Industry Voice: XChange UK - Q&A with Defense.com

1. What key cybersecurity challenges are MSPs and channel partners facing today, and how does Defense.com help them stay ahead of threats?

MSPs play a crucial role in securing businesses, but that responsibility comes with significant challenges. Cybercriminals see them as high-value targets, customers expect round-the-clock protection, and managing multiple security tools across different clients can quickly become overwhelming. At the same time, evolving regulations are adding even more pressure.

Here’s where MSPs are struggling the most:

• Keeping pace with evolving threats – Cybercriminals know that MSPs hold the keys to multiple businesses, making them attractive targets. Attackers are using more advanced techniques, including AI-powered phishing and adaptive malware, to bypass traditional defences. MSPs must constantly update their security measures to protect not just themselves, but all their clients.

• Managing multiple tools and vendors – Many MSPs rely on a patchwork of security solutions from different vendors. Managing and integrating these tools across multiple client environments is complex and time-consuming. It’s easy for security gaps to emerge, and attackers exploit these weaknesses.

• The pressure to provide 24/7 protection – Clients expect their MSP to act fast in a crisis, no matter the time of day. However, many MSPs struggle with limited in- house cybersecurity expertise and resources. Responding to threats in real- time—especially out of hours—can be a significant operational burden.

• Ransomware and supply chain vulnerabilities – The rise in supply chain attacks means MSPs aren’t just protecting their clients; they’re also securing their own suppliers. Major vulnerabilities in vendor products—such as those seen with Fortinet—put MSPs at risk. If an MSP is breached, it can have a cascading effect across multiple businesses.

• Compliance and regulatory challenges – The UK government has recognised the critical role MSPs play, with the sector generating over £52.6 billion in annual revenue. As regulation evolves, MSPs will likely face more stringent compliance requirements. Clients also expect MSPs to help them navigate complex security frameworks, which adds to the workload.

MSPs need to stay ahead of these challenges without overstretching their resources. That’s where Defense.com helps. Our platform extends an MSP’s capabilities by providing expert-driven, technology-agnostic security services. We simplify security management, providing a unified view of risk across all clients, so MSPs can focus on growing their business while keeping customers protected. With Defense.com, MSPs can enhance their service offerings, improve response times, and stay ahead of threats—without adding unnecessary complexity.

2. XDR is becoming a hot topic in the security space—how does Defense.com’s approach to XDR stand out from other solutions on the market?

XDR is a widely discussed term, but there’s still a lot of confusion about what it actually means. Different vendors define it in different ways, making it difficult for MSPs to explain the value to their customers—especially when many businesses believe they already have strong security measures in place.

At Defense.com, we take a practical approach. We recognise that MSPs don’t need another buzzword—they need a solution that genuinely strengthens their security offering. That’s why we focus on enhancing what MSPs already provide, helping them deliver XDR, MDR, or even transition into a full MSSP without disrupting their existing setup.

The key difference? We don’t just package a few tools together and call it XDR. Defense.com delivers real detection and response, cutting through the noise with a clear, effective approach that helps MSPs strengthen security, simplify management, and prove value to their customers.

3. How can channel partners leverage Defense.com’s technology to create new revenue streams and strengthen their security offerings

Many MSPs are looking for ways to enhance their security offerings and stand out in a competitive market. With cyber threats evolving rapidly and compliance demands increasing, clients expect more than just the basics—they want proactive, responsive security that goes beyond traditional tools.

Defense.com enables MSPs to expand their services by providing a fully integrated security platform that delivers real-time threat detection, response, and compliance support. This means partners can offer their customers continuous security improvements from day one—creating new revenue streams while strengthening client relationships.

What sets us apart is our proactive and flexible approach. Our platform helps MSPs identify security gaps and compliance risks before they become a problem, providing clear guidance on how to address them. Whether an MSP wants to manage security in- house or leverage our expert team for additional support, Defense.com integrates into their existing service model.

For partners looking to differentiate their offering, we provide the tools to embed security into their core proposition—whether through consulting, managed services, or enhanced security packages. We help MSPs move beyond reactive security by equipping them with real-time insights, automation, and expert-backed incident response, all within an affordable and scalable solution.

By making security a core part of their strategy rather than an add-on, partners can increase customer trust, drive long-term value, and create a more resilient business model. With Defense.com, MSPs gain the confidence to deliver security that’s both effective and commercially rewarding.

4. Many SMBs struggle with cybersecurity due to budget and resource constraints. How does Defense.com help partners make enterprise-grade security accessible to smaller customers?

For many small businesses, cybersecurity feels out of reach—either too expensive, too complex, or both. Many end up with security solutions designed for large enterprises, paying for features they don’t need or struggling to manage tools that require dedicated in-house expertise. The result? Gaps in protection, wasted budgets, and a false sense of security.

Defense.com bridges this gap by providing security that’s built specifically for SMBs— practical, scalable, and easy to manage. Through our partners, we help businesses get the protection they need without unnecessary costs or complexity.

But technology alone isn’t enough. Many SMBs lack the resources to maintain 24/7 security, which is why our platform is designed to work hand-in-hand with MSPs. Together, we provide continuous monitoring, real-time threat response, and compliance support—ensuring smaller businesses stay protected without having to build an internal security team.

For MSPs, this means they can offer enterprise-grade protection in a way that makes sense for their customers—affordable, effective, and easy to implement. By making security more accessible, Defense.com helps SMBs strengthen their defences while giving MSPs a valuable, high-impact service to offer their clients.

5. AI and automation are transforming the cybersecurity landscape. How is Defense.com incorporating these technologies into its XDR platform?

At Defense.com, we view AI as an essential tool to address some of cybersecurity's biggest challenges, especially the shortage of skilled talent. It helps us detect threats faster and more accurately, offering businesses proactive protection before issues arise.

AI also makes security more scalable for businesses without large teams. By automating routine tasks and managing more threats, AI ensures that companies of all sizes can stay protected without needing a dedicated security team.

In incident response, AI speeds up the analysis of new threats and triggers the right actions to contain them, minimising damage and reducing costs. Additionally, AI translates complex security language into simple terms, helping non-technical users understand the importance of their security measures.

As open-source AI becomes more accessible, we remain ahead of the curve with cutting- edge solutions, ensuring our platform stays simple, effective, and affordable for all businesses.

6. With evolving regulations like NIS2 and increasing compliance demands, how does Defense.com support partners in ensuring their customers meet security and governance requirements?

Compliance can be tricky, especially with evolving regulations like NIS2, Cyber Essentials, and PCI-DSS. At Defense.com, we've made it easier for MSPs to navigate these requirements and help their customers stay on track.

Our platform includes tools that simplify compliance management. For example, our compliance assessments allow MSPs to quickly identify any gaps and address them continuously. For MSPs, this is a big untapped opportunity, one we see all the time. This is where many partners add value—by helping their clients understand what they need to do to meet the requirements.

We also automate compliance checks, particularly for standards like Cyber Essentials. MSPs get alerts if there’s an issue, giving them time to resolve it before it becomes a bigger problem or risks certification. By streamlining compliance, we enable MSPs to focus on delivering value to their clients without the stress of tracking every regulation.

7. What’s next for Defense.com in terms of innovation and partnerships, and how do you see the role of XDR evolving in the channel?

At Defense.com, we see XDR as a crucial part of the security landscape, but we believe its true value lies in how it integrates with a broader, more unified approach to security.

Our focus is on creating solutions that help partners tackle the bigger challenges they face, such as staying compliant, managing incident response, and scaling their operations more effectively.

One area of particular growth is helping businesses meet the increasing demands of cybersecurity insurance. By strengthening their security posture with our platform, businesses can access better coverage options, lower their premiums, and reduce the financial impact of incidents. We're also seeing more demand for foundational security, like Cyber Essentials, which helps businesses not only reduce their insurance risk but also maintain compliance.

Looking ahead, we’re making our platform even more partner-friendly, with automation and rapid incident response. This helps businesses stay ahead of emerging threats without having to overhaul their existing systems. Our vendor-agnostic approach means businesses can continue using the tools they already rely on, while we bring additional value and flexibility.

As for XDR, its role is evolving beyond just detection and response. The future of XDR is about providing a unified solution that combines security, compliance, and incident management into a seamless, easy-to-use experience for both partners and their customers. By offering a comprehensive solution, we can simplify the complex security landscape, making it more manageable and accessible for everyone.

This Article is sponsored by Defense.com