Buying stage: Awareness to Consideration — recognizing that identity-related breaches and unauthorized access are a growing, quantifiable risk.
What they care about: Securing access for millions of identities (employees, customers, third parties) across large, complex organizations. They are motivated by the scale of the problem — a 20% year-over-year increase in identity-related breaches, 93% of breaches involving identity data, and an average cost of $76M per unauthorized access breach. They need a platform trusted by Fortune 500 peers to manage access control at enterprise scale.
Buying stage: Consideration — evaluating solutions that address regulatory and access-control requirements specific to their industry.
What they care about: Meeting the access control demands of regulated sectors like finance and healthcare, where 70% of breaches stem from unauthorized access. They're concerned with the fact that native access controls fragmented across SaaS applications make consistent security best practices nearly impossible to maintain, and need a way to standardize and govern access across all business-critical applications.
Buying stage: Decision — comparing platforms capable of handling fine-grained, real-time authorization across modern, distributed technical environments.
What they care about: Enforcing boundaries across apps, APIs, microservices, data platforms, and emerging agentic AI systems. They need a single platform and policy language that works consistently regardless of where identities, data, or APIs reside, replacing fragmented, app-by-app native access controls with unified, centrally managed enforcement.