Episode 214 - GluuFederation/identerati-office-hours GitHub Wiki

Title: Get the Most Out of Identity Solution Providers

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Description

Celebrate! You (or maybe your boss) has found THE killer identity startup -- it solves a long-standing problem in your Enterprise Identity ecosystem and they're eager to deploy a free Proof of Concept tenant for you. Smooth sailing ahead… right? In this session, we'll give you 8 actionable tips for how you, Enterprise Identity practitioner, can get the most out of working with identity solution providers, from micro-sized startups to macro-sized Microsofts. If you've ever felt like you and your identity solution provider are in different orbits, this session is for you. We'll talk about achieving mutually beneficial outcomes -- meeting your business goals and theirs. Peek behind the curtain on what drives identity solution makers -- and derisk those POCs so they don't turn into a Piece of Crap!

Takeaways

  • ⚡ Define POC success and timeframe before you start. Agree on what you are proving, including technical fit, support, roadmap, and the working relationship—not just “does the software run?”

  • ⚡ Find the right enterprise champion. The best champion often sits between engineering and executive leadership—such as an enterprise, security, or system architect—with enough technical depth, organizational influence and management bandwidth to move the deal forward.

  • ⚡ Understand what the other side values. Enterprises care about risk, features, price, and support. Startups may care enormously about references, case studies, logos, revenue timing, and proving themselves at enterprise scale. Better outcomes come when both sides understand those incentives.

  • ⚡ Start procurement during the POC. A successful technical evaluation can still stall for months if procurement, legal, and contracting only begin afterward. Even a small paid POC can force that machinery to start early.

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