Imagining a World Without Security Questionnaires

Marisa DiMuro
January 24, 2023

For security, GRC, and sales teams, a world without security questionnaires sounds like a dream come true. While the reality is that questionnaires in some form will always exist, at SafeBase, we believe it’s possible to dramatically reduce questionnaires across all industries, and have made it our mission to drive that change.

Understanding the challenge

Why do questionnaires exist in the first place? That’s simple—securing an organization’s data is critical, especially when considering a new vendor. But let’s face it, questionnaires are a time-consuming task for everyone involved. Questionnaires often require tons of back-and-forth emails between the two organizations as well as interdepartmental communications. Security teams filling out questionnaires are taken away from doing their job—defending the company. And for sales teams, questionnaires can be a sales blocker, slowing down the deal cycle. Sometimes, sales teams will even fill out questionnaires on their own in order to speed up the closing of an important deal. However, this can lead to inaccurate or outdated answers.

Envisioning a better world

With fewer questionnaires to complete, security teams will be able to focus on actual security work, essential to the sustainability of their organization. Sales teams can close deals faster, resulting in increased revenue. Everyone gets time back to focus on their role. Most importantly, improving customer trust is invaluable to all organizations regardless of industry.

How do we get there?

So, how can we accomplish such a drastic reduction in questionnaires? At SafeBase, we believe the answer is clear: invest in the pillars of customer trust by setting up a Smart Trust Center.

Be transparent: Share your security posture openly and proudly

A Smart Trust Center is an organized, easy-to-navigate home for all of your customer-critical security documentation and information. Rather than sending you a questionnaire, a buyer can easily review the details of your security posture, request access to sensitive documents, and search your external Knowledge Base for any outstanding questions—all in one place.

This level of transparency can make a huge difference in inbound questionnaire volume. ClickUp is a great example: After implementing SafeBase, the ClickUp team was able to avoid over 250 questionnaires, just in the first 6.5 months of having a Smart Trust Center. 

Be proactive: Answer questions before buyers can even ask them!

To demonstrate a commitment to security and transparency that will impress your buyers - share updates to your security program and responses to incidents proactively, rather than reactively. With SafeBase's Trust Center Updates it’s quick and easy to share this type of communication.

Furthermore, encourage your sales team to proactively share a link to your Trust Center early in the sales process so buyers can do their due diligence. Oftentimes, the Trust Center will answer all of their questions, so they never feel the need to send a questionnaire. One of our customers has saved hundreds of hours of filling out security questionnaires by making this simple process change.

A World with Fewer Questionnaires is Possible!

Since a picture is worth a thousand words, allow me to paint a picture of the world we are creating - with a real email from a SafeBase customer. After sending their Smart Trust Center link to a prospect, our customer received this response. 

Security: assured. Prospect: satisfied. Questionnaire: avoided. What a beautiful sight.

If you’re interested in receiving fewer questionnaires, it’s easy to get started with SafeBase. Set up your Smart Trust Center free, or contact us for a personalized demo.

Begin building your Smart Trust Center today.
Creating your own Smart Trust Center is easy, and getting started is free.