SailPoint (SAIL) investor relations material

Core competencies and innovation

• Differentiation lies in managing identities both deep (detailed controls) and wide (across all systems), handling 125 million identities and growing rapidly.

• Innovation is focused on extending identity management to all identities, including non-human (machines, agents) as these become new attack vectors.

• Security challenges are increasing as agents and machine identities proliferate, requiring mapping and control at scale.

• The convergence of identity and security ecosystems is seen as essential for comprehensive enterprise protection.

• New product launches are planned, including an agentic identity security product in the coming weeks.

Customer adoption and market trends

• Customers are cautiously piloting agent technologies, with more excitement for bespoke internal solutions but concerns about security and control.

• Hesitation in agent adoption is driven by stories of data exposure and the need for reliable controls before scaling.

• The next few quarters are expected to see increased adoption as confidence in controls grows and business benefits become clearer.

• Orphan accounts and responsibility for non-human identities are emerging as major challenges for enterprises.

• Customers are increasingly seeking comprehensive identity and data management to address these new risks.

Financial performance and business model

• SaaS ARR growth is strong, now representing 60-70% of revenue, with high-30s growth rates.

• ARR is emphasized as the best metric to track performance, smoothing out term/SaaS deal volatility.

• Recent results do not yet reflect revenue from new agentic or machine identity products, indicating future growth potential.

• Bundling and suite-based pricing are being used, with a focus on not overburdening customers and allowing incremental adoption.

• Net revenue retention remains strong at 114%, with high gross retention rates and a balanced mix of new and existing customer growth.