For Delinea, identity security platform needs ease of use and low TCO

“Customers don't want to purchase a solution that also requires an army of highly paid staff to run it. They want it to be turnkey and to just run and do things automatically,” says Dmitriy Ayrapetov, VP Product Management, Delinea.

Given the increasing complexities and challenges in identities that companies are facing in the Asia Pacific region, Delinea sees the market as a major area of focus for them. The AI-driven identity security vendor has a strong local presence in the region, with continued investment and sales driven 100% through the channel.

According to Dmitriy Ayrapetov, VP Product Management, Delinea, the relationship they have with Microsoft is one of the routes for them in the market. Earlier this year, Delinea announced a partnership with Microsoft to assist Microsoft Entra Permissions Management customers in ensuring they have continued access to advanced Cloud Infrastructure Entitlement Management (CIEM) capabilities.

As Microsoft Entra Permissions Management retired on October 1, 2025, Delinea’s Privilege Control for Cloud Entitlements (PCCE) solution provides a strong alternative that enables enterprises to continuously discover and secure all human and machine identities across Microsoft Azure, AWS, and GCP environments.

“Delinea is very committed to hybrid and diverse environments, so most organizations and most enterprises are multi-cloud or hybrid, and part of our strength is supporting all of those hybrid environments,” said Ayrapetov.

Identity sprawl challenges

Given the increasing use of AI and such, Ayrapetov pointed out that organizations are now struggling with identity sprawl especially since there are a lot of overprivileged accounts. Shadow AI is also becoming an increasing concern, with AI deployment within environments making it harder to manage identities.

“We see the industry recognizing least privilege as the way things have to go, because that just reduces the risk and the impact of a potential breach. Delinia has a breadth of capabilities, and our major investment is on the Delinia Platform, where we are basically reinventing all of the PAM and identity security solutions as a pure SaaS solution, not just lift and shift. This means four and a half nines of availability, zero downtime updates; software vulnerabilities always exist. Sooner or later, if there is some library that's vulnerable, we can patch that now with zero downtime for our customers,” explained Ayrapetov.

He added that Delinea also focuses on secure remote access with full session reporting, with AI analysis.

“We're expanding into identity security posture management and analysis of people's organizations' IDP, SaaS, and cloud service provider infrastructure, workstation security. So, anything that has to do with identity and getting customers at least privilege and helping our customers kind of deal with identity sprawl. Also, it's the identity sprawl that makes them lose sight of what they have that opens up an opening for attackers to log in instead of breaking in,” he added.

The platformized solution

According to Ayrapetov, a lot of vendors are now struggling with so many security tools and not having enough people to work on them. This is one of the main factors that is driving vendor consolidation in the industry today.

“When there are too many tools, you get siloed data, you can't do proper analytics. So, platform consolidation is a major driver. And a lot of the customer conversations are around how can they have a single pane of glass where they can reduce the number of things that they have to learn on. They also want lower TCO of management. Customers don't want to purchase a solution that also requires an army of highly paid staff to run it. They want it to be turnkey and to just run and do things automatically. Automation and ROI on investment are a constant topic that comes up,” said Aryapetov.

Interestingly, he explained that customers are now looking at doing the most with less which is perfect for Delinea’s strategy of combining PAMs, Privileged Remote Access, Workstation PAM, IGA, ITDR, CIM, and all those technologies in one location.

“The added benefit there is we can now start correlating all the signals coming from all these different areas and start providing and finding better, higher fidelity alerts on what's going on because the data doesn't live in different silos now. It is absolutely part of virtually every conversation. Everybody wants to pay less always, right? The important thing is when you deploy solutions, you want to get them up running quickly. We talk very frequently to customers who deploy other solutions on year three of their one-year deployment. You want it to get deployed, run quickly, and have low maintenance, low TCO, not have to babysit the solution. That's a universal driver not only in Asia, but in the rest of the world as well,” explained Aryapetov.

Working with partners

As Delinea is 100% channel driven in the region, Aryapetov mentioned that partners are absolutely essential in helping to guide customers through the journey of rolling out these products.

“Look, the larger an organization, the more complexity it has. And the common theme, again, is nobody has enough staff to do what they want to do. And that's where our partners and the expertise that they bring is absolutely invaluable in helping our customers and our partners get to the security level of maturity that they want to get to,” he said.

Looking ahead, Aryapetov stated that Delinea’s goal is to continue to build an identity security platform that's easy to use and has low TCO.

“We continue consolidation of various technologies that help our customers get the least privilege and visibility. I think we can take a lot of the market because there is a kind of yearning for ease of use in this market. It's a complicated field, and ease of use is going to be paramount, and then low cost is going to be paramount here. That's the eternal struggle in the security industry. You can be very secure, but if you're not usable, you'll get kicked out. The users will reject the solution, so you always – it's extremely important to make it frictionless, make it easy,” he concluded.