Growth!

Competitive

100

Who is the largest competitor for the Growth Stage? 

Drata (EW!!!!!)

200

Which competitor comes up the second most in Growth stage deals? 

Secureframe

300

YTD, what is the Growth stage win rate against Drata? 

A) 75% 

B) 65% 

C) 69% 

D) 80%

C) 69% 

400

This year (Jan 1 - Present), what is our win rate against Drata for 21-100 HC vs. 101-200? 

A) 21-100: 70% 101-200: 66% 

B) 21-100: 73% 101-200: 87% 

C) 21-100: 66% 101-200: 69% 

D) 21-100: 71% 101-200: 67% 

B

21-100: 73% 

101-200: 87% 

500

What is the top overall loss reason for Growth stage? 

BONUS: What's our overall win rate for Growth stage? 

Budget Constraints (followed by lack of immediate need, went dark) 

BONUS: 37% 

Security Maturity

100

In a survey to customers, where did most growth stage respondents rank themselves on the NIST maturity tiers?

Partial – 34%

Risk-Informed – 31%

Repeatable – 21%

Adaptive – 14%

200

In a survey to customers, what did growth stage respondents rank highest as the primary driver for security investments?

A) Meeting compliance requirements

B) Responding to customer/vendor security demands

C) Reducing security risks and incidents

D) Scaling internal security practices 

E) Preparing for future certifications

Reducing security risks and incidents – 88%

Followed by: 

Responding to customer/vendor security demands – 76%

Meeting compliance requirements – 71%

Scaling internal security practices – 56%

Preparing for future certifications – 32%

300

In a survey to customers, what did growth stage respondents rank highest as the biggest challenge in improving security maturity? 

Limited time and resources – 54%

Followed by: 

Balancing compliance vs. security priorities – 41%

Lack of internal expertise – 37%

Manual processes – 32%

Getting executive buy-in – 15%

400

List a few themes of what Growth stage organization wish they knew earlier in their compliance journey?

• The time investment required for compliance

• Importance of automation and centralization
• How quickly security demands grow as the company scales

500

What % of Growth Stage organizations update their security policies annually? 

A) 20% 

B) 66% 

C) 55% 

D) 76% 

76% (17% say they update every 6 months) 

Organization

100

What is the most common framework obtained by Growth Stage customers? 

SOC 2

200

What follows SOC 2 as the next top frameworks obtained? 

ISO 27001, GDPR 

300

At what headcount does a Susie Security join Growth stage organizations?

100

400

True or False? The typical growth stage tech stack includes Crowdstrike? 

False

Typical tech stack: Google Workspace, GitHub, AWS, Slack, Jira, Office365, Azure, HubSpot, Notion, Zoom

500

Growth stage organizations manage how many more vulnerabilities than startups? 

a) 55

b) 176

c) 350

d) 280 

D) 280

Growth Deals

100

YTD, of our top 5 growth stage deals (highest ARR), what was the top industry? 

Healthcare 

200

What's our average Growth Stage won ACV? 

$18.4k

300

What's the average Growth stage deal cycle?

32.4 days 

400

What are the top 3 reasons Susie Security choses the Growth package? 

1. Security Questionnaire Automation 

2. Risk Management (Advanced) 

3. Access Management (Advanced) 

500

What's the median discount rate for Growth stage?

-29%