CONFIDENTIAL — CHANNEL GTM
TokenCore MSP/MSSP Channel GTM Plan
Biometric Identity Assurance Channel Strategy — ICP, Motions, and Initial Top 50 Partner Targets
Prepared for: MSP and MSSP Channel Sales Leader Interview | Prepared by: John Mario

Core thesis: Build a recruited, enablement-heavy, security-forward MSP/MSSP route to market that converts identity risk into a repeatable service offering — assessment, pilot, deployment, managed assurance, renewal, and expansion.
Executive Summary
The Mission: Revenue, Not Vanity Partner Count
Role Objective
Recruit, close, activate, and scale a national MSP/MSSP channel that generates real pipeline and revenue — not a passive partner program.
Key Metric
Partner-sourced and partner-influenced ARR with measurable activation, pipeline, closed-won, deployment, and renewal metrics.
First 90-Day Mandate
  • Build a ranked partner universe
  • Recruit 15–20 strategic design partners
  • Activate 5–8 pilots/POCs
  • Launch the partner sales kit
  • Convert first cohort into referenceable revenue
Market Wedge
Identity is now the control plane for ransomware prevention, privileged access, remote workforce risk, compliance, cyber insurance, and AI-enabled social engineering.
Market Context
Why Identity Assurance — Why Now
Three forces are converging to make identity assurance the defining security offer of this decade.
Legacy MFA Gaps
Phishing, MFA fatigue, social engineering, help desk compromise, and remote access abuse still create openings even in MFA-enabled environments.
Partner Pressure
MSPs/MSSPs must move beyond commodity MDR/EDR resale and create differentiated, higher-margin security offerings that solve board-visible risk.
Converging Forces
Credential risk, cyber insurance pressure, AI-enabled social engineering, remote workforce risk, and regulatory scrutiny are all accelerating simultaneously.
Ideal Channel Partner Profile
Who We Recruit — and Who We Don't
Tier 1: Strategic MSSP
National or large regional MSSP with security-led GTM, cyber advisory, MDR/SOC, and executive access. Goal: large pipeline and credibility.
Tier 2: Scaled MSP
PE-backed or fast-growing MSP with strong QBR cadence and Microsoft/security standardization. Goal: repeatable managed offer.
Tier 3: Vertical Specialist
MSP/MSSP focused on healthcare, finance, insurance, legal, or government contractors. Goal: packaged vertical compliance offer.
Tier 4: Identity/PAM Consultancy
IAM, PAM, zero-trust, Okta/Microsoft/CyberArk specialists that can add managed identity assurance. Goal: high-conversion co-sell.

Best-fit end customers: 500–10,000 employees, high-value privileged users, regulated verticals (healthcare, financial services, insurance, legal, manufacturing, government contractors), and recent triggers such as ransomware events, cyber insurance renewals, or zero-trust initiatives.
GTM Motions
Eight Required Motions to Win the Channel
Recruiting
Named-account pursuit list, multi-touch executive sequence, business case: differentiation, margin, services attach, and stickiness.
Qualification
Score every partner across security maturity, customer base, sales/deployment capacity, executive sponsorship, and identity ecosystem alignment.
Enablement
Role-based paths for executives, sellers, solution architects, deployment engineers, and customer success. Lightweight but meaningful certification.
Demand Generation
Assessment-led campaigns, MFA fatigue workshops, cyber insurance readiness, privileged-user protection, and vertical security roundtables.
Co-Sell
TokenCore supports partners on first three opportunities: discovery, executive pitch, technical validation, pilot structure, and close plan.
Packaging
Partner-ready offers: Identity Assurance Assessment, Privileged User Pilot, Cyber Insurance Package, and Managed Identity Assurance Service.
Operational Support
Support boundaries, escalation paths, implementation checklists, onboarding templates, joint success plans, and renewal/expansion process.
Lifecycle
Land with privileged/high-risk users, expand to broader workforce, attach to identity modernization projects, renew through business reviews.
Partner Qualification
100-Point Partner Scoring Model
Do not pursue every MSP. Start with partners that already sell security outcomes and can create urgency at the executive level. Disqualify partners that only want logo access, lack sales ownership, or cannot commit to a first-opportunity plan within 30 days of signing.
Partner Qualification
Partner Scoring: Decision Framework
40 points determine fit. 30 points determine capacity. 30 points determine activation probability.
20
Security Portfolio Maturity
MDR/SOC, vCISO, compliance, identity, PAM, or zero-trust in market
20
Customer ICP Fit
Regulated, distributed, or privileged-access-heavy client base
15
Sales Capacity
Named sellers who can prospect, run workshops, and create pipeline
15
Technical Capacity
Engineers able to deploy, integrate, support, and escalate
10
Executive Sponsorship
Partner exec willing to sponsor launch, QBRs, and pipeline targets
10
Channel Behavior
History of activating programs — not just signing them
10
Strategic Leverage
Brand, geography, vertical depth, or PE portfolio access
Scoring Thresholds
  • 80–100: Immediate pursuit — top cohort
  • 60–79: Qualified — pursue with conditions
  • 40–59: Monitor — revisit in 60 days
  • Below 40: Disqualify
Auto-Disqualifiers
  • Logo-only interest, no sales ownership
  • Cannot name a first opportunity within 30 days
  • No executive sponsor willing to engage
  • No existing security portfolio or ICP alignment
Execution Plan
30-60-90 Day Roadmap
Days 1–30
Build the foundation. Finalize ICP, partner scoring model, offer packaging, and named target list. Align internally on rules of engagement, deal registration, and co-sell support model.
Days 31–60
Recruit and activate. Execute multi-touch executive outreach to top 50 targets. Recruit 15–20 design partners. Launch first 5–8 pilots/POCs with co-sell support.
Days 61–90
Convert and document. Close first cohort. Build referenceable wins. Document deployment playbook. Establish QBR cadence and expansion motion.
50
Target Partners
Named accounts in initial pursuit universe
15–20
Design Partners
Recruited in first 90 days
5–8
Pilots/POCs
Active customer-facing validations
The 90-day plan moves from strategy to signed, activated partners with documented pipeline — not just agreements on paper.
Partner-Ready Offers
Six Packaged Plays That Partners Can Sell
Identity Assurance Assessment
2–3 week paid assessment identifying MFA gaps, privileged users, shared credential risk, help desk exposure, and cyber-insurance control gaps. Creates urgency; gives partner a consultative wedge.
Privileged User Protection Pilot
TokenCore for executives, IT admins, finance, help desk, and developers. Fastest path to measurable risk reduction.
Cyber Insurance Readiness Package
Maps TokenCore to identity controls in renewal, audit, and control-hardening conversations. Relevant to CFO, risk, legal, and board stakeholders.
MFA Fatigue/Ransomware Workshop
Executive workshop showing how attackers bypass legacy MFA. Demand-gen friendly and webinar-ready.
Managed Identity Assurance Service
Recurring service where partner manages deployment, user lifecycle, policy monitoring, support, QBR reporting, and expansion. Creates durable partner economics and stickiness.
Vertical Compliance Bundle
HIPAA, GLBA/FTC Safeguards, FINRA/SEC, CJIS, CMMC, and cyber insurance evidence packages. Helps vertical MSPs monetize compliance urgency.
Initial Top 50 Targets
The Hunting List — Ranked by Fit
Intentionally biased toward security-forward firms with customer trust, security portfolio depth, sales capacity, and implementation muscle. Validate against current partner conflicts, existing relationships, and customer overlap before outreach.
Tier 1 — Strategic Priority
Tier 2 — High Potential

Also targeted: Simeio (IAM specialization) and Integral Partners (Identity/PAM advisory) as Tier 2 identity/PAM consultancies with strong co-sell and managed identity assurance potential.
KPIs, Risks & Ask
Accountability, Risks, and the Ask
KPI Scorecard
Partner Recruitment
Top 50 contacted; 25 executive conversations; 12 qualified; 6–8 signed/activated in first cohort.
Pipeline & Conversion
Partner-sourced pipeline by stage, use case, and vertical. Track opportunity-to-pilot rate, pilot-to-close rate, average ARR, and services attach rate.
Revenue & Partner Health
ARR booked, gross retention, expansion, renewals. Monitor executive engagement, deal registration, certification completion, and QBR scores.
Key Risks & Mitigations
The Ask
Approval and executive sponsorship for:
  • Finalized ICP and partner scoring model
  • First 50 named partner targets and outreach authority
  • Partner program rules of engagement and deal registration
  • Launch kit: first-call deck, demo, pricing, and partner agreement
  • Executive sponsorship for first partner cohort activation
The goal is not a partner portal. It is a recruited, activated, revenue-generating channel — built in 90 days.