Updated: 3 days ago
XDR is a newly coined acronym that refers to Extended Detection and Response software, a red-hot and competitive category of products intended to elevate and simplify enterprise network security management.
Unlike legacy Endpoint Detection and Response (EDR) platforms, these advanced solutions provide panoramic visibility across an organization’s entire infrastructure (endpoints, firewalls, cloud, mobile devices, and so on), and respond automatically to identified threats. XDR solutions take preventative measures to block malicious content from reaching a system, and work to mitigate any in-progress attack on a compromised endpoint. XDR solutions feature integration across multiple endpoints, clouds, email, and so on, streamlining security for the whole enterprise while providing visibility into every phase of an attack.
Because of its advancements in security functionality and its ability to serve as a security platform that drives customer “stickiness,” many security providers are rushing to win market share and establish themselves as dominant in the space.
Following is a table showing some of the main players in the XDR segment.
XDR Market Overview:
Solution Notes and Recent Observations
Palo Alto Networks
Other Notable Options (Microsoft and Cisco)
XDR Negotiation Strategy:
To achieve the best deal outcomes with any of these suppliers, it is important to consider the competition prior to negotiation. Even though it’s common for IT teams to establish “favorites” when it comes to critical solutions like security, we have observed that vendors provide much more attractive offers when viable alternatives are in the mix. This has to do with the intense rivalry between security suppliers who are clawing to establish themselves as the leader in this space.
For best outcomes, buyers must align their stakeholders around a unified negotiation strategy, while ensuring them that their desired solutions will be procured. By establishing a competitive environment, organizations can approach deals from a position of strength and achieve the best pricing and terms from their providers.
Case Study: SentinelOne vs. CrowdStrike
To illustrate the effect competition can have on the bottom-line, consider a deal we recently reviewed. A customer was struggling to attain better discounting with SentinelOne and would not consider any alternatives. After failing to improve their deal, the client decided to include Crowdstrike as a competitor. Once the customer conveyed the competitive bid to SentinelOne, the proposal cost was slashed by 46%, and the business got its preferred solution at a greatly reduced price.
As with any deal, achieving best-in-class outcomes is dependent on building leverage and securing a positive negotiation position prior to deal execution. For more information about building leverage against any supplier, watch our recent webinar on Leverage Management Fundamentals or contact your Accenture representative.
- Cory Ryan is a Senior Analyst at Accenture.