Transform InfoSec Reviews into Signed Contracts Quickly and Easily
Startups that lead with trust are going to differentiate and ultimately win in their markets. It’s time to go from spreadsheets to revenue beats by putting infosec reviews on autopilot.
You’ve built a killer product. Your pipeline is growing. Your sales team is about to close your largest deal ever with a Fortune 500. Then—BAM!—the prospective buyer hits you with a 300-question vendor security form. Not only do you struggle with the questions, but you’re scared they won’t like the answers and it’ll blow up the deal.
You could: 🧑💻 Pull your engineers away from shipping features to help answer the questions. 💰 Hire an offshore firm that knows how to copy/paste from your policies but lacks the expertise to know how to frame answers strategically. 🤷 Do your best and guess at the right answer, hoping there are no follow up questions, potentially risking the entire deal. How familiar are you really with encryption standards for data in-transit?
Alternatively: Flip the Script and Lead with Trust
As I’ve written before in this blog, the buyer’s journey has inverted over the last decade. In the old days, purchasing decisions were made by executive sponsors and end users. Information security was but a mere formality at the end of the process, sometimes even after the contract was signed. Today, infosec is the gatekeeper to simply beginning a sales process.
Forward-thinking founders understand that public-facing Trust Centers are critical for making a strong first impression and building trust in their market. They link to their Trust Centers from their homepage and give prospective buyers the opportunity to seamlessly sign a mutual NDA, and then access subprocessors, policies, pentest reports, and compliance attestations. Doing so accelerates the sales process by parallel tracking solution evaluation with infosec review.
Companies like Abnormal Security see 10,000+ visits to their Trust Center annually, many of which are prospective buyers. They’ve accelerated deal cycles while centralizing documentation for both buyers and themselves.
The Future: AI-Powered Security Questionnaires
Drata’s acquisition of SafeBase, the #1 Trust Center solution, is a gamechanger. SafeBase not only enables hypergrowth startups to easily create elegant public-facing Trust Centers, but they also use AI to automatically answer buyer’s security questionnaires with documentation from within the vendor’s Trust Center. By integrating with Drata, setting up Trust Centers and answering security questionnaires will be turnkey.
SafeBase estimates that each security questionnaire takes on average 3 hours to complete manually, costing startups without AI-powered assistance nearly $200 per questionnaire while slowing down the sales process.
At Eden Data, our advisory team of former Big 4 auditors is preparing our 200 clients from Nooks to Kindbody to migrate to SafeBase’s Trust Center technology to take advantage of its elegance and automation. Leveraging Trust Centers to accelerate deals and even generate leads is one of the top recommendations we make to new clients and implementing them skillfully is one of the many reasons we’ve won Drata’s Partner of the Year award for three straight years.
Startups that lead with trust are going to differentiate and ultimately win in their markets. It’s time to go from spreadsheets to revenue beats by putting infosec reviews on autopilot.
