SailPoint Expands MSP Offering, Making SailPoint Identity Security Cloud Accessible to Smaller Enterprises

Rhea-AI Summary

SailPoint (SAIL) has announced an expansion of its Managed Service Provider (MSP) program, making its identity security solutions more accessible to smaller enterprises. The expansion builds upon the program initially launched in 2024, focusing on entry-level use cases while providing growth opportunities.

The initiative enables MSP partners to deliver SailPoint Identity Security Cloud services to a broader range of businesses, offering the same foundational security capabilities available to larger enterprises. The program is powered by the SailPoint Atlas platform, providing a unified identity security solution that allows for scalability as businesses grow.

Partners like Simeio and Cyderes will be able to combine SailPoint's tools with their own strategies to create customized solutions for smaller enterprises, including consultation and deployment management services. This partner-exclusive go-to-market initiative aims to help organizations improve their security posture against increasing identity-based cyber threats.

Positive

• Expansion into smaller enterprise market segment opens new revenue opportunities
• Partnership with established MSPs like Simeio and Cyderes strengthens market reach
• Maintains full functionality of enterprise solution instead of stripped-down version

Negative

• Potential margin pressure from serving smaller enterprises
• Increased competition in lower-market segments

Insights

Product Strategy Expert

SailPoint's expansion of its MSP program represents a significant strategic shift to capture the smaller enterprise market without diluting its core enterprise focus. This move effectively expands SailPoint's total addressable market by making their enterprise-grade identity security solutions accessible to organizations that typically lack the resources to implement complex security infrastructure.

What makes this announcement particularly noteworthy is SailPoint's decision to offer the full capabilities of their Atlas platform rather than a stripped-down version. This approach creates a natural growth path for customers who can start with fundamental identity security through an MSP and scale their implementation as their needs mature, potentially becoming direct enterprise customers later.

The partner-exclusive go-to-market strategy is especially clever as it allows SailPoint to penetrate new market segments without significant investments in direct sales infrastructure or creating channel conflicts. This effectively turns their MSP partners into an extension of their sales force while providing those partners with valuable offerings to differentiate themselves.

With identity-based attacks representing one of the primary threat vectors in today's security landscape, this expansion addresses a critical market need. Smaller enterprises face the same security challenges as larger organizations but with fewer resources to address them, making the MSP model particularly valuable for this segment.

Business Development Analyst

This program expansion represents a calculated revenue diversification strategy that could yield significant returns. By extending their reach through MSP channels, SailPoint creates a new revenue stream without cannibalizing their core enterprise business or substantially increasing operating costs.

The MSP model typically generates more predictable recurring revenue than traditional enterprise sales, potentially improving SailPoint's revenue stability and forecasting accuracy. Additionally, this approach allows SailPoint to monetize smaller accounts that would otherwise be unprofitable to serve through direct sales channels due to high customer acquisition costs.

The endorsements from established MSP partners Simeio and Cyderes indicate the program has already gained market traction. These partnerships are crucial, as the success of this expansion hinges on MSPs effectively packaging, selling, and supporting SailPoint's solutions.

From a competitive standpoint, this move helps defend SailPoint against other identity security providers who might otherwise establish footholds in growing companies. By capturing these customers early in their security maturity journey, SailPoint can build long-term relationships that expand as these organizations grow.

While the financial impact isn't quantified in the announcement, this type of channel expansion typically yields incremental growth that compounds over time as the partner ecosystem matures and more MSPs adopt the offerings.

Program growth will help more organizations create identity security programs grounded in a modern, scalable, AI-fueled platform

AUSTIN, Texas--(BUSINESS WIRE)-- SailPoint, Inc. (Nasdaq: SAIL), a leader in unified identity security for enterprises, announced an expansion of its Managed Service Provider (MSP) program, enabling its partners to offer services to a wider set of enterprises. With attackers targeting exposed and vulnerable identities at an alarming rate, strong identity protections are business essential. SailPoint’s expansion of its MSP program, originally unveiled in 2024, forges a path for more companies to onboard identity security as a critical function that focuses on entry-level use cases while creating opportunities to grow and mature the program in the future. With the help of SailPoint’s current MSP partners (and more to come), this approach enables organizations to scale their identity capabilities appropriately as the business grows.

“Expanding our offerings through our partners allows us to make our identity security solutions accessible to even more businesses, including smaller enterprises,” said Dave Schwartz, Senior Vice President, Global Partners, SailPoint. “While some providers opt to offer basic functionality without including a path to long-term success, we believe this is a mistake. SailPoint’s MSP partners can provide MSP customers with the same foundational identity security capabilities that it offers other customers while also setting them up to grow the maturity of their identity program over time. We’re not offering a stripped-down identity security model. Powered by the same SailPoint Atlas platform, we provide a unified identity security solution for an easy and accessible on-ramp to long-term identity security success, wrapped in the offerings our MSP partners will build on SailPoint. This will include consultation and management of their deployment, allowing the customer to focus on what’s important to them: running their business.”

“Identity security is a universal challenge,” said Ron Mechling, Chief Sales Officer, 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.”

“Cybercriminals pose a threat to companies regardless of their size,” said Julie Talbot-Hubbard, President, Services and COO, 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.”

This partner-exclusive go-to-market initiative enables more MSP partners to use SailPoint tools alongside their own unique strategies and value adds to create tailored solutions for smaller enterprises. SailPoint is already a leading provider of identity security for large enterprises with complex digital environments, and this expanded investment will allow more organizations to embrace the potential of SailPoint’s powerful identity security solutions.

Learn more about SailPoint Identity Security Cloud and the SailPoint MSP program.

About SailPoint

SailPoint, Inc. (Nasdaq: SAIL) equips the modern enterprise to seamlessly manage and secure access to applications and data through the lens of identity – at speed and scale. As a category leader, we continuously reinvent identity security as the foundation of the secure enterprise. SailPoint delivers a unified, intelligent, extensible platform built to defend against today’s dynamic, identity-centric cyber threats while enhancing productivity and efficiency. SailPoint helps many of the world’s most complex, sophisticated enterprises create a secure technology ecosystem that fuels business transformation.

View source version on businesswire.com: https://www.businesswire.com/news/home/20250311828931/en/

Media Relations for SailPoint

Samantha Person

Senior Manager, PR & Corporate Communications

512-923-4053

Samantha.Person@SailPoint.com

Source: SailPoint, Inc.

FAQ

What is the main purpose of SailPoint's expanded MSP program in 2024?

The expanded program aims to make SailPoint's identity security solutions accessible to smaller enterprises while providing scalability for future growth.

How does the SAIL MSP program differ from other identity security offerings?

Unlike basic functionality offerings, SailPoint provides full identity security capabilities through their Atlas platform, allowing businesses to scale their identity program as they grow.

What services will MSP partners provide under SailPoint's expanded program?

Partners will offer consultation, deployment management, and customized identity security solutions built on the SailPoint platform.

How will SAIL's MSP expansion benefit smaller enterprises?

It gives smaller enterprises access to enterprise-grade identity security solutions, previously only available to large organizations, while allowing for program maturity over time.