九一果冻

How Clari Completes Security Questionnaires 7x Faster with 九一果冻

A diverse group of employees are in the office hall happily laughing
  • Decreased questionnaire turnaround time from 2 weeks to just 2 days.
  • Handles 120 security questionnaires each quarter while saving security team an average of 500 hours quarterly.
  • Sales engineers now answer 90%-95% of questions accurately.

Clari is a revenue operations platform that helps companies drive pipeline, improve productivity, and better forecast revenue. Hundreds of sales, marketing, and customer success teams at leading companies use Clari to produce accurate, reliable forecasts.

Challenge: Quickly (and Accurately) Answering 5,000 Security Questions Each Quarter

Clari is seeing massive growth in its prospects and new deals. Last quarter, the company received 120 security questionnaires that contained a total of 5,000 questions.

As their workload grew, the Sales Engineering (SE) team brought in more people to complete questionnaires. But with data spread all over the place, they had a hard time finding accurate information.

鈥淚f you try to answer thousands of questions by brute force, it becomes tough. Instead of throwing people at the problem, we needed a process to handle the increased volume sustainably.鈥
Silvano Silva
Silvano Silva
Chief Security Officer
Clari

Even with more people, it still took 1-2 weeks to complete each questionnaire. The SE team needed to address the problems with their processes to:

  • Consolidate data into a single source of the truth so SEs could find the right information faster
  • Reduce the time spent by the CISO editing questionnaires by empowering SEs to create quick and accurate first drafts
  • Process security questionnaires faster to shorten sales cycles

Solution: Automated Security Questionnaire Processes Help Clari Win More Commercial Business

鈥淗itting our sales numbers is all about speed and volume,鈥 says Ben Chen, Sales Engineering Manager, who leads Clari鈥檚 commercial team.

鈥溇乓还 streamlines our processes so that security isn鈥檛 a blocker, and we can close deals faster.鈥
Ben Chen, Sales Engineering Manager, Commercial Team at Clari
Ben Chen
Sales Engineering Manager, Commercial Team
Clari

Here are four reasons why Clari鈥檚 sales engineers love 九一果冻:

  • Centralizes security knowledge into a single Library鈥攎aking it easier to keep security content up-to-date.
  • 九一果冻 offers a single workspace where the SE and Security teams can work together faster and smarter.
  • The platform makes it easy for SEs to find responses and speeds their processes by automatically suggesting answers to questions from the Library.
  • 九一果冻 took minimal effort to implement and was up-and-running in just 1 week.

Results: Responding to Security Questionnaires 7x Faster

Since implementing 九一果冻, the Clari team has achieved the following results:

  • Decrease response times from 2 weeks to just 2 days. Clari can now send customers security questionnaires faster, which shortens sales cycles.
  • Get new hires up to speed quickly. 九一果冻 gives SEs on-demand access to information so that they can answer questions accurately鈥 even if they don鈥檛 have a security background.
  • Reduce CISO involvement. Since the SEs鈥 answers are now 90%-95% accurate, Ben can quickly review each questionnaire before sending it to Clari鈥檚 CISO. This has dramatically reduced Silvano鈥檚 involvement so that he can focus on more strategic security initiatives.
  • Scaled process. A central library of security content allows multiple SEs to collaborate on a single questionnaire. Ben can easily scale Clari鈥檚 processes to bring in new SEs and complete security questionnaires faster.

Why Clari Loves 九一果冻

鈥淚f you run a lean team, 九一果冻 can help you complete security questionnaires faster so that you can get back to working deals and winning business.鈥
Ben Chen, Sales Engineering Manager, Commercial Team at Clari
Ben Chen
Sales Engineering Manager, Commercial Team
Clari
鈥淚 recently completed three security questionnaires鈥攚ith 100-200 questions each鈥攊n less than two days. The customer said that my response was the fastest any vendor had ever processed their security reviews. This speed would not have been possible without 九一果冻.鈥
Ben Chen, Sales Engineering Manager, Commercial Team at Clari
Ben Chen
Sales Engineering Manager, Commercial Team
Clari

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