Setting a Compliance Foundation
For many compliance leaders, the weight of managing risk across their organizations naturally leads to a pursuit of perfection. But when it comes to launching a Trust Center, waiting for “perfect” can slow down momentum and even jeopardize deal velocity. Sign in Solutions recognized early on that building a strong compliance program is a marathon, not a sprint and began their journey with a crawl-walk-run approach.
Instead of delaying until every framework was buttoned up, they focused on what was “fit for purpose” based on their internal roadmap and sales needs. By launching Drata’s Trust Center with just an announcement field and enabling a few continuous monitoring items, within three weeks they gave their sales team further assurance to move faster and with confidence. From there, they layered in compliance documentation and additional assets based on real-world feedback and evolving customer expectations.
The decision to go live right away paid off immediately. Their sales team leaned into the Trust Center from day one, closing deals faster simply by giving prospects publicly available docs in their hands and most importantly engaging the Sales Team in a proactive manner with the Compliance Team.
Scaling from Trust Center to SafeBase: A Natural Evolution
Drata’s native Trust Center gave the team a strong starting point in their compliance journey. It was purpose-built for quick enablement—serving as a public assurance touchpoint, accelerating deals, and helping sales teams confidently respond to early-stage security questions. As Jason Mordeno, Director of Compliance and Security at Sign In Solutions, explained, “Drata Trust Center helped us crawl, walk, and get started.”
When Drata announced the acquisition of SafeBase, the reaction was immediate and enthusiastic. “Even our sales team was the first to message me,” Jason recalled. “They were like, ‘Did you hear? We have Drata and now we’re getting SafeBase?’ It was amazing news.” The acquisition didn’t just represent a product upgrade; it symbolized an evolution of Drata’s commitment to trust, transparency, and modern customer assurance. The team saw it as a moment to level up and they seized it. “I looked at it and thought, wow, we actually have SafeBase,” Jason added.
SafeBase provided that next-level fit. The switch brought deeper customer insights, increased sales alignment through integrations with Slack and Salesforce, and a more customizable, visually rich experience for customers. What began as a compliance-owned tool quickly became a cross-functional resource—touching legal, marketing, and product teams.
With SafeBase, the team is focused on providing a living, breathing system of trust. “We’re now in a place where even our customers become part of the compliance process,” Jason said. “They subscribe to updates and become more so part of the shared security responsibility.”
Accelerated Sales and Scalable Trust at Every Touchpoint
Since implementing SafeBase, the team saw an immediate increase in deal acceleration, sales team proactive engagement visibility across their pipeline. The Trust Center’s intuitive interface enabled customers to self-serve documents, reducing security questionnaire volume and improving the customer experience. Sales reps used real-time intent data to reach out proactively, often catching buyers mid-evaluation—a shift that led to stronger conversions and shorter sales cycles.
SafeBase also delivered unexpected value across the business. Teams previously uninvolved in compliance became active contributors, using the platform’s analytics and customization tools to build trust with both internal and external stakeholders. The added bonus? Customers became part of the compliance process themselves—subscribing to updates and holding the company accountable in a way that strengthened transparency and trust.
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