Identity is shifting fast, and Saviynt wants partners at the center of that transformation. To help make that happen, they brought in Steve Blacklock as Channel Chief. If you’ve followed his work at Palo Alto Networks, Cisco, or Citrix, you know Steve doesn’t just build partner programs - he builds ecosystems that actually move the business forward.I caught up with him to talk about what it takes to do that in today’s identity landscape. We got into how Saviynt is enabling partners to deliver across a converged platform, why identity has become the new enterprise perimeter, and what tools MSPs need to get ahead of that explosion of human and non-human identities. Also, how do you scale globally without losing that human touch? Steve’s got thoughts and shares how he’s applying decades of experience to build a more proactive, platform-first partner motion at Saviynt.Here’s our full conversation.
ChannelE2E: Steve, what do you think defines a world-class partner ecosystem today? Steve Blacklock: Partner ecosystems are more relevant now than ever, and they’re constantly evolving. New partners, new technologies, shifts in customer needs, it’s an exciting time to be in this space. In almost all of my past roles, I’ve been responsible for building and aligning partner strategies directly to the company’s growth and transformation goals. That means creating the right relationships and unlocking the multiplier effect that comes from going to market with and through partners.That’s exactly what we’re doing at Saviynt. The partner-first strategy here isn’t just a message - it’s central to how we scale. I’m bringing in my experience from Palo Alto Networks, Citrix, Cisco, and even back to my EDS days to help shape a global partner ecosystem that’s deeply aligned to our strategy and built to drive real growth.ChannelE2E: Let’s talk about Saviynt’s Partner Delivery Program. Do you see any maturity gaps among partners when it comes to delivering identity governance, especially in cloud-native environments? Steve Blacklock: It’s less about gaps in the ecosystem and more about a shared opportunity to help customers better understand what’s available to them.We’re jointly working with partners to help customers recognize what a next-gen, end-to-end, converged identity platform really delivers. Just this morning, I was on a follow-up call with a European partner and I brought up whether customers truly understand what a converged cloud identity platform like Saviynt can offer, and the response was clear: in many cases, they don’t.
That tells me we’re at an inflection point. Identity security today isn’t just about a single user or system -it’s about every identity in the enterprise. That includes human identities, contractors, non-human identities, AI agents, application access, and more. Identity is now the new enterprise perimeter. And platforms like ours allow customers to secure that perimeter holistically.So we’re on this education journey with our partners, showing customers that when you take a platform approach, you get better security outcomes across the board.ChannelE2E: And how are you enabling partners to deliver against that expanding attack surface? This isn’t just a tech challenge; it’s also about services, skills, and strategy. Steve Blacklock: Absolutely. The key word here is platform. Our partners want to be able to go to their customers with a comprehensive identity security offering. That includes IGA, PAM, AAG - things like Application Access Governance for systems like SAP and other ERPs.So we’re enabling partners across the full platform, not just in silos. That way, they can deliver the range of outcomes their customers need.ChannelE2E: In your experience, do partners struggle more with the technical side or the business case side of advanced identity solutions? Steve Blacklock: I’d say it’s not a technical gap. Our partners know tech, they’ve been in this space for a long time. The bigger challenge is around helping customers recognize the business value of a converged identity strategy. When customers understand the risk reduction and security posture improvement they can get from our platform, it becomes an easier conversation.We’re also giving partners the tools to have those conversations, like our new ISPM product (Identity Security Posture Management) which helps assess identity risk proactively and make recommendations to fix it.ChannelE2E: Let’s talk about MSPs and MSSPs. Do you see recurring revenue opportunities for them in identity security? Steve Blacklock: Definitely. MSPs are all about delivering outcomes without requiring the customer to worry about the tech. Identity is no different; customers want someone to manage their identity posture for them.So we’re giving our MSPs the technology, tools, and roadmap to stay ahead. ISPM is a great example. It helps MSPs proactively detect identity security risks and recommend fixes. That’s how you go from reactive to proactive, and from project-based to recurring services.ChannelE2E: As Saviynt scales globally and leans more into automation, how do you keep the partner experience human? How are you folding partner feedback into your programs? Steve Blacklock: That’s a priority for me. Keeping it human starts with having a true partner-first strategy, and I saw that commitment across Saviynt’s leadership team before I even joined. From the CEO to the Head of Product - everyone’s aligned.We want to match that internal commitment with external experience. That means building out the tools to make it easier to do business with us - dashboards, deal reg, rebate processes, enablement content, MDF. Those are all in flight for the next 6–12 months.And beyond tools, it’s about relationships. I’ll always advocate for our partners and focus on those real, personal connections. At the end of the day, people partner with people.ChannelE2E: Looking ahead, what can partners expect from Saviynt over the next 12 months? Steve Blacklock: You’ll see more aggressive and tailored partner incentives, especially as we move customers from point solutions to a converged platform model. We’re rolling out tooling to support that scale - so it’s easier for partners to grow with us.I fully expect to see strong growth with the strategic partners we’re betting on. My job is to make sure we have the right processes and systems in place to support that.ChannelE2E: The partner program follows a tiered model. How are you measuring success? What are the metrics that matter most? Steve Blacklock: The basics still apply - pipeline development, progression, and bookings. But we’re also measuring delivery success. That means satisfied customers who are actually consuming the platform and seeing value.We’re looking at introducing a partner-level NRR metric (Net Revenue Retention) which will help us and our partners measure both stickiness and growth. It’s not easy to calculate that today with existing tools like Salesforce and Impartner, but I want to build delivery dashboards for our partners that show full lifecycle metrics: pipeline, bookings, certified resources, project delivery, and retention.ChannelE2E: Anything else you want to highlight for our readers? Steve Blacklock: Yes, what’s made partner ecosystems successful in my past roles is when they’re not just seen as a sales route, but as a lever for broader company strategy. At Saviynt, I see the partner ecosystem as the way we lead the market’s shift to fully converged identity platforms.When I was interviewing, I spoke with partners leading the market in identity security, and they’re already seeing this shift. I joined Saviynt because I believe this ecosystem can be our differentiator. That’s the bet I’m making.
Suparna is the Senior Managing Editor for CyberRisk Alliance’s Channel Brands, including MSSP Alert and ChannelE2E. She manages content development, sharpens editorial workflows, and ensures storytelling is tightly aligned with audience needs. With a background in technology, media, and education, she combines strategic insight with creative execution.
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