SailPoint Sweeps Away Unneeded Sales Stages

SailPoint Technologies provides a platform that helps organizations manage and secure access to critical data and applications. By automating user provisioning, access certification, and password management, customers use SailPoint to meet compliance standards, reduce risk, and provide visibility into user access.

SailPoint, which is headquartered in Austin, Texas, and backed by investment firm Thoma Bravo, had been using Troops, a tool that enabled sales teams to push and pull CRM data in and out of Slack to manage customer accounts. The technology enabled sales teams to receive real-time alerts, deal updates, and other information to facilitate sales cycles. A platform expansion, called Troops Deal Rooms, allowed sales teams to collaborate, discuss, and understand specific deals at any time.

However, Salesforce acquired Troops in July 2022 and integrated the technology into Slack. But the integration didn’t work as well for SailPoint as Troops had by itself, according to Josie Smets, SailPoint’s head of revenue CRM. “It wasn’t a comparable product anymore. Secondly, the pricing was quite a bit different than what we had been paying for Troops.”

So SailPoint started looking for a new solution that could provide at least the same capabilities that it had with Troops at a better price.

Don Heikka, SailPoint’s director of enterprise systems, had joined the company a few months earlier and had previously worked with Sweep software, a platform that connects to enterprise systems and continuously ingests metadata across objects, logic, permissions, and integrations.

“He introduced [Sweep] to us and we did a demo. We loved what we saw,” Smets says.

Beyond providing the type of capabilities SailPoint had previously had with Troops, SailPoint users found the new technology could enable them to do much more, according to Smets. “We were able to launch all of the Slack alerts that we needed. It was a quick setup from the time we got the purchase order until the time we launched it.”

Sweep, a provider of agentic workspaces for go-to-market teams, was instrumental in helping SailPoint revamp its Salesforce environment. The company set out to consolidate 15 fragmented sales stages into nine standardized, industry-aligned stages across multiple opportunity types. The project touched hundreds of dependencies, including validation rules, flows, Apex classes, page layouts, automation logic, and reporting structures.

The project involved more than simply deleting stages deemed no longer necessary. The SailPoint team also had to ensure that interdependencies between the stages that were kept were managed in such a way that important details and workflow information wouldn’t be deleted when the superfluous stages were eliminated.

“We had to do a lot of cleanup,” Smets says. “Our Salesforce system was more than 20 years old. Using Salesforce comes with a lot of technology debt.”

Using Sweep’s metadata querying and dependency mapping capabilities, the team was able to surface and manage these interconnections, compressing what would have been close to a year of manual analysis into just a few months, without system disruption.

“This tool is so amazing; it saved us so much time. It made the project seamless,” Smets says.

Beyond technical discovery, Sweep helped bridge communication between technical and business teams. By translating complex Salesforce metadata into clear, accessible insights, the team was able to align stakeholders, move faster on Jira requests, and ensure audit-ready governance, according to Smets. “It helped us clean up everything and handled a lot of the administrative tasks for us. It helped us make the sales cycle much easier for the user.”

Smets adds: “I am the manager for all Salesforce projects. I constantly use Sweep in my work.”

Smets expects to use Sweep to further refine Salesforce projects to continue to simplify the workflows for the sales teams.

The Payoff

After implementing Sweep, SailPoint achieved the following results:

• simplified the Salesforce environment by reducing sales stages from 15 to 9;
• compressed a year of analysis into a couple of months; and
• eliminated 20 legacy sales fields that were no longer needed.