Learn how IAM is ‘the heart’ of a security strategy

So I'm David Ellis. I work for TechData Europe, and I'm VP for our security mobility solutions business. So TechData a global distributor of IT solutions. We offer an end to end portfolio. We have a dedicated security business, and it's a global business. For a number of reasons, we look to partner with One Identity. One of them was the technology, of course, so we were very impressed. Technicians and engineers looked closely at the technologies when we were evaluating what we did. We like the feedback from the market and the relationship is going really well for us. So some of the drivers for the investment in IAM at the moment, we're seeing compliance has been a real key one. Areas like GDPR, of course. We say in other areas like HIPAA, Payment Services Directive. The move to digital transformation is a key one. Hybrid Cloud, another key driver in the market that we're seeing. Ultimately we think that IAM needs to be at the heart of a security strategy, so that's really key for us too. TechData has a very strong Microsoft partner base. We do a lot of business in that area, so active roles is a really key one for us. How can we relay additional security over what Microsoft is doing. Also seeing that privileged account management is a key one for us to focus on. We think that is a real hot topic amongst our customers and partners. So that's one that we're applying our focus to. And then finally, Styling Solutions. You know there's a big move, of course, to deliver security as a service, so we think that Starling is generating a lot of interest in areas like multi-factor authentication and on. In terms of why we would think that customers and partners should consider working with One Identity, I think there's a number of reasons. One, the approach that they have in the market is very partner centric. The programs, the margins, the opportunities are very attractive for partners. Lots of opportunities for partners within this space, particularly partners that make an investment and want to work closely with One Identity. You know, they invest in training, lots of opportunities to port services around the products. So for a good opportunity and a very high growth market. I think the other thing as well is that partners need to consider what the market thinks about One Identity. How do the analysts perceive them? How do existing customers perceive them? We have lots of good case studies that we can show the partners. We have lots of good reports from analysts that show that One Identity are doing the right things and have a great technology. A technology that encompasses a number of different areas as well so that we can deliver a full suite of products. I think that's important as well. One of the trends that we've seen in the market is that end customers want to try and reduce the amount of security vendors they carry because they have a big blowout of technologies. If they can work with an IAM vendor that delivers a number of different solutions in that space, they can help take their own customers on that journey to reduce the amount of vendors they have to work with and reduce their costs, and potential training overheads. Ultimately, we think that IAM needs to be at the heart of any security strategy, so that's really key for us too.