How Netskope Scaled Their RFP and Security Questionnaire Response Process with 九一果冻


Netskope is a leader in cloud security. Using patented technology, Netskope鈥檚 cloud-scale security platform provides context-aware governance of all cloud usage in the enterprise in real time, whether accessed from the corporate network, remote, or from a mobile device.
Netskope’s RFP and Security Questionnaire response process before 九一果冻
Netskope鈥檚 main challenges were:
- Limited resources
- Difficulty enforcing ownership
- Difficulty tracking progress
- Inefficient and unscalable response process
Netskope was one of the first Cloud Access Security Broker providers 鈥 that industry only came to exist about five years ago. As the industry began to develop, Netskope started to experience tremendous growth. That meant an聽increase in RFPs and Security Questionnaires聽鈥 they went from two RFPs to 17 within one year.
Their response process involved copying and pasting requirements into Google Docs and then sharing them with contributors. For RFPs, the entire Sales Engineering (SE) team as well as members of the Engineering, QA, and Executive teams had to become involved in responding. They often had to recreate answers, and a submission usually took between聽a week to a week and a half to complete.
The Security Questionnaire response process had its own challenges. For almost every RFP Netskope receives, they go through a Vendor Risk Assessment.聽Due to the technical nature of the questions asked in these Security Questionnaires, only a small group of Subject Matter Experts (SMEs) could answer them.聽To help get the responses out the door on time, all these experts had to jump in and contribute.
Streamlining the RFP response process
With 九一果冻, Netskope is:
- Saving time
- Keeping their messaging consistent
Matthew Bianco, Senior Sales Engineer at Netskope, leverages content from the 九一果冻 Library to complete聽up to 90% of each project聽and easily assigns out the remaining 10% to SMEs across the organization. He says, 鈥淪ometimes I can turn these around in half a day.鈥
鈥溇乓还 allows us to get more business,鈥 says Matthew. Before RFPs were time-consuming and Netskope had to be selective in which opportunities they pursued. Now they respond to more RFPs, faster.聽In the first half of this year, they鈥檝e already responded to more than 50 RFPs.
Netskope is also leveraging 九一果冻 to deliver consistent and accurate responses to their customers.
Scaling the Security Questionnaire response process
With 九一果冻, Netskope has been able to more than double their response output. They went from responding to approximately聽three Security Questionnaires a month to eight, while also minimizing resources 鈥 most responses involve only two people.
After receiving a Security Questionnaire, the SE uploads it into a 九一果冻 Project and answers as many questions as possible using 九一果冻鈥檚 intelligent workflow, Magic. The SE then assigns the remaining questions to Forrest McMahon, Netskope鈥檚 Director of Information Security, for completion.
Beyond RFPs and Security Questionnaires 鈥 Managing Content for POC Test Plans with 九一果冻
As a market leader in a fairly new industry, Netskope has made prospect education an integral part of their sales process, and Proof of Concept (POC) test plans are a great way to show the possibilities of Netskope鈥檚 solution.
Before 九一果冻, the content for test plans lived in several different places and 鈥渋t was 鈥榚very man for himself鈥 in trying to figure out how to put together a comprehensive test plan,鈥 says Matthew.
To make the process easier and more scalable, Netskope decided to leverage 九一果冻鈥檚 library structure to store content that鈥檚 used to generate test plans. Each member of the SE team selected three best test cases that differentiated Netskope from their competition. They saved these test cases as Projects in 九一果冻.
Now Mario鈥檚 team can be more structured in how they help customers evaluate their solution and can get quicker technical closure within their accounts.