Drata: Enhancing Go-to-Market Strategies with Office Hours

Overview

Drata is a security and compliance automation platform that continuously monitors and collects evidence of a company’s security controls, while streamlining compliance workflows end-to-end to ensure audit readiness. Andy Lihani, Group Product Marketing Manager at Drata, shares his experiences working with the Office Hours team.

Context

Drata is a leading provider of security and compliance automation. The company's platform features an autopilot system that allows automated monitoring and evidence collection along with actionable insights, reports, alerts, and SaaS integrations among others, enabling enterprises to build trust, accelerate sales, and scale their businesses securely.

Andy Lihani, Drata’s Group Product Marketing Manager, sheds light on the important role Office Hours plays in shaping Drata’s product roadmap, pricing strategy, packaging, and overall market positioning.

Challenges

Prior to Office Hours, reaching out to customers for feedback meant coordinating with customer success managers (CSMs) and account executives (AEs), navigating internal approvals, conducting customer outreach, then finally scheduling the interviews. All together, this required significant time investment from the team.

Additionally, Andy noticed that feedback from active and happy customers can sometimes be biased, creating a hurdle in building a balanced feedback loop.

Solution

Drata tapped into Office Hours, a platform that condenses feedback loops by providing a direct, independent, and scalable channel to Governance, Risk, and Compliance (GRC) experts and ideal client personas (ICPs).

After a sequence of successful projects on Office Hours, Andy now sees the platform as an extension of his team and a research arm through which he can access a wide range of profiles, including prospective customers.

Additionally, the Office Hours platform offers an intuitive UI/UX, making the expert vetting process seamless compared to traditional expert networks.

Result

While the initial engagement with Office Hours focused on testing Drata’s pricing and packaging, it quickly became clear that the platform had broader applications including product development, positioning, messaging test, building new personas, and identifying market trends.

Drata's journey with Office Hours showcases a transformative impact on their research process. From removing bias in customer feedback to speeding up feedback cycles, Office Hours has become an important tool for Drata to stay agile, informed, and ahead of market trends.

Interested in learning more? Contact jason@officehours.com.