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Just Released! **Panorays is a Leader in The Forrester Wave™** in Cybersecurity Risk Ratings Platforms, Q2 2024. 
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 >  > WalkMe Case Study
# WalkMe Receives a 360-Degree View of Suppliers Using Panorays
!
## Challenge
An immature vendor security risk management process prevented scalability
## Solution
Fast, automated third-party security risk evaluation and management platform
## Added Value
* Continuous monitoring with live alerts
* Reduced time spent verifying answers
* Improved quality of security evaluations
### The Challenge: Manual Third-Party Security Management Process
WalkMe was in a hyper-growth mode, providing an enterprise-class ready solution with the highest security standards to large organizations from diversified verticals including the financial and health industries. Therefore, WalkMe was looking for a comprehensive way to check the security posture of its many third parties. It was important for the company to exercise due diligence to better understand the cyber risks that third parties might introduce.
“We were looking for a platform or tool that could bring us to the next level so that we could perform deeper analysis and assess even more suppliers,” said Chief Information Security Officer Daniel Chechik.
### The Solution: Continuous Monitoring That Combines the Outside-In with the Inside-Out
Panorays was chosen as an all-in-one solution that combined the “outside-in” exterior scanning of assets with the “inside-out” questionnaire process.
“When I looked at other security rating services, they focused more on the exterior scan and gave scores, but then I needed to go to another supplier who could handle the questionnaires,” he said.
> “With Panorays, It’s All One System.”
Panorays’ customized questionnaires also allowed WalkMe to cut down on time spent verifying answers. The WalkMe security team would often need to email or call suppliers if answers were unclear. With Panorays, all interaction with suppliers takes place on the platform.
“Our goal with the questionnaires was to create questions and answers that would include follow-up questions,” Chechik said. “So if the supplier answers ‘no,’ we can immediately clarify what that entails and what needs to be done to rectify it.”
### The Conclusion: A Comprehensive View of Supplier Security Posture
Since WalkMe has started evaluating its third parties with Panorays, Chechik has noticed a significant improvement in the quality of the assessments.
“With Panorays, we have a more comprehensive view of our suppliers,” he said. “We have a better understanding of who we are dealing with, what are their levels of security and privacy, what permissions they need and what data they use. We can then review all of the data we’ve gathered on suppliers and make an informed decision about how to proceed.”
### Company
WalkMe pioneered the Digital Adoption Platform (DAP) to transform the user experience in today’s overwhelming digital world. Using artificial intelligence, engagement, guidance and automation, WalkMe’s transparent overlay assists users to complete tasks easily within any enterprise software, mobile application or website. Founded in 2011, WalkMe software is used by 2,000 enterprises globally, including 30% of Fortune 500 companies.
### Industry
Technology
### Headquarters
San Francisco, California
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 >  > TestFairy Case Study
# TestFairy Shortens Sales Cycle from Two Months to Two Weeks Using Panorays for Vendors
Responding to Lengthy and Time-Consuming Security Questionnaires
A Security Passport That Preempts Questionnaires
* Dramatically shortened the sales cycle
* Provided control on how customers see the company’s Security Profile
* Saved the security team time and resources
### The Challenge: Responding to Lengthy and Time-Consuming Security Questionnaires
Enterprise companies demand that vendors satisfy strict security requirements, and Yair Bar-On, CEO and co-founder of TestFairy, was doing his best to comply. His goal was to build his company’s customer base, but the sales process always stalled when attempting to receive security approval.
In most cases, the TestFairy team would receive an Excel spreadsheet from a prospective customer that contained hundreds of questions. After spending days completing the spreadsheet, they would send it back to their customer and then receive it back with new columns containing clarification questions. Bar-On’s team would add new columns with replies—and then they would wait for an answer.
“In most cases, the security audits were very inefficient, and approval took a very long time,” he said. “There were times when it took three to four months just to get our security approval.”
Bar-On knew that having a prolonged sales cycle was risky. More than once, he lost opportunities when the person who was negotiating the deal left the customer’s company during the lengthy approval process.
“There was always a risk that we could lose a deal because of changes in the market, changes in the company, or because the buyer could leave.” Bar-On explained.
> “For us, shortening the sales cycle was just about saving costs and making money faster. It was about making the deal happen. That’s why it was very important for us to get the deal done as quickly as possible.”
### The Solution A Security Passport That Preempts Questionnaires
Bar-On decided to try Panorays’ Security Passport, so his team could share security, privacy and compliance information with prospects. His team also completed Panorays’ automated security questionnaire and added the self-assessment questionnaire to the Security Passport.
As a member of Panorays’ vendor community, TestFairy also had full access to the company’s Security Profile on Panorays, which provided full visibility into TestFairy’s cyber posture and cyber gaps to be remediated. Working together with Panorays, the TestFairy team took the necessary steps to strengthen its cyber posture, and then the report was shared with prospects as part of the Security Passport.
“The reaction was amazing,” Bar-On said.
Bar-On noticed the difference almost immediately. Before Panorays, security approval typically took about two months; after Panorays, it was shortened to an average of two weeks.
> “Whenever was shared our Security Passport with customer, 90% of the time we passed the security audit on the first try.”
### Conclusion: An Efficient Sales Process and Improved Success Rate
By demonstrating adherence to security standards, TestFairy bypasses lengthy vetting processes and continues to build its customer base.
“Panorays has definitely made our process more efficient,” said Bar-On. “We get our deals done faster, we’ve improved our success rate, and we don’t need an expert to process documents. Everything is ready, and our sales team can handle everything with Panorays’ help.”
At the same time, Panorays continues to monitor TestFairy’s cyber posture and sends live alerts of any new issues.
“I know that things are happening in the background to make sure we are secure,” said Bar-On. “I know that if there is a problem, I am told about it. If there’s no problem, then there’s nothing I need to do.”
TestFairy is a mobile testing platform that helps enterprise companies streamline their mobile development process and fix bugs faster. The company helps mobile teams to automate their app distribution and bug reporting process, and provides them with videos of their mobile sessions so that developers can easily understand what happened before something went wrong. TestFairy provides its service on a secure private cloud with single sign-on connectivity and end-to-end encryption.
Tel Aviv, Israel