Before you do the pitch on IAM or any product/service. Do the study of the client/customer. I usually try to understand three things about customer when I try to sell IAM.

I always remember – I-S-B – If you understand the (I) issues they have – you can pitch the (S) solution and then you can clearly relate the (B) benefits they can draw out of it.

IAM pitch should different to every customer is you know the ISB of the person/organization you are talking to.

IAM definition/s and pitches do not address pains of those listening, you have to break it down into pieces and explain in layman language.

There is not and should not be defined iam pitch. Be practical and come up with pitches that make sense to the customer environments and needs they have.

Regards,
Orhan

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