Kevin Kriebel, SVP of Global Partnerships at Drata
Discover how Sagetap has helped Drata move upmarket, drive faster sales cycles, and close one of the biggest deals in company history.
August 14, 2025
This Vendor Spotlight features Kevin Kriebel, SVP of Global Partnerships at Drata, who shares how the compliance automation company has used Sagetap to expand into the enterprise. By targeting high-intent buyers and refining messaging for new use cases, Drata accelerated its sales motion — achieving 2X ROI on annual contract revenue and 5X on total contract revenue, and closing one of the biggest deals in company history through the platform.
Key Takeaways
- Initial Focus on Startup Buyers: Drata’s go-to-market was built around inbound interest from Series A–C startups, often driven by Google searches from founders looking to meet enterprise compliance requirements like SOC 2.
- Expansion Into the Enterprise: As Drata moved upmarket, they needed broader exposure. Sagetap filled that visibility gap, helping them reach enterprise buyers without changing the product itself.
- Highest Revenue ROI of Any Channel: Of all third-party platforms tested, Sagetap delivered the most revenue. Drata saw a 2X ROI on ACV and a 5X ROI on TCV — making it their highest-performing channel for new business.
- Outbound on Sagetap Beat Inbound Performance: By filtering for verified buyers with active needs, Drata’s outbound messages on Sagetap converted better than inbound interest, leading to a more effective, sales-led motion.
- Sourced and Closed a Top 10 All-Time Deal: A Sagetap connection led to one of the company’s top 10 deals in company history (by both ACV and TCV), which closed 40–50% faster than their average upmarket sales cycle.
Full Transcript
Kevin: My name's Kevin Kriebel. I'm the SVP of Global Partnerships at Drata.
Drata is in the security and compliance space. We've been around for four and a half years. Pretty fast-growing company, got to a hundred mil at the end of year four.
We have traditionally built this SOC 2 automation play for down market to help companies, series A, series B, series C, accelerate their path to compliance, to be able to accelerate their go-to market. Need SOC 2 to be able to sell the enterprise. But what's evolved over the last 9-12 months, thanks in large part to the help that Sagetap has provided us, is moving up market, which wasn't really a gap in the product necessarily, but more so in our marketing, and our reach across the market in terms of who we were getting in front of.
Sahil: Very cool. How have you brought Drata to market?
Kevin: Mostly it was marketing. It was companies, again, series A, series B, earlier stage Googling, What is SOC 2? Hey, I'm trying to sell to some big bank or some Fortune 500 company, and they're asking me for my SOC 2. I'm not a security practitioner. We don't even have a CISO or our security team is run by a CTO or a VP of engineering. And so that was how it was done traditionally.
Now as we move more and more up market, field marketing becomes more important, product marketing becomes more important. And those are things that we have in this kind of transition period of moving from down market, up market, have looked to third parties to help us supplement that, of how do we get more exposure to those type of companies, and we've tried a lot.
Sagetap has by far been not just the largest ROI in terms of dollars spent to dollars booked as a company, but actual dollars booked as a company has been by far the largest increase to what we've seen out of all the different third parties that we've worked with, and Sagetap has been massively important to everything we've done.
Sahil: Super cool to hear. So could you tell us a little bit about how you use Sagetap at Drata?
Kevin: We have a few different kind of business outcomes that we're looking to solve for companies. We acquired a company called SafeBase earlier this year in February, so that became a new outcome that we were trying to solve for enterprise, so basically making those as campaigns and then putting those out there to attract inbound interest.
We then started doing some prospecting of our own on Sagetap, so going through the marketplace itself to look at filters of saying, Hey, is this person a verified buyer? Meaning have they bought something through Sagetap before? Do they have some type of live real-time problem that we can solve for? and reaching out. We actually had a higher conversion on the folks we reached out to as opposed to the folks that reached out to us, which we were a little surprised by. We've basically been doing this as like a sales-led thing as opposed to, where we'll probably start to evolve and incorporate an addition to sales led is having product marketing use this to experiment with different messaging and different things that we're bringing to market, things that are in beta, et cetera.
The next stage for us using Sagetap is starting to get into that as our new remodeled marketing team comes online and is starting to take over for a lot of the stuff that the partnerships org has managed Sagetap historically.
Sahil: And in terms of sales, what has ROI looked like to date?
Kevin: Every dollar that we've spent on Sagetap, that we've given to you guys, we've gotten $2 back in terms of ACV that has been closed-won, that's new logo for us. TCV, it's five to one. So for every dollar we've given Sagetap, we've gotten five to one. 500% is pretty great for us. We don't have anything else that has that high of a return, especially on TCV, on the ACV as well is incredibly high for us.
Again, our focus is very much how do we go after these upmarket customers, we've certainly seen customers come to us from Sagetap as little as 10 employees all the way up to tens of thousands of employees.
But Sagetap actually sourced one of our 10 largest deals in company history, which for a company that went from one to 100 million in three and a half years in ARR, and continues to kind of be on this insane rapid-scale pace, to have Sagetap have sourced one of the 10 largest deals in company history, and that is from an ACV and a TCV perspective, is really cool.
That deal, by the way, took us 40-50% of what our typical deal cycle is. That shows we got a deal that is one of our 10 largest and moved faster by 2X than our average deal size in the upmarket. So just incredible results that we've been able to get out of using Sagetap.
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