During the recent MSSP Alert LIVE event produced by CyberRisk Alliance, hundreds of security leaders and solutions providers gathered to discuss the state of the managed security market and recognize top performers across the industry. As part of the event, Stellar Cyber was honored as one of the most impactful security vendors supporting MSSPs, earning a No. 2 ranking among vendors contributing to the success of MSSP 250 honorees. As a sponsor of the event and an active advocate for the MSSP community, Stellar Cyber played a visible role throughout the event and at the unveiling of this year’s Top 250 MSSPs list. Michael Siggins, Founder and Publisher of the ChannelPro Network, sat down with Jeff Hill, Global Senior Director Service Providers and MSSP at Stellar Cyber, to talk about how the MSSP market is evolving, what success looks like today, and what service providers should be thinking about as they look ahead to 2026.
Michael Siggins: Jeff, congratulations to you and the Stellar Cyber team. You were ranked No. 2 among security vendors that contributed most to the success of this year’s MSSP 250 honorees. How is your team reacting to that recognition? Jeff Hill: The excitement has been spectacular. We shared the news internally just recently, and it’s a great way to finish the year. Of course, like everyone else, we’re still very focused on closing out the year strong, but the recognition means a lot to the team. It’s rewarding to see the work we’re doing with MSSPs reflected in a list like this.
Michael Siggins: From your perspective, how should MSSPs be measuring success internally today? Are there metrics that matter more now than they did even a year ago? Jeff Hill: Traditional SLAs are still important, but more than ever, speed has become paramount. Metrics like mean time to detect and mean time to respond are getting a lot more attention from customers. End customers are also looking for more demonstrable value from their service providers. That means analyst efficiency, automation adoption, and customer outcomes really matter. Things like faster incident containment, reducing alert noise, and proactively identifying emerging threats are becoming differentiators. Those are the kinds of outcomes MSSPs can point to when they’re showing value to customers. Michael Siggins: Over the past year, has anything surprised you about the MSSP market or customer behavior? Has that shaped how you’re thinking about the year ahead? Jeff Hill: One of the biggest things we’re seeing is the merging of SOC services with advisory services like compliance and cyber insurance. MSSPs that can bring together SOC capabilities, compliance expertise, and advisory services are really differentiating themselves. Another trend that stands out is platformization. Historically, many organizations relied on multiple point solutions to deliver services. Now, more MSSPs are looking to consolidate tools to be more economical and more profitable, while also eliminating duplication. Customers are also looking for more operational transparency. They want to understand what their MSSP is doing, how value is being delivered, and what outcomes are being achieved. That transparency is becoming a key part of differentiation. Michael Siggins: Vendors clearly play a critical role in all of this. Beyond providing software, what role should vendors play in helping MSSPs succeed? And where does the industry sometimes fall short? Jeff Hill: First and foremost, vendors have to help partners optimize the tools they’re investing in. You can’t just hand over a platform and say, “Good luck.” Enablement is critical, whether that’s onboarding, training, playbooks, or best practices. Providing data-driven insights is also important. How are partners using the data from these platforms to differentiate their services, improve delivery, and even support internal customer success? That applies both externally with end customers and internally within the MSSP. Another area is helping partners identify opportunities for growth. Whether it’s connecting MSSPs with potential customers or helping MSPs expand into security services, true partnership includes helping partners grow revenue and succeed long-term. It’s not just about selling software. Michael Siggins: As we wrap up and look ahead, any parting thoughts for MSSPs closing out the year and planning for the next one? Jeff Hill: There are so many tools available today, and organizations are really focused on getting the most out of their investments. When you choose a partner or a solution set, make sure you’re maximizing the value of that investment, both for your business and for your customers. The goal is to deliver outcomes that differentiate you and provide real return on value. If you can do that consistently, you’re setting yourself up well for the year ahead.
As AI takes on classification, retention and legal hold work, MSSPs need audit trails that show how decisions were made, not just what actions were taken.
