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Mastering Cybersecurity Discovery: Best Practices for Selling SIEM and MDR Services to Enterprise Customers

Tony DeGonia February 10, 2025

Effective SIEM and MDR selling begins with structured discovery that identifies customer risks, operational gaps, and maturity levels. This article outlines key questions, engagement techniques, and positioning strategies to align managed security services with customer objectives.

Tony DeGonia

Tony DeGonia is a seasoned Senior Sales Engineer specializing in SIEM, SOAR, MDR/XDR, SASE, Zero Trust, and enterprise network security design. With a proven track record supporting global and public sector environments, Tony delivers technical discovery, architecture development, POCs, and executive-level presentations for mission-critical cybersecurity programs. His experience spans AT&T Cybersecurity (SLED Public Sector), IBM Security QRadar Suite, Fortra Alert Logic, and multiple emerging security startups. Tony is known for his deep technical fluency across firewall architecture, threat detection engineering, cloud networking, encryption, and multi-vendor integrations — and for helping organizations turn complex security challenges into actionable solutions.

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