SailPoint SVP on New MSP Program, Identity Security Demand

One year after rolling out its first partner program geared towards MSPs, SailPoint recently announced an enhanced system through which partners go to market with the company’s identity security platform. Channel Insider spoke with SVP of Global Partners Dave Schwartz to learn more about the program.

New MSP initiative gives partners the opportunity to sell themselves

The SailPoint MSP program was expanded in March to deepen the identity security vendor’s relationship with partners focused on the SMB market. The program will make the complete Atlas platform available to partners and customers on an as-needed basis, enabling providers to onboard smaller customers and scale with them as their needs change.

“Nothing really changes for our ecosystem with this program, but it does allow us to go even further with MSPs in driving growth and services,” Schwartz said. “It’s an opportunity to sell differently and build more offerings around our platform.”

“Cybercriminals pose a threat to companies regardless of their size,” said Julie Talbot-Hubbard, the president of services and COO of Cyderes. “The expansion of SailPoint’s MSP program enables Cyderes to provide a unified cybersecurity solution to even more companies to safeguard access to critical data, applications and machines powered by SailPoint Identity Security.”

Schwartz and SailPoint say the initiative enables more MSP partners to use SailPoint tools alongside their unique strategies and value-added services to create tailored solutions for smaller enterprises. In a go-to-market approach that centers the partner’s strength, MSPs in the program will wrap their expertise and service offerings around the SailPoint solution.

“The partners really drove this motion forward,” Schwartz said. “We’re empowering them to build solutions to the problems smaller customers face, especially with scale.”

Additionally, Schwartz notes the program allows partners to build multi-year recurring revenue streams and achieve long-term financial success. This also helps SailPoint penetrate the small and medium-sized business (SMB) space jointly with partners who can better support the unique challenges of that market.

Identity security isn’t just an enterprise problem, though it is sometimes a resourcing luxury

The program also addresses a growing need in the SMB market for enterprise-grade identity security solutions without the pricing and complexity challenges that only large organizations can typically handle. SailPoint and its partners hope this go-to-market strategy will expand the base of users accessing this technology.

“Identity security is a universal challenge,” said Ron Mechling, the chief sales officer at Simeio. “With so many identities—and so many threats—it’s something every modern business needs. Traditionally, only large enterprise customers have had the resources for the most advanced identity security solutions, but SailPoint is turning that paradigm on its head by enabling MSP partners like Simeio to make SailPoint Identity Security Cloud and other identity solutions available to smaller enterprises. The decision to invest in securing organizations of all sizes will allow MSP partners like Simeio to expand into new business areas and could help organizations across a wider range of industries to improve their overall security posture.”

Schwartz echoes that sentiment, noting that SailPoint has, up until now, primarily focused on serving enterprise customers.

“We have seen identity continue to be a high-priority need in the security space, especially over the last few years,” Schwartz said. “Smaller businesses also see this as the priority we all know it is, but they don’t have the resources to deploy highly technical solutions like ours on their own.”

“We expect our partners to really drive services in the market.”

The enhanced program launched with ten partners, including Simeio and Cyderes. Schwartz says a long list of additional partners in the contracting stage are almost ready to take advantage of the opportunity.

SailPoint is one of many vendors enhancing, adding, and shifting their partner programs in response to changes across the channel. Catch up on recent announcements from 2024 and early 2025.