How are things looking for SailPoint in 2023?

I think we’re still feeling a lot of really good momentum in the market. Obviously, it’s a little choppy in the world. It has been off and on for a few years. I think we felt a little more in the second half of last year.

We’ve all seen the massive tech resizing. I think it’s almost obvious [why that is happening]. When you’re in a go-go mode, you’re not sloppy—we weren’t either—but we all were kind of assuming a continuation [of the economic conditions]. So you plan and hire for that. When it changes, then there’s some readjustment you have to do. I think some companies were a little more disciplined than others and their adjustments are less dramatic.

We haven’t seen as much of that in security, though.

There’s the world, then there’s IT, then there’s security, then there’s identity. Within identity, we felt a little bit of choppiness in the second half and heading into this year, but nothing too choppy compared to other segments. Like you said, even all of security still feels pretty good, most aspects of it. And then you get out into IT, it’s a much more mixed story. You get outside of IT, and it’s a really mixed story in some industries. I think we’re still planning for continued acceleration and continued market capture.

While the noisy economy is a little bit of a negative driver, there’s way more positive drivers for us—just the fundamentals of the world moving toward digitally centric business. Whether you’re in the tech business or not, we’re all talking about leveraging digital [in a bigger way], digital transformation, using technology to advance your business cause. Anything that drives more heavy investment in technology in a world that’s now default cloud/mobile/remote—that helps us. Because identity is now clearly seen as a critical linchpin in that mix. If you’re going to do more digital assets, more new business applications, you’re going to do them in the cloud. You’re going to do them to mobile. And identity is just very core to that.

I wouldn’t say everybody gets that, but we’re getting close. Most companies get that and then they’re now going, ‘OK, if that’s true, what do I do about that?’ And that’s what leads to a lot of great conversations for us.