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
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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Related Research
Synopsis
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