SI
Systems Integrator
Best fit
Enterprise transformation programs where the security category is one workstream of a larger architecture project (zero trust, cloud migration, identity modernization, M&A integration).
GTM reality
Long sales cycles, deep professional services, multi-vendor stacks. The SI brings credibility and access; your product is one of several components. Margins are services-heavy.
Deal economics
Higher TCV, longer payback, more services revenue (theirs more than yours). Best when the category requires implementation expertise the buyer cannot self-staff.
Common mistake
Treating SIs as a sales channel rather than a delivery partner. SIs do not create demand; they execute programs the buyer already committed to.
Fits category types
- IAM
- PAM
- identity governance
- OT security
- enterprise SIEM/SecOps
- GRC programs