Executive summary
During a recent Tech Talk, our team met with a managed detection and response (MDR/XDR) provider that focuses on small and midsize enterprises. The discussion centered on how network-first MXDR, human-in-the-loop analysis and flexible pricing models can give lean IT teams true 24×7 coverage without trying to build their own SOC.
For IT leaders, the big message was clear: You don’t need to rip and replace your tools or hire a full security staff to get better visibility and faster response. With the right partner and a trusted advisor to guide selection, you can turn existing signals into meaningful protection.
Key takeaways for IT leaders
- You can keep your current tools. A vendor-agnostic MXDR partner can ingest data from your firewalls, EDR, network and cloud instead of forcing a single stack.
- Network telemetry still matters. Watching east-west and perimeter traffic remains one of the fastest ways to spot unusual behavior before it turns into an incident.
- Human-in-the-loop is critical. AI helps, but trained analysts still validate alerts, build situation reports and guide real remediation steps.
- Pricing can match your risk appetite. With advisor-led scoping, MXDR services can be right-sized for smaller environments instead of priced only for Fortune 100 budgets.
- Proof-of-value reduces risk. A two-week trial with an appliance on your network can double as a level-two risk assessment and pen test-lite.
- Partners extend your team. Working through a trusted advisor lets you compare multiple MSSPs and MXDR options without sitting through a dozen sales pitches.
Why MXDR still feels out of reach for many IT teams
Our CEO opened the session by sharing some context: Our firm started as a phone system and contact center partner, then built and sold an MSP/MSSP business before focusing fully on technology advisory services. That history means we understand both sides of the MDR conversation: running a SOC and helping clients choose providers.
Even with all the noise around MDR and MXDR, the partner explained that 50–60 percent of prospects they see are first-time adopters of any managed security service. Many teams still rely on basic endpoint protection, firewall rules and best-effort log review when time allows.
The obstacles are familiar:
- Limited security headcount
- No overnight coverage
- Tool sprawl with no single view
- Budget constraints, especially in education, local government and manufacturing
Analysts and industry groups have been clear that 24×7 monitoring is becoming table stakes. But for many IT leaders, the leap from “we know we should” to “we actually do” still feels large.
Inside the Tech Talk: A network-first, vendor-agnostic MXDR model
- Network as “ground zero”
The provider started as a network detection and response company. Their view is simple: if something bad is happening, it has to traverse the network at some point.
They drop a small appliance on a SPAN port, watch both inside and outside the firewall, and use IDS rules, behavioral analytics and threat feeds to flag anomalies. That includes:
- Perimeter threats
- East-west traffic between internal systems
- Patterns that don’t match a client’s normal volume, destinations or protocols
In one case, an analyst noticed a school district’s network go quiet on a long weekend and reached out. It turned out a fiber line had been cut, and IT was able to restore connectivity before students came back on Tuesday. In another case, the platform surfaced unexpected international traffic for a U.S.-based provider that believed geo-blocking was enabled. A recent OS upgrade had reset firewall rules, leaving them exposed for weeks. The MXDR view made that visible in minutes.
- All the signals, not per-GB billing
Instead of charging per gigabyte of log ingestion, this partner prices mainly by user count, with some attention to endpoint and cloud size. The goal is to encourage broad visibility:
- Firewalls and VPN
- Endpoint detection and response tools
- Cloud platforms and SaaS
- Identity and directory data
- Network telemetry from the appliance
For resource-strapped teams, this matters. You don’t want to choose between sending firewall logs or EDR events because of a strict data cap.
- Human-in-the-loop situation reports
While the provider is adding more agent-based AI and automation on a major cloud platform, they stressed that a human still reviews significant alerts. When the engine flags a pattern, an analyst:
- Checks whether the threat is relevant to that specific customer
- Confirms whether something changed in the environment
- Pulls threat intelligence from multiple feeds
- Builds a “situation report” that explains the risk and the recommended response
In roughly 60 percent of environments they support, they also take active steps (such as quarantining an endpoint or updating a firewall rule) when the client has delegated that authority.
Beyond MXDR: Risk, awareness and frameworks
MXDR was the main topic, but the partner also outlined surrounding services that matter to IT leaders:
- Pen testing and risk assessments: They can treat a proof-of-value as a level-two risk assessment by scanning external assets, watching internal traffic for two weeks and delivering a clear report.
- Security awareness training: They manage phishing and training programs using modern platforms that are lighter and more affordable than some legacy options, with a focus on avoiding “shelfware” by keeping content active and short.
- Framework alignment: Their platform can map to NIST, CMMC and other frameworks, giving clients a simple “report card” view instead of a static spreadsheet.
These services align well with what our advisory team already stresses around managed cybersecurity and governance.
How our advisory team fits into the picture
As a technology consulting firm and trusted advisor, we don’t resell a single security stack or push a one-size-fits-all MDR service. Instead, we help clients compare multiple providers and decide whether a focused MXDR partner like this is the right fit, or whether an all-in-one MSP/MSSP model makes more sense.
Our role includes:
- Discovery: Understanding your current tools, staffing and risk tolerance.
- Shortlisting providers: Narrowing dozens of options down to a manageable top set based on size, industry, geography and compliance needs.
- Coordinating proofs-of-value: Making sure two-week trials and pilot projects actually answer your questions and produce usable reports.
- Negotiating terms: Helping you avoid “gotchas” in contracts, such as hidden data overages or support limitations.
- Ongoing reviews: Checking in to confirm the service still aligns with your environment as it changes.
Implementation considerations for IT leaders
If you’re weighing an MXDR move, the Tech Talk surfaced a few practical steps:
- Inventory your existing signals. List your EDR, firewalls, SaaS apps and identity providers. The more a partner can ingest without new agents, the faster you’ll see value.
- Clarify your after-hours expectations. Decide what you want a provider to do automatically at 2:00 a.m. versus what should wait for your team.
- Align on frameworks. Pick a baseline (NIST, CMMC, etc.) so reports and risk scores mean something to executives and auditors.
- Start with a proof-of-value. Use a short engagement as both a technical trial and a business case exercise.
- Plan communication. Decide how analysts, your team and your advisor will interact on situation reports and monthly reviews.
Next steps: Explore managed XDR with a trusted advisor
If you’re trying to decide between building more in-house capability, extending your current MSP or working with a focused MXDR provider, our team can help you sort through the options.
We can:
- Run a quick assessment of your current security posture
- Shortlist MDR/XDR partners that align with your tools and budget
- Coordinate a proof-of-value that doubles as a useful risk assessment
Ready to explore managed XDR?
Contact our team to schedule a meeting tailored to your environment and objectives.
