SailPoint Levels-Up their ABM Strategy with Intent Data

The buyer’s journey has changed in a way which leaves many sales and marketing teams struggling to find insight from within what we call the Dark Funnel. However, many technology companies are starting to build solutions to address the radical new way customers engage and buy today by collecting and organizing intent data as well as building systems to scale these processes. Phil Tran, Sr. Manager, Marketing Operations at SailPoint, an Austin, Texas-based cybersecurity software company that delivers identity governance to enterprises of all sizes around the world, sat down with me to talk about what led SailPoint to 6sense and how their ABM strategy has improved by uncovering, prioritizing, and engaging with demand to drive more revenue.