SailPoint (SAIL) investor relations material

Strategic vision and market opportunity

• Targeting over $2.1 billion in ARR by FY 2029, with $800 million+ from AI-driven solutions, reflecting a shift to agentic identity governance and real-time security.

• Total addressable market (TAM) has expanded from $10 billion in 2017 to $90 billion by 2026, driven by the explosion of non-human identities and AI agents.

• Identity security is positioned as the control plane for the rise of agentic AI and machine identities, with regulatory and threat landscapes accelerating demand.

• Multiple growth paths: new customer acquisition, expansion within the install base, and new routes to market, including standalone agentic solutions.

• Regulatory mandates such as DORA, SOX, and the EU AI Act are driving identity governance to a board-level risk discipline.

Product innovation and differentiation

• Launched SailPoint Agentic Fabric and Agentic Acceleration, enabling real-time governance and rapid migration to cloud identity platforms.

• Acquired Entro Security to enhance discovery and governance of over 1,200 non-human identity types, integrating credential management with identity governance.

• Innovations focus on three pillars: discover, govern, and protect, with new capabilities like risk scoring, agent audit, prompt security, and response remediation.

• Real-time human governance and zero standing privilege are being delivered through next-gen upgrades to the Identity Security Cloud.

• Platform delivers unified visibility, adaptive access, and integration with security operations (SOC), supporting both human and non-human identities.

Go-to-market and financial execution

• Aggressively capturing market share, now holding 23.2% of the IGA market and capturing 38% of total market growth last year.

• Two-thirds to 85% of new logos come from failed competitive deployments, with competitive displacement as the fastest-growing acquisition channel.

• Hybrid pricing model introduced, combining predictable human identity licenses with scalable non-human capacity packs to monetize agent growth.

• Customer retention remains strong at 97%, with suite upgrades and cross-sell driving 25%-50% ARR uplift.

• Migration from on-premises to SaaS is expected to deliver 2x-4x ARR uplift per customer, with at least 10% of the base migrating annually and 50% of the on-prem base expected to migrate by FY'29.