Sramana Mitra: In the different segments that you talked about, what is the competitive landscape and the market share situation? Who is the market share leader in each of these categories? Where do you fit in?
Amit Saha: On the access management side, there are two top leaders, Microsoft being one of them. There are other players as well. Saviynt has a strong partnership with all of those players. On the IGA side, which is one of our core foundations, Saviynt is one of the leaders. In the PAM space, one of the market leaders is CyberArk. Then there are other private offerings.
On the CIEM side, a lot of tools in the market. There is a lot of consolidation there. From a market share standpoint, CyberArk and other public companies have a significant and broad presence. We do actively compete with them across all our prospects. Saviynt’s focus is the Global 2000 customer base. We have a very significant presence with over 250 customers in that space.
Sramana Mitra: You go to market directly?
Amit Saha: That’s right. Saviynt goes to market directly from our direct sales channel. In addition, another new channel that we’re expanding is managed service players. As identity becomes more complicated, the skillsets that are required to implement an identity program are getting scarce. Organizations are relying a lot on MSP’s or managed identity providers.
Sramana Mitra: How big is the MSP presence in identity?
Amit Saha: Identity has traditionally been a strong player in the security side of things. The MSP space is just maturing. I would say I don’t have numbers in terms of how big the market it. What I feel is at least 30% to 40% of the Global 2000 customers are in need of a holistic turnkey managed service player out there who is going to look at not today’s identity challenges but also at future challenges as identity continuously evolves. The MSP, along with a vendor like Saviynt, can keep delivering the solutions to them.
Sramana Mitra: You’re saying something that is insightful and new. We’ve seen the MSP business largely catering to the SMB market. Now you’re saying that the Global 2000 are looking to MSPs to provide their holistic identity solution because the identity skillset is becoming so complicated. They can’t really get access to that skillset without going to specialized providers. That’s something new.
Amit Saha: Just to add more to that, the nature of identity has evolved. Because identity has become a cornerstone of cybersecurity, the only way to realize the value from identity is to integrate it with as many systems and applications and platforms in an environment. That’s where an organization is looking at an MSP not just to operate a platform but they’re also looking at MSPs to drive the acceleration of the integration itself.
As soon as AWS, Azure and all these applications are onboarded, they want the MSP players to do an identity-centric integration with them and bring it under the governance’s purview. Given that you need a continuous integration adoption, we’re seeing a lot of Global 2000 companies looking at identity in a more holistic manner. It’s not just a one-time implementation; it needs to be sustained, nurtured, and expanded as things evolve.