Wall-to-wall

SSO ≠ Full Coverage

100

SSO helps secure login, but what part of access does it NOT fully protect?

everything beyond the login / the “front door”

_{SSO secures initial login, but not everything behind it. Real risk lives beyond that first layer.}

200

About what percentage of apps are typically NOT behind SSO?

~30–40% (or ~34%)

_{A huge portion of apps sit outside SSO — that’s where unmanaged risk lives.}

300

These types of access commonly fall outside SSO (name 3).

Shared credentials, vendor access, legacy apps, or service accounts

_{These are the exact places attackers exploit because they lack centralized control.}

400

Even with SSO in place, what type of access risk still exists?

Unmanaged or non-SSO access

_{SSO reduces passwords, but doesn’t eliminate risk from unmanaged identities and workflows.}

500

Where does identity governance typically stop when companies rely on SSO?

IdP boundary?

_{Governance often stops at the IdP, leaving everything else exposed.}

The “One-Team Trap”

100

If you only secure one team/department, what happens to identity risk across the company?

Moves the risk elsewhere

_{Fixing one team doesn’t solve the problem—it redistributes it.}

200

Why doesn’t securing just IT solve the problem?

Many credentials are shared across teams and departments

_{Credentials naturally cross boundaries, making siloed solutions ineffective.}

300

One team is secured, but finance or marketing still shares access — this creates what?

Blind spots or exposure gaps

_{Partial coverage creates invisible risk areas.}

400

Partial deployment often creates this false perception.

What is false confidence in security?

500

Where does the pain of partial coverage show up most clearly?

audits / offboarding / investigations

_{Operational pain shows up in audit chaos and manual effort.}

W2W Discovery & Gaps

100

The goal of discovery is to anchor on this — not a single team or tool.

Enterprise Risk
the conversation becomes:

• “Where does credential risk show up across the business?”

• “Who else is impacted?”

• “What happens when access isn’t clean across teams?”

_{Enterprise framing is what unlocks multi-threading and W2W scope.}

200

A strong discovery call should uncover this across teams, apps, and credentials.

Coverage gaps

_{The goal is to expose what’s missing, not just what exists. The deal expands when gaps become visible.}

300

If solving for one team still leaves exposure elsewhere, what motion is required?

Wall-to-Wall (W2W)!!!!

_{If risk exists across teams, the solution must as well.}

400

Name 2 of the 4 dimensions W2W coverage must span.

Teams, credentials, access paths, or identities (human/machine/AI)

500

Before routing a demo, you must clearly state this.

What is the use case / primary gap we’re solving?

_{Clear mapping ensures the right demo and solution path.}

Objections = Signals

100

What are objections in a W2W deal usually a sign of?

incomplete discovery, misaligned framing, or risk/value not being tangible yet

 They usually mean one of three things:

• discovery wasn’t wide enough,

• the conversation stayed too tool-level,

• or the buyer doesn’t yet feel the business risk.

200

"“This feels like a nice-to-have.”

What might the client mean? 

- They don’t see enterprise risk yet

- The impact hasn’t been tied to real outcomes (METRICSS)

300

When a buyer says “we already have SSO,” — what should you ask next?

What exists outside SSO?

_{This is your opening to expand scope.}

400

“Can we start small?” usually signals uncertainty about this.

Unsure about expansion/long-term success.

_{Define what “success” looks like org-wide. Lean on Onboarding Support}

500

When someone says “this is too expensive,” what should you reframe around?

enterprise risk vs partial coverage

Partial coverage = risk still exists across teams (shared creds, missed apps, messy offboarding).

“Totally fair — the question is whether we’re solving this for one team, or actually reducing risk across the organization.”

W2W Outcomes & Value

100

What is the main reason Wall-to-Wall became the default motion?

Credential risk doesn’t stay inside IT, Security, or any single department. It shows up acrossthe whole organization.

200

What key problem does W2W solve that most identity tools miss?

lack of visibility and control across all credentials

W2W answers:

Who has access, Where credentials live, How they’re shared, Are they secure

300

Instead of manual audit reconstruction, W2W enables this.

audit visibility / proof

400

What happens to offboarding in a company without W2W coverage?

it can become manual, inconsistent, and incomplete

With W2W: Access is removed centrally

500

The ultimate positioning of EPM is not a tool, but this.

shared foundation for access across the business
_{Not just a tool — infrastructure.}