MSPs need to drive outcome-based relationships in cybersecurity, says Rapid7 CSO. – ARN
MSPs need to drive outcome-based relationships in cybersecurity, says Rapid7 CSO. – ARN
Publish Date: 2026-03-19 00:33:00
Source Domain: www.arnnet.com.au
“You have to have the right skills in the right place, with the right levels of experience,” he explained. “That absolutely now includes third-party providers and other service providers that are going to help build that collective team.”
While cybersecurity was a lot “simpler 15 years ago”, with threats less frequent and less impactful.
“The whole journey has been as the threats have advanced, both in the types of threats like ransomware,” Castanga said. “[Talking] about ransomware in 2011, 2012…I mean, can you imagine if 10, 50, 100 companies were getting ransomware?
“Add on data breaches and other types of operational or availability issues or defacements, you add all the nation states.
“Those threats and the impact of those threats have gotten much more difficult, and as a result, the technology stacks that we need have gotten more complex.”
“In the past five years, I’d say there’s more of a shift back to platformisation. There’s also more of a shift to a lot of soft problems.
“[It’s] been a journey and it’s not getting easier with AI yet.”
Castanga’s insights helps to reinforce the challenges Rapid7 customers are dealing with.
“We need to understand the challenges that exist at [that] levels, and sometimes [it’s] different to the conversations that we have with the technical team,” noted channel director Asia Pacific Japan (APJ) David Quist.
That means making sure “partners are as conscious” as Rapid7 sellers, he said. As well as being prepared as they can be for the types of conversations they need to have.
“Our partners’ technical teams are at the heart of how customers experience Rapid7 in the market,” Quist said. “These are highly skilled practitioners who customers trust to guide critical security decisions, often in complex and high-stakes environments.”
That’s why the vendor has revised its channel program and relooked at how it rewards…
