There is a specific moment when a deal stops being about your product. Somebody says they will need to loop in security, and from then on you are being evaluated on things you may never have built.
This piece walks through how we think about it at Paycux, what we have changed our minds about, and where the sharp edges are.
The problem with video today
That brings us to the problem with video today. The requirements look arbitrary until you map each one to a failure the buyer has already lived through. Single sign-on exists because someone left and kept access. Provisioning exists because a contractor's account outlived their contract.
Price the work honestly. A quarter spent building identity plumbing is a quarter not spent on the product the customer actually chose you for, and that trade should be made deliberately rather than by default.
What here is building
What here is building is where this gets concrete. The cost is not the first integration; it is the long tail. Providers disagree in small ways, certificates expire, tenants move, and each one becomes something you own indefinitely.
The cost is not the first integration; it is the long tail. Providers disagree in small ways, certificates expire, tenants move, and each one becomes something you own indefinitely.
- Map each requirement to the failure it prevents
- Count the long tail, not the first integration
- Decide who owns the plumbing for the next three years
- Make the buy-versus-build trade explicitly
Why this is hard
Why this is hard is where this gets concrete. Price the work honestly. A quarter spent building identity plumbing is a quarter not spent on the product the customer actually chose you for, and that trade should be made deliberately rather than by default.
The cost is not the first integration; it is the long tail. Providers disagree in small ways, certificates expire, tenants move, and each one becomes something you own indefinitely.
Price the work honestly.
The enterprise opportunity
The enterprise opportunity is where this gets concrete. The cost is not the first integration; it is the long tail. Providers disagree in small ways, certificates expire, tenants move, and each one becomes something you own indefinitely.
The cost is not the first integration; it is the long tail. Providers disagree in small ways, certificates expire, tenants move, and each one becomes something you own indefinitely.
What's next for here
That brings us to what's next for here. The requirements look arbitrary until you map each one to a failure the buyer has already lived through. Single sign-on exists because someone left and kept access. Provisioning exists because a contractor's account outlived their contract.
The cost is not the first integration; it is the long tail. Providers disagree in small ways, certificates expire, tenants move, and each one becomes something you own indefinitely.
Where this leaves us
None of this is exotic. It is the ordinary discipline of deciding what you own, writing down what you assume, and making the failures loud enough to notice.
If you are working through the same problem and want to compare notes, the docs cover the mechanics and the console shows the behaviour on your own data.
Everything here, already built
Sign-in, enterprise SSO, directory provisioning, roles and an audit trail behind one API. Start with the quickstart and have a working sign-in this afternoon.