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.

Beyond the inconsistency, the manual nature of the process created a hard ceiling on what one value engineer could accomplish. Spreadsheet-based approaches are difficult to distribute at scale and even harder to maintain.

I don’t like rolling out manual spreadsheets to a wide go-to-market organization. It just doesn't work well.”

Dylan Krieger
Head of Business Value, Drata

With 70-plus sellers and an ambition to touch a much larger percentage of pipeline, Dylan knew he needed a platform that could extend his reach without extending headcount.

I needed technology to supplement my approach. We're not going to scale with a team of 10 value engineers. We're going to grow with technology to get value messaging out wider across our organization."

Dylan Krieger
Head of Business Value, Drata

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.

Ecosystems leads with their services and their people. That's a really strong value proposition, especially as an army of one. I need people at my back to be a force multiplier."

Dylan Krieger
Head of Business Value, Drata

The Rollout

Drata’s implementation followed a structured, phased approach designed to maximize simplicity and early adoption.

The first phase focused on building the value framework in Ecosystems. Dylan worked closely with the Ecosystems team to convert existing materials into a seller-friendly format. The guiding design principle was ultra-simplicity: if a calculation had more than two or three variables, it would create friction rather than remove it.

A pilot group of roughly 10 to 15 sellers then tested and validated the framework over approximately six weeks. Their feedback informed updates to the templates and deliverables before the broader V1 launch in February 2026, branded internally as the Drata Value Architect program, to 35 to 40 enterprise and large commercial reps.

Executive alignment was built in from the start. Getting GTM leadership behind the initiative gave the program organizational weight that extended well beyond a single team.

If you have a tone at the top established with your CRO, COO, CFO, messaging that out to the field is very cohesive. It's not just one person in a silo."

Dylan Krieger
Head of Business Value, Drata

Adoption

Two months after the official V1 launch, adoption is tracking strongly across the Drata Value Architect program. Every seller in scope has created an account and built at least one Business Value Assessment. From there, the distribution breaks into three segments.

Output reports, not login activity alone, are the primary adoption metric. Results from the leading cohort are shared regularly in go-to-market All Hands and dedicated Slack channels to build momentum and, as Dylan puts it, “create a little bit of FOMO.”

Results

The early results are a strong signal that the approach is working.

Enterprise deals with a Business Value Assessment attached are closing at approximately 2.5x the win rate of deals without one. The average selling price on the same cohort of deals has increased approximately 2x.

Dylan tracks these metrics in a Salesforce dashboard and communicates them regularly across the organization, including monthly go-to-market All Hands and dedicated Slack channels. The cadence keeps both the executive team and the field informed as results accumulate and reinforces momentum across each adoption cohort.

Looking Forward

The next phase for Drata is extending the value framework into Customer Success through value realization. As the company matures, customer expectations for measurable, quantified outcomes are growing sharper. Dylan sees value realization not as an optional enhancement but as a strategic necessity for protecting and growing net revenue retention.

Our customers are maturing, and their expectations for tangible, quantified business outcomes are coming to fruition right now. If you can do it effectively, you're going to become much more sticky as a vendor and be seen as a trusted partner."

Dylan Krieger
Head of Business Value, Drata

On the AI side, Drata is building toward an agentic value workflow where a V1 value hypothesis is generated automatically after a sales call and delivered to the rep as a starting point for the Business Value Assessment. Dylan sees native integrations between internal agents and the Ecosystems platform, including potential Slack-native workflows, as a meaningful near-term step toward scaling value articulation further without adding headcount.

Community

Dylan has been an active participant in the Ecosystems Customer Value Community, including the in-person Elevate event. For a value practitioner who often operates as the only person in their organization who fully understands the discipline, the community provides something that can be hard to find internally: peers who are solving the same problems at the same time.

The value space is very tightly connected and small. Within your organization, people don't really understand what you do. It's refreshing to come to a place with peers who think like you do, share best practices, go through the same problems, and solution together."

Dylan Krieger
Head of Business Value, Drata

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.