MSSP
MSSP
Best fit
Mid-market and lower enterprise where the buyer wants a security outcome but does not want to staff a 24/7 SOC. The MSSP delivers the function on top of your platform.
GTM reality
Higher technical sophistication than MSP; smaller universe of MSSPs that matter; each one is more a partnership than a channel. Co-selling and integration depth dominate.
Deal economics
Multi-tenant pricing, services-led delivery, ARR concentration in a few MSSP relationships. The platform that the MSSP runs becomes their cost structure — get that right.
Common mistake
Competing with your MSSPs instead of feeding them. The vendor-MSSP turf war kills both sides.
Fits category types
- EDR
- SIEM
- TDR
- identity threat detection
- managed detection