application Service classifies suspicious files

• Suspicious activity is automatically detected, enriched, and mapped to

MITRE ATT&CK framework

• Threat intelligence automates processes and accelerates triage,

correlation, and investigation
MDR and the Managed
Services Business Model
Why WatchGuard MDR Works for MSPs

• MSPs + MDR = success

• Excellent service to enhance security posture profitably
• Built to increase margins for SaaS-based services billed as MRR
• Eliminates costs and frustrations associated with cybersecurity hiring and
infrastructure

• MDR is an ongoing service that must be managed and not designed

for security organizations who mostly are engaged in:
• Reselling products
• Limited engagements
• Project based work
• Professional Services
Why MDR is essential
now
“The Threat Landscape Has Evolved”

“…Evolving threat landscape…” = Attackers are iterating faster

More malwareless attacks using

“…Increased sophistication…” = different and more complex living-off-
the-land techniques

“…Expanded attack surface…” = Traditional security solutions are

filtering out attacks through
automated technologies only
The Next Phase of The Cyber Arms Race

MDR

Endpoint Security

Identity Security

Secure Wi-Fi

Network Security
MDR Can Help Meet Regulatory Standards

MDR helps demonstrate compliance:

• Enhanced security posture

• Security posture management demonstrations
• Rapid detect-and-respond capabilities
• Comprehensive reporting
Going to market with
MDR
Bringing MDR to Your Market

• Identify your ideal customer segment

• Define your MDR bundles

• Prepare and align your organization

Bringing MDR to Your Market

• Lead with MDR in Advertising, Marketing, and Social Media

• Highlight Your Competitive Differentiators

• Focus on Service

• Sell MDR confidently!

How to package MDR with
your services stack
Bundling MDR Into Your Services Stack

1. Avoid the urge to make MDR an “Add-On” Service.

2. Build packages to meet the needs and budgets of your customer base.

3. Create an upgrade path for lower-tier packages

4. Show and explain MDR features in your bundle

5. Parcel out various levels of support and reporting as customizable value-adds.

Pitching your MDR services
to prospective customers
Tactics for a Successful MDR Pitch

• Understand your audience

• Highlight the benefits of MDR

• Lean into your expertise!

• Share case studies and testimonials

• Emphasize excellent support

Upselling MDR to your
existing customers
 1

The MDR Upsell

• Educate on advanced threats

• Tailor your pitch

• Emphasize how MDR can support your customer’s mission

• Leverage customer relationships

MDR Objection Handling
Common Customer Objections to MDR

• “Do I REALLY need MDR?”

• “This seems like a bit of overkill.”

• “Why isn’t your existing security solution good enough?”

• “Will I need to keep on buying more security services every few years?”

• “Are you promising me I will never get hacked if I get MDR through you?”
Proving MDR value
with your customers
Keep Data at the Forefront to Show MDR Value

• Quarterly Business Reviews (QBRs)

• Regular check-ins

• Customized Reporting

• Metrics and KPIs

Keep Data at the Forefront to Show MDR Value

• Risk Reduction Demonstrations

• Actionable Insights and Recommendations

• Leverage Visual Aids

• Get creative!
 Thank You

W E S P E C I A L I Z E I N Y O U R S U C C E S S