Identify the opportunity - TD SYNNEX | Cortex XDR Endpoint Security Guide

Look for a gap in protection, visibility, response, or operational efficiency. Once you understand where the customer is struggling, you can connect that challenge to the right Cortex XDR story.

There is no single path to Cortex XDR. Some customers are ready to replace aging endpoint security. Others already use a leading EDR platform, Palo Alto Networks firewalls, or Cortex XDR and are looking for greater visibility, stronger detection, or simpler operations.

Select

Cortex XDR Pro customers may be ready to expand visibility across network, cloud, identity, and other security data.

Cortex XDR Pro customer

Select

Cortex XDR Prevent customers may be ready to add deeper detection, investigation, automation, and response capabilities.

Cortex XDR Prevent customer

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Existing firewall customers may still need better visibility into internal activity, lateral movement, and unmanaged devices.

Palo Alto Networks firewall customer

Select

Even modern endpoint platforms can leave customers managing fragmented tools, disconnected data, and investigation overhead.

Competitive EDR/XDR

Select

Legacy EPP or EDR platforms may create visibility gaps, inconsistent protection, and growing maintenance demands.

Legacy endpoint security

Partner resources

Find the opportunity

Why Cortex XDR

Overview

The technology may differ. The opening is usually the same.

Start with where the customer is today.

Find the opportunity

Cortex XDR Pro expansion

Bring more security telemetry into a common detection-and-response context so analysts and AI can see more of the attack instead of isolated pieces.

position

Pressure to improve detection and response metrics

Manual correlation

Multiple specialized tools

Identity or network blind spots

Security-data silos

ASK...

Which metrics matter most when you evaluate detection and response—alert volume, MTTD, MTTR, analyst workload, or something else?

How much effort does your team spend switching between and maintaining separate detection-and-response tools?

What visibility do you have today into attacks that extend beyond endpoints into network, cloud, or identity activity?

Listen for

Cortex XDR Prevent customer

Cortex XDR Pro extends an existing Cortex investment from prevention into advanced detection, investigation, threat hunting, and response.

position

Desire to streamline SecOps

Need for behavioral analytics

Limited threat hunting

Manual response

Prevention without deep investigation

ASK...

Which parts of your investigation and response process are still manual or difficult to scale?

How confident are you in your team’s ability to investigate and respond when prevention alone is not enough?

Where do you see gaps between preventing threats and detecting more advanced malicious activity?

Listen for

Palo Alto Networks firewall customer

Help the customer extend the value of their existing security data by bringing network context into Cortex XDR and connecting it to a broader detection and response strategy.

position

Existing Palo Alto telemetry that is not being fully leveraged

Long dwell times

IoT or unmanaged devices

East-west traffic concerns

Network blind spots

ASK...

How are you monitoring unmanaged endpoints, IoT devices, and other systems where an endpoint agent may not be present?

How confident are you that you can detect lateral movement or slow, evasive attacks?

How much visibility do you have into unusual activity moving inside the network—not just traffic at the perimeter?

Listen for

Competitive EDR/XDR

Don’t make the conversation about replacing one logo with another. Show how Cortex XDR’s architecture can improve security outcomes while reducing operational friction.

position

Dissatisfaction despite using a recognized vendor

High administrative overhead

Data that has to be manually connected

Separate workflows

Too many tools

ASK...

How much time and effort goes into maintaining integrations, data pipelines, training, and interoperability across the security stack?

How many applications, consoles, or data sources does your team manage to investigate a security incident?

How confident are you in your current solution’s protection and detection across your endpoint environment?

Listen for

Legacy endpoint

Cortex XDR provides a path to modernize endpoint security around prevention, AI-driven detection, rich context, and coordinated response.

position

Growing complexity around endpoint tooling

Old agents or operational constraints

Heavy manual tuning

Slow investigations

Concern about detection or prevention

ASK...

When an incident occurs, how quickly can your team move from detection to investigation and response?

How well is your endpoint strategy adapting as threats and attack techniques evolve?

How confident are you that your current endpoint platform can detect and prevent today’s most sophisticated attacks?

Listen for

XDR Pro expansion

XDR Prevent

PANW firewall

Competitive EDR/XDR

Legacy endpoint

Ask questions that expose the gap.

Partner resources

Find the opportunity

Why Cortex XDR

Overview

The strongest Cortex XDR conversations begin with the customer's environment—not a product pitch. Use focused discovery questions to understand what is working, where friction exists, and what the customer wants to improve.

Discovery comes before positioning

The strongest Cortex XDR opportunity starts when the customer recognizes a meaningful security or operational challenge. Your role is to connect that challenge to a clearer path forward.

Once you identify the customer situation, keep the conversation centered on what they are trying to improve. The goal is not to walk through every Cortex XDR capability.

Move the conversation forward.

Offer the next step

Give the customer a reason to believe.

Prove the outcome

Show how the architecture addresses the problem.

Connect Cortex XDR

What needs to work better?

Identify the gap

Partner resources

Find the opportunity

Why Cortex XDR

Overview

Lead with the customer problem—not the product checklist.

Find the gap. Connect the value. Prove the outcome.

A simple Cortex XDR conversation