About JupiterOne
JupiterOne provides a platform for managing an organization's digital assets and cybersecurity posture by giving full visibility into complex cloud environments to secure their cyber assets and attack surface. JupiterOne, like SafeBase, is in the business of helping businesses answer tough questions, simplify complex processes, and increase the visibility of an organization’s security posture.
As JupiterOne experienced hypergrowth after its founding in 2020, the dreaded security review was creating a backlog of questions and assessments from prospects. The ability to quickly implement a comprehensive solution that would divert questionnaires before they’re sent, allow prospects to self-serve access to JupiterOne’s security documentation, and enable the Security team to focus on the highest ROI prospects was paramount to the decision to implement a Trust Center.
Challenges
- Needed an easy-to-implement yet comprehensive solution to manage customer trust
- Backlog of security questionnaires blocked deals from closing
Results
- Trust Center provides a single source of truth for prospects, customers and internal teams
- 50%+ of customer questions and assessments satisfied after accessing Trust Center
- JupiterOne was able to scale sales efforts without needing additional Security support
Unblocking Sales and Lifting Revenue
The JupiterOne team launched their Trust Center a little over a year ago, and they’ll never look back to the time when every prospect had their own security review process and the JupiterOne team was manually completing hours of repetitive work. Field Security Director Jasmine Henry points to a Forrester statement that rings true for JupiterOne’s decision to work with SafeBase: “In 2021, digital transformation no longer counts as innovative; it’s a baseline expectation for every enterprise…consumers and business leaders will increasingly turn to companies they can trust. And trust will move markets.”
With a single link to their SafeBase Trust Center, JupiterOne provides easy access to all the information prospects and customers need in one place. This not only saves JupiterOne valuable time, but also reduces the risk of human error. JupiterOne's Trust Center is regularly updated with the latest security information, ensuring that prospects and customers always have the most up-to-date information available. JupiterOne is able to efficiently complete security reviews with minimal disruption to the security team’s business of keeping the company safe.
JupiterOne’s security team loves the transparency and automation provided by SafeBase, while the sales team loves how little they need to use it to get their job done. The common refrain from the Sales team is “just go to security.jupiterone.com” and never hear another security question. Better still is the minimal time required to onboard to SafeBase and train up the Sales team.
After the Security team set up their Trust Center, they used the SafeBase for Slack integration to alert the Sales team when prospects request access to security documentation - automatically keeping them updated on their deals and giving JupiterOne greater visibility into the sales cycle.
The JupiterOne Sales team now kicks off the “security review” as soon as possible, sometimes sending prospects to their Trust Center immediately after a demo. Given that security is now a baseline requirement for enterprise software transactions, both JupiterOne and their prospects recognize the benefits: nobody wants their sale stalled at the 11th hour because of a security review and buyers can be confident presenting their purchases with a stamp of approval from the Security team.
SafeBase is the scalable Trust Center that automates the security review process between buyers and sellers. With a SafeBase Trust Center, companies can seamlessly share sensitive security documentation with buyers and customers, including streamlining the NDA signing process by integrating with CRMs and your data warehouse.
If you’re ready to take back the time your team spends on security questionnaires, create a better buying experience, and position security as the revenue-driver it is, get in touch with us.
