MTMG's IT Roundtable with Dor Eisner: Ending Tool Sprawl with Identity-First, Agentic Security

All right, so at Insights and Rapid7, you were deeply involved in threat intelligence and managed security service provider go-to-market strategies.

How did seeing how the big guys handle security operations shape your conviction that MSPs serve small businesses needed a unified workplace solution rather than a fragmented stack of 10 different tools?

Hey, it's a good question, Paul.

So I'll give you the quick background on Insights and, you know, my background in general.

So doing cybersecurity, as you mentioned, for more than two decades, I started in the Israeli intelligence force and we are doing threat intelligence for many, many years, collecting intelligence from different black markets, dark web forums and stuff like that.

First, we did it for the government.

And then when we started to build Insights about, wait, nine years ago, almost a decade ago, The idea was that threat intelligence is super fragmented and we need to somehow correlate signals from threat intelligence and to provide it to big enterprises.

That was the idea behind Insights.

And we actually monitored thousands of different sources on a daily basis and we scraped all of the information.

And then Rapid7 came to us and acquired the business after about five years.

So then we joined Rapid7 to build this threat intelligence arm within Rapid7.

And big enterprises, they have these, you know, big teams, big orchestrations, big budgets, and obviously they can handle all of this segmented tool stack back in the days.

Even they are struggling to do it now with the speed of AI and the speed of threats targeting businesses.

But after dealing with, you know, with the go-to-market for Rapid7 and selling to MSPs, MSPs, I realized that the highly fragmented tool stack is not really built for the small MSPs that is serving small businesses.

Because in order to connect the dots and in order to create context around all different detections, you need to build something different.

You first need to have an intelligence layer that connect all signals and aggregate all of the noise into an incident.

So that's why we decided to build guards to help and empower MSPs to do it at scale with less head counts and more automation.