No longer letting a security questionnaire decide for you.
- Industry
- Cybersecurity
- Market
- United States
- Headcount
- 150 employees
I got a serious amount of time back. For a sales rep, that's not just comfort: it's time reinvested to hunt and close new deals.
The context
Ox Security sells application security to buyers who do security themselves. The questionnaires that arrive are dense, and they land on salespeople who already carry a pipeline. When answering requires expertise that is not available, the deal is not lost in competition — it stops before that. Dan Zekri's quote is about time coming back — but what that time buys matters more than the time itself.
Before AIRFP
Security questionnaires were left unanswered
The most complex cybersecurity questionnaires called for expertise that was not available when it was needed. Unable to answer, the team dropped some bids — which is to say lost them without ever competing.
Four days to coordinate a technical response
Bringing the different teams' contributions together took four days on average. In a sales cycle, that delay is paid twice: in calendar, and in the prospect's attention.
30% of sales time absorbed by follow-up
Managing and chasing questionnaires took up close to a third of the sales team's time. That third was not prospecting and not demoing the product.
A permanent dependency on internal experts
The same security engineers were pulled into every bid while their core work was already at capacity. The ability to respond depended on their availability, not on the value of the deal.
What changed
The specification is read before it is accepted
A full specification is analysed in a fraction of the time it used to demand. The team immediately assesses whether it can cover the technical requirements, and the Go/No-Go decision rests on facts rather than a hunch.
Compliance questionnaires close within the day
Compliance and security answers are produced and then reviewed, instead of written from scratch. Internal experts' time moves from drafting to validation — which is where it is worth the most.
Sales time goes back in front of the customer
What salespeople no longer spend coordinating answers across departments, they spend on demos and customer support. Answering a tender stops being an opportunity cost on prospecting.
The proposal argues the case, it does not just fill it in
Generated proposals lead with Ox Security's strengths as they map to each customer's own requirements. The response stops being compliant and interchangeable and becomes an argument.
The capabilities that address this
- Questionnaires and Excel grids
The grid is handled in its original format, row by row. Rows your knowledge base covers come back with their source; the rest stay empty and visible.
See the capability - Bid Assistant
An assistant briefed on the bid: prospect context, recent news, points to watch, without leaving the platform to hunt the information down elsewhere.
See the capability - Go/No-Go
The bid is scored against your own criteria before the team commits. You know whether it is worth the weeks it will cost.
See the capability