How Alteryx Enabled Over Half A Billion in Security-Influenced Revenue With Conveyor

About

Alteryx is a data analytics company delivering a low-code and no-code platform that helps teams automate analytics workflows and get to impact faster. The platform serves over 8,300 customers, including a top-3 global financial institution and leading companies across retail and telecommunications, and has earned 98 G2 awards.

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Challenge

Enterprise growth put pressure on the existing security review process

When Leanna Shaffer joined Alteryx as an intern in 2021, she led an overhaul of the security questionnaire process, cutting response times from weeks to days. Today, as Trust Center Team Lead at Alteryx, she continues to build and scale that program.

As Alteryx expanded its product footprint to include cloud-based SaaS and AI offerings, the security questionnaire workflows became a critical part of the sales cycle. Closing a deal with these new enterprise customers became increasingly dependent upon how quickly and confidently Alteryx could validate their security posture by responding to customer security questions.

This was a key opportunity for Leanna’s team. Each questionnaire represented a chance to accelerate sales cycles, demonstrate Alteryx’s strength in global markets, and proactively showcase the company’s security posture.

As questionnaires scaled in volume and complexity, it became clear that the team’s existing tool couldn’t support the process effectively. To start, intake was unpredictable. Questionnaires arrived in varying formats and multiple languages, with legal contracts mixed in, requiring the team to spend much of their time manually sorting through requests and translating what they received.

Additionally, with limited insight into how customers engaged with security documentation, the team couldn’t prove their impact or confidently prioritize which materials to maintain and update.

The revenue impact went beyond Leanna’s team. The Alteryx sales team had to navigate outside the CRM to submit security requests, slowing them down and discouraging submissions. This meant questionnaires might be handled ad hoc or left unresolved, causing the deal to stall.

With AI on the rise, Leanna looked for a way to deliver higher-quality answers with less manual effort. She beta-tested the AI capabilities in their existing questionnaire tool, but the results highlighted how hard it can be to make AI work reliably in real questionnaire workflows. “It took a lot of tailoring,” Leanna said. “We were hoping to get to a place where it was less work, and we weren’t seeing that.”

Leanna understood the stakes: response times couldn’t slip without risking deals, but adding headcount wasn’t an option. Scaling security reviews without sacrificing quality would require replacing their existing solution.

That’s when a teammate shared a LinkedIn ad for Conveyor. The platform combined AI-powered questionnaire automation with a customer-facing Trust Center, exactly what Alteryx needed. Leanna decided to take a closer look.

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“As Alteryx grew, the security of our products became more and more important to customers. Our team was handling a growing volume of complex questionnaires with limited resources and rising expectations.”

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Solution

Effortless access for customers, clear revenue impact for the team

Alteryx ran a full proof-of-concept with Conveyor, testing document uploads, AI responses, and Trust Center configuration. Leanna’s team had direct access to Conveyor’s team throughout, with questions answered quickly and feedback addressed in real time.

Once the team confirmed Conveyor met their needs, procurement moved forward. During onboarding, Leanna’s team defined success criteria and launch dates, while Conveyor helped develop training materials for sales.

Building a self-service Trust Center

The Alteryx Center went live first, giving customers self-service access to ISO certifications, SOC2 reports, and other security documentation. When customers find what they’re looking for on their own, they don’t submit questionnaires, freeing the team to focus on more complex requests.

When a customer downloads a document or submits a request, Conveyor automatically logs the interaction. Leanna also connected the platform to Alteryx Designer (via Conveyor’s API) to generate custom reports on customer interactions, giving her team and leadership full visibility into engagement for the first time.

Automating questionnaire intake and answer generation with Conveyor’s AI Agent

Leanna’s team also launched a new questionnaire workflow powered by Conveyor’s AI Intake Agent. The agent reads requests directly from the CRM, meaning sales reps never need to leave their tool to submit security requests to complete customer security questionnaires.

The agent starts by triaging incoming requests and identifying what’s actually a security questionnaire. The Alteryx team configured it to recognize legal terminology and automatically filter out contracts, and to pull only security-related sections from multi-tab documents. By the time a request reaches Leanna’s team, it’s pre-sorted and ready for work.

If the agent needs additional information or if someone attaches the wrong document, it chats directly with sellers in the CRM to get the correct questionnaire. Once a request meets the criteria the team defines, the agent automatically imports it, answers the questionnaire, and notifies the team when the first draft is ready for review.

This way, Leanna’s team can jump directly into reviewing answers without manually reviewing the file, manipulating file formats, and uploading each file. “The auto-import is a real time-saver,” Leanna says. “The importing, reviewing, mapping: that’s a huge chunk of intake we can skip. 3-5 hours per week on intake alone.” The agent provides automatic status updates and responds to Alteryx reps directly in the CRM, so sales can stay in their tool without interrupting the security team with questions.

Alteryx is also better equipped to support global customers through Conveyor’s translation feature. The team can toggle between languages, responding to customers in their native language without manual translation effort.

And other teams are catching on, with one sales rep requesting to use Conveyor’s translation capabilities for a non-security questionnaire.

The Trust Center and questionnaire workflow work together to help Alteryx scale reviews across all customer types: smaller customers who only need a few documents can self-serve, while enterprise customers requiring thorough reviews get high-touch support.

What started as a way to maintain support levels with an agile team has evolved into something bigger: a centralized system for Customer Trust that finally enables the team to quantify their impact on revenue.

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“For the first time, we can show leadership exactly how security contributes to the pipeline. That changes everything for a GRC team.”

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Results

Alteryx scales security support for 40% more customers with self-service and AI automation

With Conveyor, Alteryx’s Trust Center team went from an invisible support function to a documented driver of revenue, with security-influenced pipeline up more than 200% year-over-year. The results:

• 40% more customer reach, same four-person team
• 46% of inquiries resolved through Trust Center
• Hundreds of millions in security-influenced revenue

Looking ahead, other departments across Alteryx, including legal, engineering, and AI, have expressed interest in adding their documentation to the Trust Center. Company-wide adoption is accelerating, with the Trust Center acting as the front door for trust at Alteryx.

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