Transcript of a BriefingsDirect podcast on the need for and innovation in improved identity and access management.

1. Identity and Access Management as a Service Gets Boost
with SailPoint's IdentityNow Cloud Service
Transcript of a BriefingsDirect podcast on the need for and innovation in improved identity and
access management.
Listen to the podcast. Find it on iTunes. Sponsor: SailPoint Technologies
Dana Gardner: Hi, this is Dana Gardner, Principal Analyst at Interarbor Solutions, and you’re
listening to BriefingsDirect.
Today, we present a sponsored podcast discussion on the changing needs for, and heightened
value around, improved identity and access management (IAM). We'll examine now how
business trends are forcing organizations to safely allow access to all kinds of
applications and myriad resources anytime, anywhere, and from any device.
According to research firm MarketsandMarkets, the demand for IAM is
therefore estimated to grow from more than $5 billion this year to over $10
billion in 2018. What's driving the doubling of the market in five years? Well,
as with much of the current IT space, it's about cloud, mobile, bring your own
device (BYOD), consumerization of IT, and broader security concerns.
But the explosive growth also factors the move to more pervasive use of identity and access
management as a service (IDaaS).
So join us now as we explore how new IDaaS offerings are helping companies far better protect
and secure their informational assets. We're here to share insights into this future of identity
management with our guest. Please join me in welcoming Paul Trulove, Vice President of
Product Marketing at SailPoint Technologies in Austin, Texas. Welcome, Paul.
Paul Trulove: Thanks, Dana. Glad to be here.
Gardner: The word "control" comes up so often when I talk to people about security and IT
management issues, and companies seem to feel that they are losing control, especially with such
trends as BYOD. How do companies regain that control, or do we need to think about this
differently. Is it no longer an issue of control?
Trulove: The reality in today's market is that a certain level of control will always be required.
But as we look at the rapid adoption of new corporate enterprise resources, things like cloudbased applications or mobile devices where you could access corporate information anywhere in
the world at any time on any device, the reality is that we have to put a base level of controls in
place that allow organizations to protect the most sensitive assets. But you have to also provide
ready access to the data, so that the organizations can move at the pace of what the business is
demanding today.

2. Gardner: I suppose, Paul, the expectations of users has changed. When they can go sign up for a
software-as-a-service (SaaS) application or access cloud services, they're used to having more of
their own freedom. How is that something that we can balance, allow them to get the best of their
opportunity and their productivity benefits, but at the same time, allow for the enterprise to be as
low risk as possible?
Trulove: That's the area that the organization has to find the right balance for their particular
business that meets the internal demands, the external regulatory requirements, and really meet
the expectations of their customer base. While the productivity aspect can't be ignored, taking a
blind approach to allowing an individual end-user to begin to migrate structured data out of
something like an SAP or other enterprise resource planning (ERP) systems,
up to a personal Box.com account is something most organizations are just not
going to allow.
Each organization has to step back, redefine the different types of policies that
they're trying to put in place, and then put the right kind of controls that
mitigate risk in terms of inappropriate acts, access to critical enterprise
resources and data, but also allow the end user to have a little bit more control and little bit more
freedom to do things that make them the most productive.
Uptake in SaaS
Gardner: We've seen a significant uptake in SaaS, certainly at the number of apps level,
communications, and email, but it seems as if some of the infrastructure services around IAM are
lagging. Is there a maturity issue here, or is it just a natural way that markets evolve? What's the
case in understanding why the applications have gone fast, but we're now just embarking on
IDaaS?
Trulove: We're seeing a common trend in IT if you look back over time, where a lot of the frontend business applications were the first to move to a new paradigm. Things like ERP and service
resource management (SRM)-type applications have all migrated fairly quickly.
Over the last decade, we've really seen a lot of the sales management applications, like
Salesforce and NetSuite come on as full force. Now, there are things like Workday and even
some of the work force management becoming very popular. However, the infrastructure
generally lagged for a variety of reasons.
In the IAM space, this is a critical aspect of enterprise security and risk management as it relates
to guarding the critical assets of the organization. Security practitioners are going to look at new
technology very thoroughly before they begin to move things like IAM out to a new delivery
paradigm such as SaaS.

3. The other thing is that organizations right now are still fundamentally protecting internal
applications. So there's less of a need to move your infrastructure out into the cloud until you
begin to change the overall delivery paradigm for your internal application.
What we're seeing in the market, and definitely from a customer perspective, is that as customers
implement more and more of their software out in the cloud, that's a good time for them to begin
to explore IDaaS.
Look at some of the statistics being thrown around. In some cases, we've seen that 80 percent of
new software purchases are being pushed to a SaaS model. Those kinds of companies are much
more likely to embrace moving infrastructure to support that large cloud investment with fewer
applications to be managed back in the data center.
Gardner: As you mentioned, SaaS has been around for 10 years, but the notion of mobile-first
applications now has picked up in just the last two or three years. I have to imagine that's another
accelerant to looking at IAM differently when you get the devices.
We've talked a little bit about SaaS and IDaaS, coming on as a follow up, how does the mobile
side of things impact this?
Trulove: Mobile plays a huge part in organizations' looking at IDaaS, and the reason is that
you’re moving the device that's interacting with the identity management service outside the
bounds of the firewall and the network. So, having a point of presence in the cloud gives you a
very easy way to generate all of the content out to the devices that are being operated outside of
the traditional bounds of the IT organization, which was generally networked in to the PCs,
laptops, etc that are on the network itself.
Moving to IDaaS
Gardner: I'd like to get into what hurdles organizations need to overcome to move in to
IDaaS, but let's define this a little better for folks that might not be that familiar with it. How
does SailPoint define IDaaS? What are we really talking about?
Trulove: SailPoint looks at IDaaS as a set of capabilities across compliance and governance,
access request and provisioning, password management, single sign-on (SSO), and Web access
management that allow for an organization to do fundamentally the same types of business
processes and activities that they do with an internal IAM systems, but delivered from the cloud.
We also believe that it's critical, when you talk about IDaaS to not only talk about the cloud
applications that are being managed by that service, but as importantly, the internal applications
behind the firewall that still have to be part of that IAM program.
Gardner: So, this is not just green field. You have to work with what's already in place, and it
has to work pretty much right the first time.

4. Trulove: Yes, it does. We really caution organizations against looking at cloud applications in a
siloed manner from all the things that they're traditionally managing in the data center. Bringing
up a secondary IAM system to only focus on your cloud apps, while leaving everything that is
legacy in place, is a very dangerous situation. You lose visibility, transparency, and that global
perspective that most organizations have struggled to get with the current IAM approaches across
all of those areas that I talked about.
Gardner: So, we recognize that these large trends are forcing a change, users want their
freedom, more mobile devices, more different services from different places, and security being
as important if not more than ever. What is holding organizations back from moving towards
IDaaS, given that it can help accommodate this very complex set of requirements?
Trulove: It can. The number one area, and it's really made up of several different things, is the
data security, data privacy, and data export concerns. Obviously, the level at which each of those
interplay with one another, in terms of creating concern within a particular organization, has a lot
to do with where the company is physically located. So, we see a little bit less of the data export
concerns with companies here in the US, but it's a much bigger concern for companies in Europe
and Asia in particular.
Data security and privacy are the two that are very common and are probably at the top of every
IT security professional’s list of reasons why they're not looking at IDaaS.
Gardner: It would seem that just three or four years ago, when we were talking about the advent
of cloud services, quite a few people thought that cloud was less secure. But I’ve certainly been
mindful of increased and improved security as a result of cloud, particularly when the cloud
organization is much more comprehensive in how they view security.
They're able to implement patches with regularity. In fact, many of them have just better
processes than individual enterprises ever could. So, is that the case here as well? Are we dealing
with perceptions? Is there a case to be made for IDaaS being, in fact, a much better solution
overall?
IAM as secure
Trulove: Much like organizations have come to recognize the other categories of SaaS as
being secure, the same thing is happening within the context of IAM. Even a lot of the cloud
storage services, like Box.com, are now signing up large organizations that have significant data
security and privacy concerns. But, they're able to do that in a way and provide the service in a
way where that assurance is in place that they have control over the environment.
And so, I think the same thing will happen with identity, and it's one of the areas where SailPoint
is very focused on delivering capabilities and assurances to the customers that are looking at

5. IDaaS, so that they feel comfortable putting the kinds of information and operating the different
types of IAM components, so that they get over that fear of the unknown.
Gardner: Before we get into some of the details about how you’re approaching this, and what
your services can provide, I'm curious about what companies can expect to get when they pursue
the full cloud and services panoply of possibilities across apps, data, IT management, and other
services. What are some of the business drivers? What do you get if you do this right and you
make the leap to the services’ strata?
Trulove: One of the biggest benefits of moving from a traditional IAM approach to something
that is delivered as IDaaS is the rapid time to value. It's also one of the biggest changes that the
organization has to be prepared to make, much like they would have as they move from a Siebelto a Salesforce-type model back in the day.
IAM delivered as a service needs to be much more about configuration, versus that customized
solution where you attempt to map the product and technology directly back to existing business
processes.
One of the biggest changes from a business perspective is that the business has to be ready to
make investments in business process management, and the changes that go along with that, so
that they can accommodate the reality of something that's being delivered as a service, versus
completely tailoring a solution to every aspect of their business.
The benefit that they get out of that is a much lower total cost of ownership (TCO), especially
around the deployment aspects of IDaaS.
Gardner: It's interesting that you mentioned business process and business process
management. It seems to me that by elevating to the cloud for a number of services and then
having the access and management controls follow that path, you’re able to get a great deal of
flexibility and agility in how you define who it is you’re working with, for how long, for when.
It seems to me that you can use policies and create rules that can be extended far beyond your
organization’s boundaries, defining workgroups, defining access to assets, creating and spinning
up virtualized companies, and then shutting them down when you need. So, is there a new level
of consideration about a boundaryless organization here as well?
Trulove: There is. One of the things that is going to be very interesting is the opportunity to
essentially bring up multiple IDaaS environments for different constituents. As an organization, I
may have two or three fundamentally distinct user bases for my IAM services.
Separate systems
I may have an internal population that is made up of employees, and contractors that essentially
work for the organization that need access to a certain set of systems. So I may bring up a

6. particular environment to manage those employees that have specific policies and workflows and
controls. Then, I may bring up a separate system that allows for business partners or individual
customers to have access to very different environments within the context of either cloud or onprem IT resources.
The advantage is that I can deploy these services uniquely across those. I can vary the services
that are deployed. Maybe I provide only SSO and basic provisioning services for my external
user populations. But for those internal employees, I not only do that, but I add access
certifications, and segregation of duties (SOD) policy management. I need to have much better
controls over my internal accounts, because they really do guard the keys to the kingdom in
terms of data and application access.
Gardner: We started this conversation talking about balance. It certainly seems to me that that
level of ability, agility, and defining new types of business benefits far outweighs some of the
issues around risk and security that organizations are bound to have to solve one way or the
other. So, it strikes me as a very compelling and interesting set of benefits to pursue.
Let's look now, Paul, at your products. You've delivered the SailPoint IdentityNow suite. You've
got a series of capabilities, and there are more to come. As you were defining and building out
this set of services, what were some of the major requirements that you had, that you needed to
check off before you brought this to market?
Trulove: The number one capability that we really talk to a lot of customers about is an
integrated set of IAM services that span everything from that compliance and governance to
access request provisioning and password management all the way to access management and
SSO.
One of the things that we found as a critical driver for the success of these types of initiatives
within organizations is that they don't become siloed, and that as you implement a single service,
you get to take advantage of a lot of the work that you've done as you bring on the second, third,
or fourth services.
The other big thing is that it needs to be ready immediately. Unlike a traditional IAM solution,
where you might have deployment environments to buy and implement software to purchase and
deploy and configure, customers really expect IDaaS to be ready for them to start implementing
the day that they buy.
It's a quick time-to-value, where the organization deploying it can start immediately. They can
get value out of it, not necessarily on day one, but within weeks, as opposed to months. Those
things were very critical in deploying the service.
The third thing is that it is ready for enterprise-level requirements. It needs to meet the use cases
that a large enterprise would have across those different capabilities, but also as important, that it
meets data security, privacy, and export concerns that a large enterprise would have relative to
beginning to move infrastructure out to the cloud.

7. Even as a cloud service, it needs a very secure way to get back into the enterprise and still
manage the on-prem resources that aren’t going away anytime soon. n one hand we would talk to
customers about managing things like Google Apps, Salesforce and Workday. In the same breath,
they also talk about still needing to manage the mainframe and the on-premises enterprise ERP
system that they have in place.
So, being able to span both of those environments to provide that secure connectivity from the
cloud back into the enterprise apps was really a key design consideration for us as we brought
this product to market.
Hybrid model
Gardner: It sounds if it's a hybrid model from the get-go. We hear about public cloud, private
cloud, and then hybrid. It sounds as if hybrid is really a starting point and an end point for you
right away.
Trulove: It's hybrid only in that it's designed to manage both cloud and on-prem applications.
The service itself all runs in the cloud. All of the functionality, the data repositories, all of those
things are 100 percent deployed as a service within the cloud. The hybrid nature of it is more
around the application that it's designed to manage.
Gardner: You support a hybrid environment, but I see, given what you've just said, that means
that all the stock in trade and benefits as a service offering are there, no hardware or software,
going from a CAPEX to OPEX model, and probably far lower cost over time were all built in.
Trulove: Exactly. The deployment model is very much that classic SaaS, a multitenant
application where we basically run a single version of the service across all of the different
customers that are utilizing it.
Obviously, we've put a lot of time, energy, and focus on data protection, so that everybody’s data
is protected uniquely for their organization. But we get the benefits of that SaaS deployment
model where we can push a single version of the application out for everybody to use when we
add a new service or we add new capabilities to existing services. We take care of upright
processes and really give the customers that are subscribing to the services the option of when
and how they want to turn new things on.
Gardner: Let's just take a moment and look at the SailPoint IdentityNow suite. Tell me what it
consists of, and how this provides a benefit and on-ramp to a better way of doing IT as a service
and business as a service.
Trulove: The IdentityNow suite is made up of multiple individual services that can be deployed
distinctly from one another, but all leverage a common backend governance foundation and
common data repository.

8. The first service is SSO and it very much empowers users to sign on to cloud, mobile, and web
applications from a single application platform. It provides central visibility for end users into all
the different application environments that they maybe interacting with on a daily basis, both
from a launch-pad type of an environment, where I can go to a single dashboard and sign on to
any application that I'm authorized to use.
Or I may be using backend Integrated Windows Authentication, where as soon as I sign into my
desktop at work in the morning, I'm automatically signed into all my applications as I used them
during the day, and I don’t have to do anything else.
The second service is around password management. This is enabling that end-user self-service
capability. When end users need to change their password or, more commonly, reset them
because they’ve forgotten them over a long weekend, they don’t have to call the help desk.
Strong authentication
They can go through a process of authenticating through challenge questions or other
mechanisms and then gain access to reset that password and even use some strong authentication
mechanisms like one-time password tokens that are going to be issued, allow the user to get in
and then, change that password to something that they will use on an ongoing basis.
The third service is around access certifications, and this automates that process of allowing
organizations to put in place controls through which managers or other users within the
organization are reviewing who has access to what on a regular basis. It's a very business-driven
process today, where an application owner or business manager is going to go in, look at the
series of accounts and entitlements that a user has, and fundamentally make a decision whether
that access is correct at a point in time.
One of the key things that we're providing as part of the access certification service is the ability
to automatically revoke those application accounts that are no longer required. So there's a direct
tie into the provisioning capabilities of being able to say, Paul doesn’t need access to this
particular active directory group or this particular capability within the ERP system. I'm going to
revoke it. Then, the system will automatically connect to that application and terminate that
account or disable that account, so the user no longer has access.
The final two services are around access request and provisioning and advanced policy and
analytics. On the access request and provisioning side, this is all about streamlining, how users
get access. It can be the automated birth-right provisioning of user accounts based on a new
employee or contractor joining new organization, reconciling when a user moves to a new role,
what they should or should not have, or terminating access on the back end when a user leaves
the organization.
All of those capabilities are provided in an automated provisioning model. Then we have that
self-service access request, where a user can come in on an ad-hoc basis and say, "I'm starting a

9. new project on Monday and I need some access to support that. I'm going to go in, search for that
access. I'm going to request it." Then, it can go through a flexible approval model before it
actually gets provisioned out into the infrastructure.
The final service around advanced policy and analytics is a set of deeper capabilities around
identifying where risks lie within the organization, where people might have inappropriate access
around a segregation of duty violation.
It's putting an extra level of control in place, both of a detective nature, in terms of what the
actual environment is and which accounts that may conflict that people already have. More
importantly, it's putting preventive controls in place, so that you can attach that to an access
request or provisioning event and determine whether a policy violation exists before a
provisioning action is actually taken.
Gardner: You've delivered quite a bit in terms of this suite's offering this year. Before we hear
some more about some of the roadmap and future capabilities, what are your customers finding
now that they are gaining as a result of moving to IDaaS as well, as the opportunity for specific
services within the suite? What do you get when you do this right?
Trulove: What most customers see, as they begin to deploy IDaaS is the ability to get value very
quickly. Most of our customers are starting with a single service and they are using that as a
launching pad into a broader deployment over time.
So you could take SSO as a distinct project. We have customers that are implementing that SSO
capability to get rapid time to value that is very distinct and very visible to the business and the
end users within their organization.
Password management
Once they have that deployed and up and running, they're leveraging that to go back in and add
something like password management or access certification or any combination thereof.
We’re not stipulating how a customer starts. We're giving them a lot of flexibility to start with
very small distinct projects, get the system up and running quickly, show demonstrable value to
the business, and then continue to build out over time both the breadth of capabilities that they
are using but also the depth of functionality within each capability.
Gardner: Do you have any instances, Paul, where folks are saying, "We wanted to go mobile,
but we're being held back. Now that we've taken a plunge, this has really opened up a whole new
way for us to deliver data and applications to different devices and mobile, whether it’s the
campus setting or road warrior setting." Any thoughts about how this is, in particular, aiding and
abetting mobile.

10. Trulove: Mobile is driving a significant increase in why customers are looking at IDaaS. The
main reason is that mobile devices operate outside of the corporate network in most cases. If
you're on a smartphone and you are on a 3G, 4G, LTE type network, you have to have a very
secure way to get back into those enterprise resources to perform particular operations or access
certain kinds of data.
One of the benefits that an IDaaS service gives you is a point of presence in cloud that allows the
mobile devices to have something that is very accessible from wherever they are. Then, there is a
direct and very secure connection back into those on-prem enterprise resources as well as out to
the other cloud applications that you are managing.
The reality in a lot of cases is that, as organizations add those BYOD type policies and the
number of mobile devices that are trying to access corporate data increase significantly,
providing an IAM infrastructure that is delivered from the cloud is a very convenient way to help
bring a lot of those mobile devices under control across your compliance, governance,
provisioning, and access request type activities.
The other big thing we're seeing in addition to mobile devices is just the adoption of cloud
applications. As organizations go out and acquire multiple cloud applications, having a point of
presence to manage those in the cloud makes a big difference.
In fact, we've seen several deployment projects of something like Workday actually gated by
needing to put in the identity infrastructure before the business was going to allow their end users
to begin to use that service. So the combination of both mobile and cloud adoption are driving a
renewed focus on IDaaS.
Gardner: I know you can't actually pre-announce, and I am not asking you to, but as we
consider what you can now do with these capabilities, perhaps you can paint a little bit of a
vision for us as to where you think your offerings, and therefore the market and the opportunity
for improvement in the user organizations, is headed.
Trulove: If you look at the road map that we have for the IdentityNow product, the first three
services are available today, and that’s SSO, password management, and access certification.
Those are the key services that we're seeing businesses drive into the cloud as early adopters.
Behind that, we'll be deploying the access request and provisioning service and the advanced
policy and analytic services in the first half of 2014.
Continued maturation
Beyond that, what we're really looking at is continued maturation of the individual services to
address a lot of the emerging requirements that we're seeing from customers, not only across the
cloud and mobile application environments, but as importantly as they begin to deploy the cloud
services and link back to their on-prem identity and access management infrastructure, as well as
the applications that they are continuing to run and manage from the data center.

11. Gardner: So, more inclusive, and therefore more powerful, in terms of the agility, when you can
consider all the different aspects of what falls under the umbrella of IAM.
Trulove: We're also looking at new and innovative ways to reduce the deployment timeframes,
by building a lot of capabilities that are defined out of the box. These are things like business
processes, where there will be catalog of the best practices that we see a majority of customers
implement. That has become a drop-down for an admin to go in and pick, as they are configuring
the application.
We'll be investing very heavily in areas like that, where we can take the learning as we deploy
and build that back in as a set of best practices as a default to reduce the time required to set up
the application and get it deployed in a particular environment.
Gardner: Well, great. I'm afraid we'll have to leave it there. You've been listening to a sponsored
BriefingsDirect podcast discussion on the changing needs for and heightened value around
improved IAM, and we have seen how explosive expected growth and change is forcing a move
to more a pervasive use of identity and access management as a service or IDaaS.
And, of course, we've learned more about SailPoint Technologies and how they're delivering the
means for organizations to safely allow access to all kinds of applications and resources anytime
anywhere and from any device.
With that, I'd like to thank our guest, Paul Trulove, Vice President of Product Marketing at
SailPoint Technologies. Thanks, Paul.
Trulove: Thank you, Dana. I appreciate the time.
Gardner: This is Dana Gardner, Principal Analyst at Interarbor Solutions. A big thank you also
to our audience for joining us, and a reminder to come back and join us again next time.
Listen to the podcast. Find it on iTunes. Sponsor: SailPoint Technologies
Transcript of a BriefingsDirect podcast on the need for and innovation in improved identity and
access management. Copyright Interarbor Solutions, LLC, 2005-2013. All rights reserved.
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