Semgrep Salesforce Optimization: Enhancing Revenue Visibility and Business Intelligence 

Client Overview 

Semgrep is a code scanning platform specializing in identifying first and third-party security vulnerabilities in code bases. As a growing startup in the software security sector, Semgrep provides essential tools for developers and security teams to maintain secure code environments. The technology company offers a SaaS-based solution that helps organizations proactively detect and address potential security issues before they become problematic. 

The Challenge 

As Semgrep experienced rapid growth, its operational infrastructure faced several opportunities for enhancement: 

• The organization lacked mechanisms to capture critical business intelligence needed for strategic decisions, such as determining optimal timing for sales team expansion 

• Reporting processes focused on Total Contract Value (TCV) metrics rather than annualized figures, which limited visibility for standard SaaS business performance tracking 

• Absence of trend reporting prevented management from monitoring week-to-week pipeline shifts and developments 

• Business data existed in fragmented form across multiple platforms, including Slack and Zendesk, creating inefficiencies in workflow and data access 

Given these operational challenges, Semgrep sought a partner to help consolidate systems and establish a more robust foundation for its growing business operations. 

The Acquis Approach 

Over a three-month period, Acquis’ Salesforce team employed its Evolve model to transform Semgrep’s operational infrastructure. The approach focused on three key areas: 

• Data Model Transformation: Acquis redesigned Semgrep’s data architecture to better capture and organize critical business information 

• Sales Process Optimization: The team implemented structured processes with clear stage definitions and governance protocols to ensure consistent pipeline management 

• Technology Stack Integration: Acquis streamlined Semgrep’s technology ecosystem through strategic consolidation and integration of key platforms 

The implementation included: 

• System Consolidation: Replaced Zendesk with Salesforce and created a seamless integration between Salesforce and Slack, establishing a centralized workflow environment 

• Revenue Tracking Enhancement: Developed updated sales and quoting processes specifically designed to track and report on annualized recurring revenue (ARR) and monthly recurring revenue (MRR) 

• Pipeline Governance: Implemented clear stage definitions with explicit entry and exit criteria, systematically enforcing compliance protocols to maintain data integrity 

Results, Value, and Impact 

The Salesforce optimization delivered multiple high-impact outcomes for Semgrep: 

• Enhanced Business Intelligence: Management gained access to critical data needed for strategic decision-making, particularly regarding sales team growth 

• Improved Financial Visibility: The shift to tracking ARR and MRR provided clearer insight into the company’s financial performance using standard SaaS metrics 

• Proactive Renewal Management: New systems enabled the team to anticipate and minimize churn through proactive engagement with customers approaching renewal 

• Workflow Efficiency: Consolidation of systems into a centralized Salesforce platform streamlined operations and eliminated previous data fragmentation issues 

• Foundation for Growth: The optimized Salesforce implementation provided a scalable foundation capable of supporting Semgrep’s continued business expansion 

Pablo Estrada, Semgrep’s VP of Marketing, summarized the impact: “I didn’t think such a positive, productive, and collaborative relationship with our partner was possible, but Acquis blew away all of our expectations. They’ve been collaborative, responsive, creative — and always with a focus on getting things done.” 

The engagement ultimately transformed Semgrep’s operational infrastructure from a collection of disconnected systems into an integrated, scalable platform aligned with the company’s growth trajectory and business objectives. 

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I didn’t think such a positive, productive, and collaborative relationship with our partner was possible, but Acquis blew away all of our expectations. They’ve been collaborative, responsive, creative — and always with a focus on getting things done.

Pablo Estrada
VP of Marketing, Semgrep