In 2024 we embarked on a roadshow to all our partners with a simple question; "What can CyberIAM do to become your number 1 partner?"
After listening to our partner ecosystem, we identified that success hinges not just on powerful technology, but on the synergy between vendors, resellers, and delivery partners. I am excited to share a strategic evolution in our business model which is designed to eliminate friction, drive shared growth, and create a united front for our customers.
We are introducing a Tri-Factor Strategic Alliance between vendor, reseller, and service delivery partner that redefines how identity solutions are sold, implemented, and supported.
Author:
Michael Ribaudo
CEO at CyberIAM
The Challenge is Fragmentation Across the Value Chain
Historically, these three entities technology vendors, licensing resellers, and delivery partners have operated in silos. This separation can cause:
- Misaligned priorities
- Delayed implementations
- Gaps in customer experience
- Reduced agility in responding to changing needs
- Unnecessary competition
At CyberIAM, we believe the time for siloed execution is over.
The Change is a Unified Operating Model
We are formalising a new Tri-Factor Alliance Framework that brings together all three critical components into a shared goals, shared rewards, and shared delivery model. This isn’t just about contracts it’s about culture, communication, and putting customers first.
Under this new model:
- Vendors focus on innovation, specialised enterprise account management and enablement while staying deeply engaged in industry identity relevance.
- Resellers are not just license providers they become value amplifiers, empowered with deep service alignment and customer relationships.
- CyberIAM, as the delivery partner, becomes an integrated part of the go-to-market strategy with both the reseller and vendor, offering expertise that’s synchronised with sales, presales and product architecture from the outset.
Why This Matters
With this approach, everyone wins:
- Clients receive a seamless, end-to-end journey from vision to value, joined up focus, simplified communication.
- Partners collaborate under a unified vision, accelerated outcomes, clarity of roles, and customer success.
- CyberIAM accelerates its mission to make identity not just functional, but transformational.
We’ve already seen the early fruits of this model in joint projects resulting in reduced time to value, reducing risk quicker, and a single strategic voice.
Stronger. Together.
In Identity, trust is everything. Our new Tri-Factor model is built on that trust; trust between partners, trust with our customers, and trust in a shared future.
This is more than operational realignment. It is a shared belief that together, we can remove barriers, reduce friction, and deliver with unmatched strength.
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