Industrial cybersecurity leader Dragos runs an exceptionally complex go-to-market engine spanning marketing, sales, services, and a highly customized Salesforce environment powering it all.
As Vice President of Revenue Operations Mariano Salatino put it, his team is responsible for “everything go-to-market… and the entire technical stack around it, with Salesforce being a big part of it.”
Dragos partnered with Atrium to run a four-week Andi trial, designed to test whether AI could meaningfully reshape how modern RevOps teams deliver Salesforce changes.
The results were immediate, measurable, and transformative.
Cutting through the AI hype and finding real impact
When Mariano entered the trial, he was clear-eyed and skeptical:
“My goal was to cut through the hype around AI… After seeing countless demos, I realized the real test was improving capabilities internally within revenue operations.”
Unlike horizontal AI tools, Andi is trained on years of Salesforce delivery patterns, processes, and technical best practices. That vertical specialization was obvious from day one:
“It was clear to me these use cases were built by people who have actually been doing this work… not just a chat UI with a wrapper.”
Seamless fit into Dragos’s existing processes
A major unlock for Dragos was how naturally Andi fit into the team’s workflow, including a key integration Mariano emphasized:
“The integration with Jira was one of the big ones. The fact that you could pick Andi as a user in the dropdown… without having to change how we operate internally.”
Dragos did not need to restructure stories, rewrite processes, or rethink their delivery lifecycle. Andi plugged directly into their backlog and tech stack, amplifying, not disrupting, the way the team already worked.
A four-week trial that delivered months of output
During the trial, the Dragos team curated a pipeline of meaningful, high-impact work. Andi then took on a mix of technical debt, backlog items, and process automation changes.
3× increase in delivery efficiency due to AI-assisted Salesforce development
- 188 hours of value delivered in just 63 hours of human effort
- 21 backlog stories completed in four weeks
- Faster iteration through joint working sessions
>100 hours of tech debt eliminated through rapid, AI-driven cleanup
- 109 tech-debt hours cleared in only 40 hours
- Hundreds of fields, flows, and components updated with proper documentation
- Unused permission sets and profiles removed to streamline the org
40+ legacy automations modernized for a healthier, scalable Salesforce foundation
- 26 workflows converted to Flow
- 17 process builders rebuilt in Flow
- Reduced complexity and improved long-term maintainability
900+ structural improvements completed to strengthen system reliability
- Hubbl recommendations resolved across metadata, automation, and documentation
- 6-point reduction in org complexity
- Ongoing annual time savings from cleanup
Reshaping what revenue operations talent looks like
One of the most profound impacts for Dragos wasn’t just delivery speed, it was the transformation of team roles and expectations.
Mariano explained:
“It elevates expectations of my technical team… They’re now part of the story-building and discovery process, not just taking orders.”
And for business analysts?
“It provides a career path. Those who understand the process but were afraid of getting too technical can now participate meaningfully.”
Andi collapsed traditional silos, bridging process analysts and technical admins into unified problem-solvers.
A new operating model for RevOps
The introduction of Andi pushed Dragos to rethink how they deploy talent, manage intake, and orchestrate changes:
“It’s going to reshape the way RevOps teams run their talent… It breaks silos inherent in many organizations today.”
Rather than fearing AI displacement, Dragos saw the opposite:
“It empowers the team. It increases productivity exponentially and enhances the feeling of impact.”
Looking ahead: scaling quality and testing
One unexpected benefit of Andi’s speed: Dragos generated far more development output than their traditional QA cadence was designed to handle. This surfaced a new opportunity:
“We created a backlog of UAT because we deployed so many small changes so quickly… I’m now thinking about how UAT itself needs to evolve with Andi in place.”
As Andi continues to expand capabilities, particularly around test automation, this will unlock even greater end-to-end acceleration.
The outcome: clear, fast, transformative value
In four weeks, Dragos validated that AI isn’t hype, it’s an amplifier.
Andi accelerated delivery, reduced technical debt, strengthened cross-functional collaboration, elevated team capabilities, and unlocked a new operating model for Salesforce development inside a fast-moving cybersecurity organization.
Or, as Mariano summarized:
“We were able to demonstrate value very quickly internally… It empowers the team, it breaks silos, and it changes dramatically the way we develop. It’s a win-win.”
Dragos now enters its next chapter with a RevOps team that is faster, more capable, and more strategic than ever—powered by Andi.
Ready to transform revenue operations at your organization? Meet Andi.
