Case Study: SailPoint achieves stronger ABM alignment and faster pipeline velocity with 6sense

SailPoint Levels-Up their ABM Strategy with Intent Data

SailPoint, an Austin-based cybersecurity company that provides identity governance, was struggling with a changing buyer’s journey and a growing “Dark Funnel.” Although engagement was increasing, conversions to opportunities weren’t keeping pace—sales and marketing lacked a way to prioritize accounts, align on targets, and reliably surface intent signals.

SailPoint adopted 6sense to apply machine-learned fit and intent scoring, pushing those insights into their CRM to power targeted ABM. The result: tighter sales-marketing alignment, more strategic campaigns, faster pipeline velocity and increased closed-won opportunities, plus a responsive 6sense partnership and validated ROI to support scaling their efforts.

SailPoint

Phil Tran

Sr. Manager, Marketing Operations