Fortinet Reduces Security Questionnaire Workload and Speeds Global Sales with SafeBase by Drata
Challenge
- Responding to security questionnaires for 800K+ customers was manual and fragmented.
- GRC and sales teams relied on disjointed emails and Excel files to handle customer security requests, a manual process that caused challenges for response times and introduced inconsistent information sharing risk.
- Repetitive NDA reviews and document distribution challenged Fortinet’s go-to-market motion.
“Imagine responding to questionnaires from customers all over the world, each asking about different frameworks and data protections. It became incredibly challenging to manage through emails and spreadsheets.”
Solution
- Adopted SafeBase Enterprise Bundle featuring Trust Center Premier, AIQA Pro, and Published Product Portal.
- Enabled self-serve access to trust documents via a branded portal with click-through NDA.
- Integrated Salesforce to automate access provisioning and approval workflows.
“Continuing to build on Fortinet trusted processes, we wanted a platform where customers could self-serve and access our policies, certifications, and reports safely. SafeBase made that effortless.”
Impact Highlights
Accelerated Sales Velocity Automated trust workflows shorten the cycle from questionnaire to deal closure.
Centralized Trust Operations All compliance assets—SOC 2, ISO 27001, DPAs—consolidated in one secure portal.
Strengthened Customer Confidence Buyers gain transparent, on-demand visibility into Fortinet’s security posture.
Expansion into new markets Supported Fortinet’s expansion into new and global markets through fast, scalable trust operations
Background
Fortinet, a global cybersecurity leader and driving force in the evolution of cybersecurity, protects enterprises, service providers, and governments worldwide. With over half a million customers depending on its solutions, maintaining and demonstrating trust at scale is a core priority. As the company grew, its Governance, Risk, and Compliance (GRC) team faced challenges in keeping up with the multitude of customer security questionnaires and vendor due-diligence requests.
Each request required cross-team coordination, legal reviews, and manual report sharing. Responding to every inquiry individually by email or spreadsheet became unsustainable. Sensitive reports like SOC 2 audits had to be distributed manually, creating inefficiencies and increasing risk of uncontrolled sharing.
Recognizing the need to maintain speed and consistency while ensuring secure, accurate information sharing, Fortinet sought an automated, self-serve solution to streamline trust assurance and empower customers to securely access compliance documentation on demand.
“Trust is the new currency. Our customers need to know their data is safe and handled with integrity—that’s the foundation of our business.”
Streamlining Customer Trust and Access Control
Before SafeBase, Fortinet’s GRC and sales teams spent countless hours manually distributing reports, redlining NDAs, and fielding repetitive customer requests. Each trust inquiry involved multiple handoffs between security, legal, and account teams — often stretching response cycles into weeks.
With SafeBase, Fortinet replaced this fragmented approach with a unified Trust Center that provides secure, self-serve access to compliance documents like SOC 2 Type II and ISO 27001 reports. The Salesforce integration was key, automatically validating customer records and granting appropriate access. Customers can now instantly sign a click-through NDA and download approved reports in minutes, eliminating unnecessary back-and-forth and legal dependencies.
This automation reduced turnaround times, improved data control, and strengthened customer trust. Fortinet’s team regained valuable bandwidth to focus on higher-value compliance and risk management priorities.
“We took a customer-centric approach. Now, iInstead of sending reports by email, our customers can log in, sign the NDA, and access everything they need. It’s seamless.”
Expanding into New Markets with Trust
Fortinet’s customer base spans every major region, and maintaining a consistent trust communication standard globally was a growing challenge. SafeBase’s Enterprise Bundle and Premier Trust Center provided the scalability needed to standardize security and compliance communications across all markets.
Fortinet securely extends trust access to customers worldwide without risking overexposure of sensitive data. This centralization ensures every customer — regardless of geography — receives the same accurate, up-to-date trust documentation instantly.
By consolidating all trust materials in one platform, Fortinet reduced operational friction and improved visibility across its global compliance ecosystem. The proactive transparency signals to customers that Fortinet takes data protection and governance seriously, reinforcing its reputation as a trusted cybersecurity leader.
“At the end of the day, securely extending trusted data access to our customers has helped Fortinet grow our business into different markets — in global markets all over the world.”
What SafeBase by Drata Unlocked for Fortinet
SafeBase delivered measurable operational impact for Fortinet’s GRC and sales teams. By consolidating trust materials into one centralized platform, the team reclaimed significant time once spent chasing down information across departments and filling out manual spreadsheets. That time is now redirected toward higher-value governance and risk initiatives.
SafeBase also accelerated Fortinet’s go-to-market motion. Previously, responding to customer questionnaires and gathering inputs from multiple departments could take weeks. With SafeBase’s self-serve Trust Center, customers can now access validated reports instantly, reducing delays and speeding sales cycles.
“With SafeBase, Fortinet has become more efficient and responsive to our customers’ trust needs—continuing to strengthen our customer-first approach and global security reputation.”
Future Outlook
Fortinet is already seeing strong internal enthusiasm for SafeBase’s AI-powered questionnaire automation and plans to make it a larger part of its trust strategy moving forward. The GRC team has begun using the AI QA capability to streamline responses to RFPs and security questionnaires, and early feedback — especially from sales — has been overwhelmingly positive.
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Chart Your Course
Navigate to new worlds of trust with Drata.
Chart Your Course
Navigate to new worlds of trust with Drata.