- Company sizes: Typically large enterprises, often very large organizations such as major financial institutions and government agencies.
- Industries: Financial services, insurance, government, utilities, and other regulated industries with significant IBM Z footprints.
- Roles and personas: Decision makers include CISOs, mainframe security leaders, IAM governance leads, and audit/compliance leaders. End users include RACF administrators, mainframe security engineers, auditors, and system programmers.
- Pain points addressed:
- Need for repeatable audit evidence and continuous compliance checks
- Reduction of administrative error in ESM administration
- Monitoring and alerting for security-sensitive activities
- Integration of mainframe security telemetry into SIEM workflows
- Good-fit qualification criteria:
- Substantial IBM Z deployment with recurring audit cycles and compliance obligations
- Willingness to invest in mainframe security tooling and training
- Operational processes for SMF handling and SIEM integration
- Deal disqualifiers:
- No or minimal IBM Z presence
- Very small IBM Z usage where the cost and complexity outweigh benefits
- Organizations seeking fast, self-serve SaaS procurement and trials without enterprise sales engagement