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24/06/2026 10:36 pm
TL;DR: Every new logo opportunity in the Americas will include a partner in 2026, alongside a forecast of 25% year-over-year partner growth and expanded sales, marketing, and enablement investment, according to Delinea. The broader signal is that identity security buying is shifting toward service-led delivery models, which changes how practitioners evaluate support, accountability, and lifecycle ownership.
NHIMG editorial — based on content published by Delinea: In 2026, every new logo in the Americas will include a partner
By the numbers:
- We expect 25% year-over-year growth with our partners in the Americas.
Questions worth separating out
Q: How should security teams govern identity programmes delivered through partners?
A: Treat the partner as part of the control environment, not just the delivery team.
Q: Why does partner-led delivery affect identity security outcomes?
A: Because identity security depends on consistent execution, not only on product selection.
Q: What should organisations look for in a partner supporting NHI and PAM work?
A: Look for repeatable delivery standards, clear escalation paths, and demonstrated capability across lifecycle tasks such as entitlement review, credential handling, and offboarding.
Practitioner guidance
- Define partner ownership boundaries early Document which partner is responsible for discovery, implementation, tuning, escalation, and post-go-live support before any identity project starts.
- Require delivery standards for identity controls Set minimum implementation standards for privileged access, cloud entitlement governance, and NHI lifecycle handling so every partner follows the same control pattern.
- Review accountability for delegated operations Map where policy approval ends and operational responsibility begins when a partner is involved, especially for changes to access, rotation, and offboarding.
What's in the full article
Delinea's full blog covers the commercial and partner-model specifics this post intentionally leaves for the source:
- The Americas partner policy and how it changes new-logo coverage in practice.
- The internal investment areas behind the 25% partner growth target, including sales, marketing, training, and systems.
- The commercial rationale for partner-led delivery across identity security accounts.
- The vendor's own description of how partners are expected to lead executive conversations and services delivery.
👉 Read Delinea's perspective on its 2026 partner-led identity security strategy →
Partner-led identity security in the Americas: is the model changing?
Explore further
25/06/2026 7:21 am
Partner-led identity security is becoming a governance model, not just a sales model. When a vendor makes partner participation mandatory in new-logo activity, it is shaping how control design, deployment, and customer ownership are distributed. That matters because identity security now spans human access, privileged access, NHI governance, and emerging autonomous use cases. The practitioner takeaway is that channel structure now has direct operational consequences.
A few things that frame the scale:
- 85% of organisations lack full visibility into third-party vendors connected via OAuth apps, according to The State of Non-Human Identity Security.
- Only 1.5 out of 10 organisations are highly confident in their ability to secure NHIs, compared with nearly 1 in 4 for securing human identities, according to The State of Non-Human Identity Security.
A question worth separating out:
Q: Who should own accountability when a partner is involved in identity operations?
A: The customer remains accountable for the risk, but the partner may own parts of design and execution. That means the contract, governance model, and operating procedures must make ownership explicit. Without that clarity, remediation can stall and control failures can be passed between teams.
👉 Read our full editorial: Partner-led identity security in the Americas: what it means
