SailPoint Doubles Down On MSPs In Identity Security Push Into The Midmarket

Following its recent IPO, enterprise-focused SailPoint is looking to work more closely with MSPs in an effort to reach midmarket customers, Channel Chief Dave Schwartz tells CRN.

Newly public SailPoint is looking to target a broader set of customer sizes with its identity security platform through a major expansion of its MSP program, according to SailPoint Channel Chief Dave Schwartz.

While traditionally focused on serving the enterprise, “this midmarket space has been uncovered by SailPoint,” Schwartz (pictured) said in an interview with CRN.

The expansion of the vendor’s MSP program announced Tuesday — which includes providing packaged offerings that can be more quickly delivered to customers — is a “great way for us to go after” the midmarket, he said.

SailPoint’s new bundled offerings and special pricing for MSPs and their midmarket customers are aimed at enabling faster deployment, according to Schwartz.

This includes "quick start” options featuring simplified consumption models that require a lower investment upfront, he said.

The ultimate goal is all around, “how do we get customers up and running and getting short time to value?” Schwartz said. “We're really trying to package it and productize all of this to make it easy from a consumption perspective.”

An executive at one SailPoint partner, Alpharetta, Ga.-based Simeio, told CRN it’s clear that the expansion move is a wise one as the vendor looks to move more broadly into the midmarket with the help of partners.

When such businesses are seeking to meet their identity governance and access management needs, “they're looking for outcome-based packages,” said Ron Mechling, chief sales officer at Simeio, No. 294 on CRN’s Solution Provider 500 for 2024.

“I call it ‘identity-in-a-box’ — because what it does for me is it lets me pull multiple technologies. And then however the customer wants to enter into a relationship with us, they've got those solutions [available],” Mechling said.

The expansion comes a month after SailPoint completed its initial public offering. The Feb. 13 IPO saw major demand from investors and raised $1.32 billion for the company.

The offering also made the company just the second cybersecurity vendor to go public since 2021.

In a letter included with a federal regulatory filing in January, SailPoint CEO Mark McClain said that interest in identity security has “amplified considerably” in recent years, with the notion of taking an “identity-centric" approach to security now often viewed as critical.