2026 Customer Trust Benchmark Report

Customer security reviews (sharing SOC 2, answering security questionnaires, and sharing yoursecurity posture) are a critical piece of every sales cycle.

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We surveyed 50+ B2B teams on what they're dealing with when it comes to questionnaire volume, headcount, sales support, AI adoption, operational challenges, and more.

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Download the full report to understand where your team stands with staffing and AI, justify investments, and learn from others on how to build a better program.

Customer security reviews (sharing SOC 2, answering security questionnaires, and sharing yoursecurity posture) are a critical piece of every sales cycle.

‍

We surveyed 50+ B2B teams on what they're dealing with when it comes to questionnaire volume, headcount, sales support, AI adoption, operational challenges, and more.

‍

Download the full report to understand where your team stands with staffing and AI, justify investments, and learn from others on how to build a better program.

Customer security reviews (sharing SOC 2, answering security questionnaires, and sharing yoursecurity posture) are a critical piece of every sales cycle.

‍

We surveyed 50+ B2B teams on what they're dealing with when it comes to questionnaire volume, headcount, sales support, AI adoption, operational challenges, and more.

‍

Download the full report to understand where your team stands with staffing and AI, justify investments, and learn from others on how to build a better program.

87%

of teams say that customer security reviews are a critical piece of the sales cycle

60%

of teams are running customer security reviews with 2 or fewer FTEs

88%

of teams are using AI or plan to in next 12 months, but only 46% are successful

CUSTOMER TRUST IN 2026

How do you compare to today's Customer Trust benchmarks?

Learn from how today's infosec and GRC teams operate so you can build a better customer trust program

"We’re drowning in manual security

Infosec/GRC teams are adopting AI, but only 46% are successful
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Adopting AI and seeing real business impact are separate. This wave of adoption is driven mostly by necessity. Teams that start seeing volume pressure from questionnaires tend to adopt AI faster than those who don't.

62% of high-volume questionnaire teams (250+ year) are advanced AI users vs. 23% of low-volume teams.

"We’re drowning in manual security

Most teams are only automating the visible parts of the process. 62% aren't using AI to maintain a knowledge base.
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Most teams use AI to draft security questionnaire answers and answer one-off questions.
As you grow, it will become increasingly important to automate more of the second half of this list to scale an effective program. Even among heavy AI users, only 38% of them automate knowledge management work: a key component of a good AI system.

"We’re drowning in manual security

Only 21% of teams run a true Customer Trust program and only 40% report on revenue influence

A Customer Trust program is a system with software and processes that includes thresholds for completing requests, SLAs that your team can meet, and reporting that shows your business impact.
The function is still relatively new, absorbed by infosec and GRC teams, and the work has been reactive up until now. As teams mature, they will want to build a program that includes all the items above so they are treated like a true revenue supporting function, not a cost center.