Introduction

Drata is a leading trust management platform that helps organizations achieve and maintain compliance across security frameworks including SOC 2, ISO 27001, and HIPAA. As one of the fastest-growing companies in the GRC space, Drata has scaled rapidly since its founding in 2020 and is now maturing its go-to-market motion to match the rising expectations of an increasingly sophisticated customer base.

When Dylan Krieger joined as Head of Business Value in July 2025, the company had significant sales momentum but lacked a standardized approach to value articulation. Dylan was brought in specifically to build that capability from scratch, working as a team of one within a fast-paced, high-growth environment. From the beginning, it was clear that technology would need to carry much of the weight.

The Challenge

Drata’s sales organization was growing quickly, but value messaging varied widely across the team. Some sellers had access to legacy spreadsheets. Others were using general-purpose AI tools to piece together business cases. There was no shared framework, no standard output, and no scalable way to bring rigorous value conversations to a larger percentage of deals.

Dylan described the environment he inherited:

Why Ecosystems?

Dylan evaluated several value platforms before selecting Ecosystems. Three factors made the difference.

The first was the technology itself. Ecosystems offered a depth of capability, including recent investments in AI and ViViEN™, that Dylan considered ahead of what else was available in the market.

The second was the customer base and track record. Ecosystems is deployed at many of the largest organizations in the enterprise software space, which gave Dylan confidence in the platform’s reliability and maturity.

The third, and perhaps most important for a team of one, was the services model. Dylan needed more than software. He needed an implementation partner who could help build out the framework, develop templates, and support adoption with proven best practices.

Thomas Lahaussois, Technical Director, Strategic Alliances at Liquidware found that two key areas really stood out during implementation:

1. Flexibility

‍Ecosystems platform is customizable and not reliant on only one individual, ensuring it will sustain over time.

2. Value Consulting & Value Engineering Services

‍Ecosystems’ Value Consulting & Value Engineering teams were able to “truly understand [Liquidware’s] solution technically and the benefits that it drives,” with Jenna noting that “the details and specificity has been truly impressive.” The Ecosystems team also challenged Liquidware’s initial thoughts and calculations, which helped them refine the process. Jenna explained that, “if we were working with any other team or working on our own, we may not be where we are and we may not have as strong of a final product.”

Early Benefits

Standardizing Value Narratives

‍One of the most immediate wins was replacing ad hoc spreadsheets and “back-of-the-napkin math” with a polished, consistent output sellers could rely on. The professional presentation of Ecosystems’ business cases elevated the credibility of the value story, not only with prospects, but internally across the sales team.

The standardization also removed friction: sellers no longer needed to reinvent frameworks or manually rebuild calculations. They could focus on discovery and customer alignment, while the platform ensured the story remained clear, defensible, and on-brand.

Boosting Seller Confidence

‍The Liquidware team explained that one of the biggest differences they see is “the attitude and approach that our sellers have with our customers.”  The business cases helped them articulate financial impact with far greater clarity, giving them the confidence to engage executives earlier and more assertively.

Conversations started to feel less like product pitches and more like strategic discussions. Sellers felt supported by a consistent model that they knew reflected real, defensible benefits—something they could stand behind with conviction.

This gives sales reps “renewed confidence, not just in our technology, but in what it gives the customer – and that’s priceless because you can feel it with sellers. They can go into customer calls with the confidence of saying, ‘Yes, we can definitely have an impact on your financials.” – Jenna Hicks, Vice President of Client Engagement at Liquidware

‍Co-Defining Value with the Customer

‍Moving from static ROI slides to live, co-created value assessments fundamentally changed how customers engaged. Sellers reported that customers leaned into the process, offering inputs, asking deeper questions, and ultimately shaping a shared narrative.

Results & Early Impact

Within months of implementing Ecosystems, Liquidware began seeing concrete results that validated the shift to a standardized value approach.

One standout example came from a seller who used the platform to illustrate that the customer’s first-year savings alone would pay for a three-year agreement. This clarity led the customer to commit upfront to the full term—tripling the revenue of the opportunity.

Across the field, sellers began introducing value earlier and more proactively, helping Liquidware shape the narrative from the first conversation instead of being added later in the evaluation. The company identified five specific points in the sales cycle where value now plays a role, from initial discovery through renewal, which is helping reshape how the team approaches deals of all sizes.

Importantly, the internal culture also began to shift. Sellers moved from relying primarily on technical expertise to developing a more strategic, consultative posture. The platform became not only a tool for ROI, but an anchor for more sophisticated customer engagement. They’re also reimagining how they can improve their solutions to drive greater customer value and more opportunities.

Building a Foundation for Value Realization

Liquidware operates on a subscription model, which makes ongoing value justification essential. The team sees Ecosystems as the foundation for delivering on that promise.

With the CVA, Liquidware can project value during the sales cycle and later return to those same metrics to validate year-over-year impact. This creates accountability, transparency, and a more collaborative customer relationship.

In the long term, Liquidware expects this closed-loop process to inform product strategy, highlight areas where customers expect additional value, and even uncover new opportunities based on real-world outcomes. The shift isn’t just operational; it’s cultural, encouraging deeper partnership and continuous improvement.

About Drata

Drata is a trust management platform that automates compliance workflows across security, privacy, and data protection frameworks. Founded in 2020, the company has grown rapidly to serve thousands of customers across industries including technology, financial services, and healthcare.