When it comes to closing a sales deal, trust and security are often just as important as the product or service you’re selling — sometimes even more important. The reason is simple. Before bringing you on as a new vendor, customers need to be confident that you’re a safe and secure partner.

The challenge is proving your security posture quickly, without dramatically slowing the deal. To keep a deal moving, you need a safe, seamless, and simple way to communicate your security credentials.

We’ve recently revamped Trust Page, a core part of Trust Exchange, to help you do this more effectively and efficiently than ever before. With a Trust Page, you can instantly showcase your security posture and prevent customer security audits from derailing deals.

Why trust matters in B2B sales

Communicating your security posture can be a complex and labor-intensive process. You want your prospective customers to trust and have confidence in your security processes, but different customers require different information, and just as one request is complete, the next five land on your desk.

Anyone who’s been involved in security questionnaires over the last decade will know this moment—you receive a 500-question spreadsheet that requires input from multiple stakeholders in your business. Answering promptly is essential for the deal, but do you have the capacity to pull it off? With a Trust Page, you do.

Trust Pages provide your security and sales teams with a streamlined, proactive way to share security documentation, compliance badges, previously completed questionnaires and other information with buyers. With a Trust Page, the burden on your security team is dramatically reduced and the buyer’s security team has the information they need instantly, helping your sales team close deals faster.

Setting up a Trust Page takes less than five minutes. Trust Pages are included with Trust Exchange, UpGuard’s free product that reduces the questionnaire burden on security teams.

Inside your trust page

We’ve redesigned Trust Pages from the ground up. We’ve prioritized quickly communicating essential information, while giving you the tools to highlight your brand and showcase your security story.

Customizable branding

Add a logo and a header so that your Trust Page reflects your company’s brand.

Security and compliance section

Highlight your UpGuard security rating in real-time alongside the industry average as your benchmark. Display your compliance badges like GDPR, HIPAA, SIG, and over 30 other badges.

Resources

Add additional resources so you can share relevant security questionnaires (e.g. ISO 27001 questionnaire, Multi-Framework Questionnaire, SIG Core Questionnaire) and other documents like SOC 2 Type 2 Reports, information security policy, and more.

‍Access protection and seamless sharing

Control which current and potential customers can view your documents and questionnaires. Include a one-click NDA for an additional layer of security. Share your Trust Page with a single custom URL.

How your trust page reduces sales friction

“We went from manually answering 300 question questionnaires to just sending an email with our Trust Page. Our internal and external partners get the information they need in a few seconds, without the need for a questionnaire. We’re now saving 30 hours every week and our team is 70% more efficient.”

– Kyle Vallido, Senior IT Third Party and Client Security Assurance Analyst, AECOM

Think about the typical B2B buying cycle. A prospect requests security documentation from your account executive or asks that a security questionnaire be completed. Your account executive asks your security or GRC team to complete the questionnaire and include the documentation requested from the prospect. Your security team then reviews the request and asks the prospect to sign an NDA (if they haven’t already).

At the same time, your security team now has to complete the questionnaire for the deal to move forward. The questionnaire itself could take anywhere from days to weeks to complete — it’s not the only questionnaire they have to answer and certainly not their only priority. Plus, there might be sections that need input from Legal, IT, Engineering, or other functions.

This process happens several times a week and becomes infinitely more complex with lengthy questionnaires and intricate questions.

With a Trust Page, your sales team can often skip or significantly reduce this process by consolidating all your security documentation and questionnaires into one, easy-to-share page. Instead of a lengthy data-gathering process requiring multiple teams, your account executive can simply send one email with a link to your Trust Page.

Prospects click on the link, access the page, digitally sign an NDA, and instantly have access to all of the security information they need, like your questionnaires, documents, certifications, and security rating.

What was a manual and burdensome security exercise is now a straightforward, repeatable process and security communication is transformed from an impediment to a competitive advantage.

How to get started

Ready to get started with your own Trust Page? Trust Exchange is free to use. You can sign up now and start building trust with your buyers and accelerate your sales deals. If you’re an UpGuard customer, simply log in, go to the Trust Exchange section, and proceed to your Trust Page where you can get started in just a few minutes.