Webinars

Streamline how you build trust with customers

Reduce time spent on security questionnaires up to 60%

July 21, 2021 9:00 AM

Proving your trustworthiness to your customers (and potential customers) is a non-negotiable in today’s business environment. Over 50% of organizations put their vendors through some level of security review, and 4 out of 5 companies have experienced some form of data breach due to 3rd party vendors. You may not have known these statistics, but what you do probably know is: you’re spending more time fielding and answering customer security questionnaires.


Watch our on demand webinar to learn how you can reduce the time spent on security questionnaires up to 60% with software that helps you:

  • Proactively distribute security documentation (SOC 2 certificates, pen test reports, policy documents) to prospects in a self-serve manner
  • Keep a question bank of frequently asked questions so customers can find their own answers to common security questions
  • See which customers/prospects are accessing your security documents, for improved metrics into pipeline health
  • Track metrics around security document downloads to show which security documents are most impactful to the sales cycle

Presented by

Jeff Lesser
Jeff Lesser
Product Marketing
Kyle Taylor
Kyle Taylor
Product Management

Transcript

Rebecca:
Hello, everyone. Thank you so much for joining us today. I'm just going to kick us off. My name is Rebecca and I'm on the marketing team here at Conveyor, and we're super excited to talk to you today about how to simplify, building trust with your customers and prospects. I'm going to hand it over to Jeff who's the head of product marketing here in just a second ... camera, so you only have two hands and faces to look at and I'll hand it off to Jeff to get us started.

Jeff:
Well, that's Rebecca. I'm going to go ahead and share my screen and we can get started with our presentation. Cool. So today we're going to talk about how to streamline building trust with your customers and prospects. As information security professionals in 2021, it's probably no surprise that data security is the business risk issue of the electronic age.

Jeff:
When we look at data security over the last 15 years, what we've seen is a massive acceleration in that risk. So in 2005 compared to now, there was about a 15 or a 10 X increase in the amount of data breaches that existed as well as in the millions of records exposed and this is mostly due to acceleration and shifts in technology. So when we think about what the world looked like in 2005, it was a lot of on-premise and it was a lot of companies building their own solutions, and what the world looks like now in 2020, 2021 is lots of SaaS solutions, lots of companies sharing data with each other.

Jeff:
While data sharing has been made super simple through APIs and through connections that exist through integrations, the sharing of trust to ensure that data security is happening, hasn't been made as easy and that's what we exist at Conveyor to do is to make that trust building around data security super simple. So like I was talking about data now lives in the cloud.

Jeff:
15 years ago, everyone had an on-premise solution and over that time, we've shifted from a hybrid model to companies who are now entirely cloud-based, cloud native companies and in order to be a cloud native company, they're using a bunch of software as a service vendors for their CRM, for their hosting, for their sales tools, for their marketing tools, for everything that they do.

Jeff:
Rather than build it themselves, they're buying other people's solutions to help them solve those problems that they have as a business and oftentimes those companies are also a B2B SaaS company who has customers of their own. So there's this interesting relationship where as a company, you have to evaluate your vendors and make sure that they're doing well by security practices, but you have your customers who are asking you, "Are you doing well by data security standards?"

Jeff:
Proving that trust is something that, like I said, while data sharing has become super simple, sharing that data around data security has actually become more difficult. So building trust around data security is more important than ever because of the data breaches and the increased risk that exists out there as a SaaS company, but it's now more difficult than ever to prove.

Jeff:
It's super time consuming to try and share security documents and it's often seen as something that slows down the sales cycle. The time it takes to sign an NDA and watermark the documents and go through the back and forth is seen as something that can prevent deals from happening, especially at the end of the quarter. As part of sharing that trust, you need to talk about the vendors that you use and whether you are evaluating their risk appropriately or not.

Jeff:
So, you're only as trustworthy as your least trustworthy vendor and getting that right data to a SaaS vendor is a super difficult process across, like I mentioned, the hundreds of vendors that you're potentially using to operate your business. Lastly, trust is earned and to build trust, you have to be doing well by doing security standards.

Jeff:
You can't just tell people that you're doing well. They want the evidence, they want the proof. So you have to continuously monitor your critical systems and achieve compliance certifications, and then you need to go and tell people, "Hey, we have our SOC 2, we have our ISO 27001," and unfortunately, oftentimes that's not even enough. They're going to come back with a custom questionnaire. They're going to come back with additional information that they're requesting. So that trust is hard earned.

Jeff:
So we're building Conveyor as this network to try and solve this problem. You have vendors that you need to evaluate. You have customers that are evaluating you, and in order to simplify this process, if there's this network that exists where your vendors are already on the platform, and when it comes time to evaluate them, you simply are just requesting access to their documentation, and you're simply requesting access to some questions and answers that you can use to do a security review on your own, evaluating your vendors becomes much more easy.

Jeff:
As part of that network, if you provide your security documentation and your questions and answers to your customers, now that burden of proving trust has been alleviated. They can simply request access and get that access that they need to build trust in your service. So we are working on, Conveyor has this trust network where people are both vendors and customers and building trust is much easier.

Jeff:
Let's talk about that process of sharing security information as you are a vendor to our customers. This is like the typical process that exists in most companies when they're not using a tool like Conveyor. A prospect will reach out and request some security documentation and the sales team takes that request, logs in Salesforce. They probably receive it as an email and then they work with the legal team to make sure that they can sign an NDA because the information around data security that's being shared is sensitive.

Jeff:
So they work with the legal team and then they get their NDA and they bring that NDA to the prospect and the prospect signs the NDA and now that NDA gets logged in the DocuSign. That's probably like the most ideal process. Oftentimes NDAs are not in DocuSign, and then the reports that the customer has requested can be watermarked, and oftentimes that's a process where sales has worked with engineering or some other team internally to try and get the documents watermarked.

Jeff:
Finally, once the documents are watermarked, they can send them off to the prospect and the prospect is able to evaluate the data security. What this results in is that the compliance team is seen as this cost center that is slowing down deals, and we've recognized this problem and built a solution called Rooms to try and solve that. The reason that this old way doesn't scale is because we have this term that we like to use, security isn't securing.

Jeff:
So when the security team is off trying to wrangle NDAs and watermark documents and doing all these things to share their security document, they're not actually securing a product and as the CSOs of companies say like their security team is there to secure the product, not to prove it.

Jeff:
So in this instance, sales isn't selling, security isn't securing, legal is getting pulled in and creating a costly add to the process and pulling legal away from the contract reviews and research that they should be doing. Sometimes customer support and customer success gets pulled in to do these things on yearly renewals. So they're not really helping customers be successful. They're mostly just helping them do this simple review.

Jeff:
Sometimes the compliance team gets pulled in to answer questions and while they should be working on achieving certifications and passing audits and making sure the data production is happening, they're now sharing security documents with customers. So when you have hundreds of customers or thousands of customers clearly pulling in all of these people to share security documents, doesn't scale. We did some research around this. So we polled some of our customers and we asked them, "What are the average hours spent per month on this compliance activity?"

Jeff:
So answering vendor security questionnaires, they said they spend about 32 and a half hours per month on that and doing that document distribution, they spend about 35 hours per month on that. So doing those two things alone is about half of one full person's time. When they should be doing security, when they should be doing something else, they're literally just sharing documents and answering questions.

Jeff:
It gets a little more extreme when you look at the team size which is a good correlation to the company size. So in smaller teams, they're spending a little less time on that, but they probably have less deals coming through and they have less economies of scale around answering these questions. As the team grows, as the company grows, as the number of customers and requests grows, they end up spending much more time, hundreds of hours per month on these requests.

Jeff:
So it becomes much more important to have a solution that can scale sending security information to your customers. We've talked to some companies at the extreme ends of things and distributing security documentation can take them a hundred hours per month. So they literally have multiple people, more than one person who are just working on distributing security documentation to customers.

Jeff:
Their entire job is to share security documentation with customers and similar for security questionnaires, they could be receiving 400 requests per year. So that's one per day, every day of the year at a minimum that they're receiving and oftentimes security questionnaires can take hours to fill out. Eight hours or more when they're custom questionnaires from large companies. So sometimes you'll get the standard, say [inaudible 00:10:15] or something like that, but when you're getting 400 requests per year, clearly some of them are not going to be standard.

Jeff:
So it's not some simple, smooth process to answer those questions if you don't have a good tool to help you with that. So we're all about simplifying the process. The image on the left is the one that we talked about before, which is how companies are typically sending out security information and on the right is Conveyor Rooms. So with Conveyor Rooms, the compliance team goes in once, sets up the documents that they want to share out and access groups who they want to share them with, and then sets up an NDA that people can sign either as a Clickwrap or a DocuSign NDA.

Jeff:
Then they invite the customer or the prospect to the room. Once that customer is invited to the room, they sign the NDA and they can access the docs that are available to them. So this process that required time to go back and forth and sign an NDA is done immediately. This process that took time to create watermarks is done immediately, and the time that is seen as slowing down the sales cycle and taking weeks to complete is now actually done in minutes.

Jeff:
So we've got this sort of framework that we like to help companies think about how they can scale sharing information security across all of their customers. So some customers are large customers, and they're going to be paying you a lot of money as part of their contract and for those customers, it's typical that we see that a company will throw the books at them.

Jeff:
Whatever they need to ensure the data is secure, they will get. Then there are some customers who are small deals and you can't be spending a lot of time sharing security information with them. It'll end up being too costly to do so. So this framework is meant to help you understand at what sort of contract value should you use what sort of tool to provide them the data and security information that they need.

Jeff:
So your lowest contract value customers should just be using our Rooms product. They can get immediate access to your data security information, as well as questions and answers and that's true as well for that next level up. So [inaudible 00:12:35] basically you want to make publicly available to them. As the contract increases, you may want to provide a custom questionnaire response that you're going to provide to them.

Jeff:
So using our questionnaire response tool will make answering those custom questionnaires a lot easier. For your most high paying customers, some sort of customer audit and sort of custom information security packet that you're going to provide them should be created, and while we're exploring some ways to improve this, we have a really great solution where you can use Rooms to create a custom folder and provide your highest value customers the information that they need.

Jeff:
So how this works is like you should be sharing your room with all prospects. Anyone who contacts you, you should be like, "Hey, let's start with our room and see how much that gets you." Then for more or less everyone as well, you can say, "In Rooms, there's this knowledge base, and you can use this knowledge base to answer any additional questions that may not be answered by our documentation."

Jeff:
For the people who you're going to allow to send you a security questionnaire, you can use our questionnaire response tool, and it makes it super simple and easy to answer questions in seconds instead of minutes or hours, to find the answer to a question. Then lastly is in Rooms, you can create a group of documents that are specific to a customer to allow for this customer audit scenario, where your highest value customers are going to get special treatment.

Jeff:
So using our room's product, our knowledge based product, our questionnaire response product allows you to scale your efforts across all of your customers. Instead of doing every single request one-off you do at once in Rooms, and then simply provide access to your customers and they can self-serve their documentation and their answers that way. Kyle's going to get into a demo in a little bit here, and he'll show you how easy it is to invite your customers. So it's an easy thing to scale getting customers in to our room to answer the questions around data security that they have. So we're at that point now where Kyle's going to jump in and give a demo of our product.

Kyle:
Awesome. I really appreciate it, Jeff. Thanks for setting the context. I've got to share my screen and then I want to walk you through ... Oh, I got to take over for you, Jeff, on the screen share ad then I'll walk you through some of our solutions that we're providing to tackle some of the problems that Jeff outlined earlier.

Kyle:
So our main goal and Jeff kind of alluded to this is there's some like niche solutions that help you respond to questionnaires, but our main goal is to help you be as proactive as possible. So when we're building products, we're thinking of how can we be proactive when we think about customer trust, how can we provide prospects and customers information they need before they ask for it or anticipate what they might need and ask for.

Kyle:
So that led us to building this product that we're calling Rooms. Rooms is a repository where you can create folders and you can upload documents to those folders. On the surface, it's pretty simple, but we allow you to create access groups for individual documents or folders themselves. The reason why this is meaningful and helpful is that it allows you to have one place where all your security documents are stored with our versioning system with the different documents.

Kyle:
You can make sure the documents are always the latest version, and you're not having sales team members or others without dated versions of your SOC 2 report or other reports sending those to prospects and customers. So all the information is stored in your room. It's up-to-date, kept up to date by your security team, your customer trust team.

Kyle:
So you upload a document, you put it in a folder for organizational purposes, you assign an access group, if it's pertinent. These access groups could just be locking off some more sensitive documentation, maybe penetration tests reports and they can also be used to create customer specific reports. If you have a VIP customer that has audit rights and you're going through a customer led audit with them, you're able to create a folder with the information that they need for that audit, and only they have access to it.

Kyle:
In order to grant access to your room, you can do that in one of two ways. So we allow you to share your room with specific email addresses and then you can determine which access level they have. We also allow you to share your room via a link.

Kyle:
So we have a lot of customers that use this option in a couple of ways. So PagerDuty, for example, post this link on their trust and security page on their marketing website, and that allows customers to self-serve access to their room directly from their website. Of course, it has to be approved by PagerDuty and not the customers themselves, but that requests can be sent directly from their website.

Kyle:
Another way that we're seeing our customers and our users use the link is by letting their sales team distribute this link to prospects. So if they're in the sales cycle with a prospect and they're at the point where they need to share security and compliance documentation, they can share the link with the prospect. They can be routed to one single place and then the security and compliance team can gate that access and let people in as needed.

Kyle:
Another thing that we're doing and that we're conscious of is managing the NDA process. So we allow you to bypass the NDA for customers or prospects that have already have one signed, but if not, they'll be presented with the NDA before they gain access to your room. Then there's two versions of the NDA. You can have a Clickwrap NDA or we integrate with DocuSign as well. It allows you to host the documents in DocuSign and use those documents to gate access to your room.

Kyle:
So I'll jump over and show you what the customer side of this equation looks like. So let me switch tabs here and then show you if you provide a customer or a prospect with a link, this is what that will look like. They'll get access to this page.

Kyle:
It'll give them a brief overview or summary of the documents that aren't behind access groups. These are the documents they would have access to once their request is approved, but they simply put in their email address, a message and they can request access to your room. Then on the administrator side, they're able to see those requests come in, be notified of those requests and grant access where appropriate.

Kyle:
This simplifies the process, it allows your customers to self-serve and it's all routed through one place rather than lost in email threads and chains in the sales cycle. Once you grant access to a customer they receive an email that's white labeled with your logo and your name, and then they're directed to a signup page where they're able to create an account, see the Rooms that they have access to. In this case, it'll only be the room for this demo account, but once they view that room, they're immediately presented with the nondisclosure agreement.

Kyle:
So this is a Clickwrap version, but if they scroll through and accept the NDA, they can then confirm and sign and then that grants them access to the room. You can see here, I have access to the folders that are made available to all invited or approved users. Because I wasn't given access to the folders that are hidden behind an access group, I don't see those here. From here, you're able to see, look through the documents.

Kyle:
For a lot of our customers, they have dozens, if not 100 plus documents in their room. So we provide the ability for your prospects to quickly search through. Are they looking for your ISO report or maybe they're specifically interested in your SOC 2 report, or maybe they're looking for your two factor authentication policy summary.

Kyle:
So we allow them to filter and quickly search on the documents to find the ones that they're most interested in, but once they download a document, that document opens and we automate the watermarking process. So their email address, as well as the timestamp is watermarked on every page throughout the document. This takes that process out of your hands and just really streamlines that effort in that process as well.

Kyle:
So from the customer side, that's how we are providing them with the information that they need as they're reviewing you as a vendor. One thing that I also want to talk about is as customers come in and they request access, are granted access and they download documents, we allow you the ability to track all of this activity. So you're able to see a list of all your documents, how many times they've been downloaded, when they've been downloaded.

Kyle:
Then if this was a live account, you would be able to see all of the accounts that have logged in and downloaded documents from your room. So you can see which companies are interacting with my room, which companies have downloaded documents, which have not and then just, this is really helpful to give you insight into the return on investment for a lot of these certificates and compliance frameworks that you are tackling from a trust and security perspective.

Kyle:
So this gives you insight into which of your efforts are providing the most value and being able to judge on maybe where you could rand out your room and add more documentation. So as people come in, the ability to track those metrics is key for our users. Another thing that I want to talk about is the ability to maintain an internal knowledge base.

Kyle:
We said that we want you to be proactive in sharing your room and documentation with users. What we found is that in doing that early in the sales cycle, a lot of times you prevent the need for a custom questionnaire, but sometimes a customer insists you have to, and you have to fill out the questionnaire. We provided a tool for you to keep a knowledge base up to date in Conveyor, so that you can easily respond to those questionnaires as they come in.

Kyle:
So we allow you to search through the knowledge base either using simple keywords, like maybe you could just search data at rest and that'll search through all your knowledge-based responses and it'll also search for information in your documents as well that you've uploaded to Rooms. But what we hear time and time again from customers and users is, well, I get asked the same question just in 20 different ways.

Kyle:
We also allow you to just copy and paste the question directly from the questionnaire that you're trying to fill out and we use natural language processing and machine learning to match the question, how it's asked from your customer to the question and answer how it's phrased in your knowledge base. So you can see that even if we ask a question in a slightly different way, we still are able to see those results.

Kyle:
They're sorted by our confidence that they're the right answer and the most relevant answers are at the top. When you click into an answer, you're able to easily copy that over to the questionnaire you're filling out, and then you're able to upvote and downvote in order for our algorithm to get better over time. So this knowledge base is a nice tool for you, when you do receive those custom questionnaires and you're having to respond to those and your team's having to respond to those.

Kyle:
One of my favorite things that we've built though, and this is really a key differentiator between what we're doing and what other niche solutions are trying to provide is we allow you to publish certain questions and answers from your knowledge base to your room. So if someone has access to your room and your security documents, we also allow them to see the customer facing knowledge base. So any one of these questions can be published to your profile and once you do that, anyone who has access to your room can now see the question and your answer to this particular security question.

Kyle:
The nice thing about this is, what we've heard from our customers and our users is a lot of times there's like a dollar value that below which, they're not able to commit resources to responding to custom questionnaires.

Kyle:
So sometimes they're actually losing deals in the sales cycle because they're not able to provide answers to custom questionnaires from those prospects because of the lower dollar value and account value. This allows them to self-serve the answers for their own questionnaires, from your knowledge base and from your room. So you might not be able to provide those answers for them, but you can point them to a spot where they can self-serve those.

Kyle:
So you can see that not all of my knowledge base is published to my profile, to my room, but much of it is and I'll show you what that looks like from the customer view. So as a customer, I come in here and I can look at your security and compliance documents, but I can also get answers directly from your knowledge base to questions that are important to me.

Kyle:
So continuing on with the data at rest example, I can search a keyword and find the answer directly from your knowledge base, and I can star that so that I can review all the ones that I've starred later. You might say, "Well, I'm interested in what SSO options they offer or what their policies are, and I can see here that OAuth as well as these other options in SSO are available for the application."

Kyle:
So I can go through and get answers to the questions I have directly from this customer facing knowledge base, and you, as the Rooms admin are in control of what they do and do not see from this view. The nice thing is after they go through and star, they can export those questions and almost self-serve their own questionnaire.

Kyle:
So that's another way that we're saying, you know what, our goal isn't to make you super efficient at answering questionnaires, although we do provide tools for that. Our goal is to prevent as many of these custom questionnaires as possible. Our goal is also to let you give prospects the appropriate amount of access that's needed for their deal size. So you can give them access to Rooms. You can give them access to the self-serve knowledge base and if they're a higher account and they insist on a custom questionnaire, we provide you tools to help you answer that custom questionnaire in a reasonable and fast way.

Kyle:
So those are the main things that I wanted to touch on. I'm happy to field any questions you might have in the Q&A process, and that's our Rooms offering and Rooms is inclusive of the searchable knowledge base, the customer-facing knowledge base, and providing you with the tools you need to build trust with your customers and prospects.

Jeff:
Thanks for the demo, Kyle. I have one feature that I really love that I was hoping that we might be able to demo, if you want to pull up your screen again. In the customer permissions section in your room, we'll often hear from information security and compliance team leads that towards the end of the quarter, the sales team is trying to get all of their deals done, and they want to know where's the customer in the process. Have they filled out the NDA, have they gotten access to the security documents yet?

Jeff:
They're trying to move their deals along. So at the end of the quarter, not only is the information security team trying to do all these things for the sales team, they're now fielding additional questions around, like, can you just tell me what my customer is up to? It makes it super easy for them to have this information, yes, your customer has signed the NDA and they have access to the room, or no, they haven't signed the NDA. You need to encourage them to do that and get access to the room. So could you show that off?

Kyle:
Yeah, that's a great call-out. So I'll show you what that looks like. Like I said before, we do have the dashboard and you'll be able to see metrics at an account level, like which accounts have downloaded documents. You're also able to see at the individual level, prospects that you've sent invites to, or have requested access, which ones are still pending signing the NDA and which one have signed it and actually been granted access to your room.

Kyle:
Was the NDA verified externally, or was it signed in the Conveyor product, the Rooms product, and if so, you can view which version of the NDA was signed. So you can see at an account level, how many times they've downloaded, what their most recent activity is, and you can also see at an individual contact level, who's actually got into the product and gone through the NDA process and been granted access to the room. So to your point, Jeff, it's really helpful to just be able to check in and see where people are at and make sure that people you would expect to have access to the room have actually gone through that process and downloaded documents from you.

Jeff:
Awesome. Thanks. I think there's a question that we have. I can pull up that-

Rebecca:
Actually, I can see some of the questions that are coming in. So I did get one from an attendee asking for the Conveyor products, like how does pricing work?

Kyle:
That's a great question. So I can kind of jump in here and Jeff, you can add color as well. So we actually post pricing on our website and Rebecca can drop that link in the chat, but what we've done is we provided like a free level of access for our different products. This allows you to get in and start using the product and finding value out of it right away. So for Rooms, we allow you to upload documents and give access to your room. We do gate some of the white labeling features and the customer-facing knowledge base and the internal surgical knowledge base. So there are features that are paid because they are going to really help you augment your workflow, but for Rooms and our other areas of the product, we do offer a free tier.

Kyle:
So there's a free tier and then there's a paid tier. The paid tier is based on the amount of companies that you're sharing trust with and that you're building trust with. So if you are connected with a company who has access to your room and they are able to self-serve the information they need, that would be a connection. That connection is at the company level.

Kyle:
So it's not individual users that you invite, it's at the company level. So if your company is interacting with another company, we charge you per connection. So that connection pricing allows you to scale your usage and allows the pricing to scale with the value that you're actually getting out of the product. So that's how we run pricing. Yes, the link has been posted. Jeff, is there any color additional details you wanted to add to that?

Jeff:
I think the one other thing I would add is like, Conveyor is working on building out this network and part of it is building trust with your customers and the other part of it is ensuring that your vendors are trustworthy. So on our free tier, we have a very robust vendor management functionality that makes it super easy for you to evaluate your vendors and their data security practices. So you can easily get access to their Rooms, or if they don't exist on Conveyor today, you could easily request some documentation that they could then upload to a room and you could get secure access to it.

Jeff:
So I think one of the more interesting things about the Conveyor solution compared to some of the other solutions that exist out there is that we have this free vendor management solution that as a company that cares about data security, you can do that diligence that you need to do really easily.

Kyle:
Yeah, and that kind of ties into another question that we received is how is Conveyor's questionnaire response functionality different than the other tools out there? So there are a number of tools in this space that help you respond to questionnaires. A lot of them are general RFP tools, like Loopio or RFPIO. What we're doing is we're actually taking a little bit more of a holistic approach to customer trust. We're not exclusively focused on only building a tool to allow you to respond to questionnaires.

Kyle:
Our intention is to help prevent as many of those custom questionnaires as possible. So our motivations are a slightly different than a lot of competitors in the market. We want to allow you to be more proactive and provide value and information before you get to the custom questionnaire stage, and that's where Rooms lives, that's where the customer-facing knowledge base lives.

Kyle:
Like I said, we've seen a lot of success in preventing custom questionnaires for some of our customers by providing these more proactive solutions. So I think that's the biggest differentiator is we allow you to be more proactive and prevent questionnaires before they come in, aside from the vendor management module we offer for free. But like I said, sometimes, customers and companies will insist that you fill out their version of a questionnaire and we do provide tools that are similar to those in the marketplace to allow your team to respond to those.

Kyle:
Our differentiator is we're thinking of it holistically, and we want to prevent as many questionnaires as possible, and we want to get to a world where you're able to provide trust in such a meaningful way that it is allowing you to not spend the time manually responding to questionnaires.

Jeff:
I think we skipped over a part of the webinar, and I'll quickly share my screen one last time because there's this quote from PartnerStack that talks about what you were just talking about. So Mike Kim, who's the data security and compliance manager at PartnerStack said, "Rooms is one of the biggest lifesavers for us. It's cut down the time that I spend on RFP requests by 60% and has improved our sales cycle, changing the lead time to instant."

Jeff:
So what he's talking about there is using Rooms to answer people's questions proactively through the documentation they get or the knowledge-based answers that exist there. He doesn't have to respond to as many RFP requests or the requests that he does have to respond to, he can respond to quicker, or they have less questions because they are able to answer those questions themselves.

Jeff:
So we're really about making responding to questionnaires easier and eliminating that when possible as opposed to some of the other tools that exist out in the market. So I thought that was a great success story. Then Census talked about how sharing their information security documentation in a much more efficient manner has allowed them to unblock revenue and close deals faster.

Jeff:
Hayk who is at Census, was previously at Fivetran and said that he can't believe that his previous companies didn't have something like this. So just a couple of notes of success from some of our customers. We hope that you give Conveyor a try. It takes a couple of minutes to just set up your room with your documentation and your NDA and send out to a customer and you can actually get started today for free. So if you go to conveyorhq.com and sign up, you can get instant access and start setting up the tool and using it today.

Rebecca:
Awesome. Thank you so much, Jeff and thank you, Kyle, as well. I think this is a great overview of what Conveyor can help people do and like you said, Jeff, it's a highly competitive market out there. So anything that can help you simplify the sales process, make it more predictable and build trust with customers earlier in that sales cycle is definitely a benefit to any growing company these days.

Rebecca:
So with that, we will wrap it up, give you a few minutes back to your morning and this webinar will be posted online. So look forward to receiving a link for that in your email later today and if you have any questions, feel free to email us at sales@conveyorhq.com. If you want to get started with Conveyor today, like Jeff said, just go to our homepage, conveyorhq.com, and there's a link to get started for free right there. So thank you again. Kyle and Jeff are our wonderful presenters and we'll see you on the next webinar.






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