{"id":197203,"date":"2026-03-19T00:33:00","date_gmt":"2026-03-19T04:33:00","guid":{"rendered":"https:\/\/testing.news-you-need.com\/index.php\/2026\/03\/19\/msps-need-to-drive-outcome-based-relationships-in-cybersecurity-says-rapid7-cso-arn\/"},"modified":"2026-03-19T01:10:40","modified_gmt":"2026-03-19T05:10:40","slug":"msps-need-to-drive-outcome-based-relationships-in-cybersecurity-says-rapid7-cso-arn","status":"publish","type":"post","link":"https:\/\/testing.news-you-need.com\/index.php\/2026\/03\/19\/msps-need-to-drive-outcome-based-relationships-in-cybersecurity-says-rapid7-cso-arn\/","title":{"rendered":"MSPs need to drive outcome-based relationships in cybersecurity, says Rapid7 CSO. \u2013 ARN"},"content":{"rendered":"

MSPs need to drive outcome-based relationships in cybersecurity, says Rapid7 CSO. \u2013 ARN<\/a><\/p>\n

https:\/\/www.arnnet.com.au\/article\/4147376\/msps-need-to-drive-outcome-based-relationships-in-cybersecurity-says-rapid7-cso.html<\/a><\/p>\n

Publish Date: 2026-03-19 00:33:00<\/a><\/p>\n

Source Domain: www.arnnet.com.au<\/a><\/p>\n

Author: <\/a><\/p>\n

Using an unordered list, summarize the following article with between 4 and 8 key points. <\/p>\n

\u201cYou have to have the right skills in the right place, with the right levels of experience,\u201d he explained. \u201cThat absolutely now includes third-party providers and other service providers that are going to help build that collective team.\u201d<\/p>\n

While cybersecurity was a lot \u201csimpler 15 years ago\u201d, with threats less frequent and less impactful.<\/p>\n

\u201cThe whole journey has been as the threats have advanced, both in the types of threats like ransomware,\u201d Castanga said. \u201c[Talking] about ransomware in 2011, 2012\u2026I mean, can you imagine if 10, 50, 100 companies were getting ransomware?<\/p>\n

\u201cAdd on data breaches and other types of operational or availability issues or defacements, you add all the nation states.<\/p>\n

\u201cThose 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.\u201d<\/p>\n

\u201cIn the past five years, I\u2019d say there\u2019s more of a shift back to platformisation. There\u2019s also more of a shift to a lot of soft problems.<\/p>\n

\u201c[It\u2019s] been a journey and it\u2019s not getting easier with AI yet.\u201d<\/p>\n

\u00a0Castanga\u2019s insights helps to reinforce the challenges Rapid7 customers are dealing with.<\/p>\n

\u201cWe need to understand the challenges that exist at [that] levels, and sometimes [it\u2019s] different to the conversations that we have with the technical team,\u201d noted channel director Asia Pacific Japan (APJ) David Quist.<\/p>\n

That means making sure \u201cpartners are as conscious\u201d as Rapid7 sellers, he said. As well as being prepared as they can be for the types of conversations they need to have.<\/p>\n

\u201cOur partners\u2019 technical teams are at the heart of how customers experience\u00a0Rapid7\u00a0in the market,\u201d Quist said. \u201cThese are highly skilled practitioners who customers trust to guide critical security decisions, often in complex and high-stakes environments.\u201d<\/p>\n

That\u2019s why the vendor has revised its channel program and relooked at how it rewards partners \u2013 which gives clearer deal structures, stronger incentives for partner-led opportunities, and economics that support long-term growth.<\/p>\n

The recently released 2026 partner program introduces partner tier differentiation, simplified deal motions, and enhanced program economics.<\/p>\n

Rapid 7\u2019s PACT framework supports partners delivering managed detection and response. As well as other recurring security services where consistency and margin clarity are critical.<\/p>\n

Other key updates to the program include platinum partner tier, updated deal motions, improved program economics and a Tech Champion program.<\/p>\n

With the introduction of initiatives like the Tech Champion framework, we\u2019re doubling down on recognising that expertise,\u201d explained Quist. \u201c[This] gives partner engineers earlier visibility, deeper engagement and a stronger voice in how we go to market together.<\/p>\n

\u201cThese changes are very much shaped by partner input, ensuring we\u2019re aligned to how they build profitable security practices while responding to increasingly complex customer needs.\u201d<\/p>\n

Quist said the changes to the partner program wasn\u2019t just about \u201chitting partners with a lot of information about solutions.\u201d<\/p>\n

\u201cIt\u2019s really about how we connect better and get better acceptance of those solutions,\u201d he said. \u201cWe need to continue to invest [in] how we help our partners win the trust of their existing customers, to continue to earn the right to maintain those relationships.<\/p>\n

\u201cWe\u2019re not looking to be \u2018showing up and throwing up\u2019\u2026 because that gets you a pretty quick journey to the exit.\u201d<\/p>\n

According to Quist that\u2019s Rapid7\u2019s responsibility as part of the wider cybersecurity community.<\/p>\n

\u201cWe work collaboratively,\u201d explained Quist. \u201cBrian\u2019s [Castanga] isn\u2019t going to be able to help and solve all these problems by himself.<\/p>\n

\u201cHe\u2019s going to make informed decisions based on the problems that he\u2019s got and the relationships that he trusts.<\/p>\n

\u201cI suppose what we\u2019re trying to reinforce with the Rapid7 community is that\u2026we need to be able to empathise with the situations that CISOs face.<\/p>\n

\u201cI think CISOs have more and more expectations. Partners will [need to] approach [them] in a way that he can rely on. Also one that\u2019s real, very much aligned to the outcomes that he\u2019s trying to get.\u201d<\/p>\n

<\/p>\n","protected":false},"excerpt":{"rendered":"

MSPs need to drive outcome-based relationships in cybersecurity, says Rapid7 CSO. \u2013 ARN https:\/\/www.arnnet.com.au\/article\/4147376\/msps-need-to-drive-outcome-based-relationships-in-cybersecurity-says-rapid7-cso.html Publish…<\/p>\n","protected":false},"author":1,"featured_media":197204,"comment_status":"closed","ping_status":"","sticky":false,"template":"","format":"standard","meta":{"fifu_image_url":"https:\/\/www.arnnet.com.au\/wp-content\/uploads\/2026\/03\/4147376-0-47172200-1773894752-David-Quist-2026.jpg?quality=50&strip=all&w=1024","fifu_image_alt":"","footnotes":""},"categories":[15],"tags":[26,24],"class_list":["post-197203","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-cybersecurity","tag-ai","tag-cybersecurity"],"_links":{"self":[{"href":"https:\/\/testing.news-you-need.com\/index.php\/wp-json\/wp\/v2\/posts\/197203"}],"collection":[{"href":"https:\/\/testing.news-you-need.com\/index.php\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/testing.news-you-need.com\/index.php\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/testing.news-you-need.com\/index.php\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/testing.news-you-need.com\/index.php\/wp-json\/wp\/v2\/comments?post=197203"}],"version-history":[{"count":1,"href":"https:\/\/testing.news-you-need.com\/index.php\/wp-json\/wp\/v2\/posts\/197203\/revisions"}],"predecessor-version":[{"id":197205,"href":"https:\/\/testing.news-you-need.com\/index.php\/wp-json\/wp\/v2\/posts\/197203\/revisions\/197205"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/testing.news-you-need.com\/index.php\/wp-json\/wp\/v2\/media\/197204"}],"wp:attachment":[{"href":"https:\/\/testing.news-you-need.com\/index.php\/wp-json\/wp\/v2\/media?parent=197203"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/testing.news-you-need.com\/index.php\/wp-json\/wp\/v2\/categories?post=197203"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/testing.news-you-need.com\/index.php\/wp-json\/wp\/v2\/tags?post=197203"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}