How Sixtyfour turned security reviews into a sales advantage
The Challenge: Sixtyfour does deep research on people and companies. Every enterprise prospect opens with the same three questions about security posture, GDPR, and SOC 2, and answering them properly was turning into a full-time job for the founders.
The Solution: Probo took the compliance work off the team. SOC 2 first, then GDPR, and now HIPAA, with Probo answering security questionnaires and joining customer calls when a prospect wanted to hear it from the source.
The Results:
- SOC 2 report issued and GDPR compliance in place
- More enterprise deals closed, and closed faster
About Sixtyfour
Sixtyfour is intelligence infrastructure on people and entities.
Give it a name, an email, a phone number, a username, or a company. Its agents research across the open web, public records, and unstructured documents, and return a structured profile with cited sources.
The company got its start in two verticals: sales and recruitment.
But the same capability turned out to matter far more somewhere else. Identity resolution. Threat actor intelligence. Due diligence on entities.
Those buyers ask hard questions before they sign anything, and they are the ones Sixtyfour set out to serve.
When the Product Is Data, Security Is Not a Side Conversation
Sixtyfour processes profiles at volume, roughly 150,000 people and 20,000 to 30,000 companies every month.
Handling personal data at that scale puts compliance at the center of the product rather than next to it.
The founders knew where they were heading. Moving into security and identification work meant selling to organizations that audit their vendors properly, in regulated industries, across both the US and Europe.
All of our customers ask us: what is your security posture? How are you GDPR compliant? When was your latest SOC 2 audit?
— Chris Price, COO & Co-founder of Sixtyfour
Answering that well takes more than a certificate. It takes someone who can explain, in detail and on demand, how a specific control actually works.
A Compliance Partner, Not a Dashboard
Chris had done this before.
At a previous startup selling to defense organizations, he owned the compliance posture himself and bought the obvious tool.
I bought Vanta back then because Probo didn’t exist, and my experience was horrible. So much manual effort, clicking everything together myself, and no real support.
— Chris Price, COO & Co-founder of Sixtyfour
So the second time around, as a founder, he was not shopping for software.
SOC 2 is not a project that ends when the report lands. Once a company is in the enterprise sales motion, security questions keep arriving, questionnaires keep arriving, and each new customer has its own posture to align with.
Chris wanted compliance he could hand off and keep handing off.
Probo ran SOC 2 first as the foundation. GDPR followed, and that work went well beyond a policy page: how long data is retained, how deletion requests are honored, what the controller and processor split looks like for each type of customer, and the data processing agreements to match.
HIPAA is in progress now, opened up by customers in healthcare.
Along the way, Probo answered the security questionnaires as they came in. When a prospect wanted to hear it directly, Chris looped Antoine and the Probo founders into the sales call.
Security Reviews That Close Deals Instead of Stalling Them
Probo has been phenomenal at answering security questionnaires and reviews that we would otherwise have spent a lot of time on ourselves. As a function of our partnership with Probo, we’ve been able to win so many more deals much quicker than we otherwise could.
— Chris Price, COO & Co-founder of Sixtyfour
For a company whose product is research on people, being able to show its own posture in detail is not overhead. It is part of the pitch.
Sixtyfour is continuing its compliance roadmap with Probo, with HIPAA underway and CCPA next, so that the next enterprise security review is one more reason to sign rather than one more reason to wait.
