How Orum Accelerated Sales and Built Buyer Trust with SecurityPal AI

Overview

Orum, the AI Conversation Engine for your revenue team, partnered with SecurityPal AI to streamline its security review process — freeing up valuable engineering resources, accelerating sales cycles, and building deep trust with enterprise buyers. By choosing a strategic partner that blends human expertise with AI efficiency, Orum not only operationalized security reviews at scale but also elevated its brand maturity and buyer experience.

As a fast-scaling company selling into sophisticated buyers, Orum understood early on that security is a key pillar of trust. When their team first engaged SecurityPal AI, they didn’t yet have a dedicated security hire — but they had high standards. Their CTO, primarily a developer, was fielding security questionnaires and legal reviews while also building the product. The team needed a better way to manage security reviews without pulling engineers away from what they do best: building.

The Challenge

Orum’s sales team knew they had to proactively manage security requests to support growth. Their challenge wasn’t a lack of expertise — it was scalability.

• Sales bottlenecks: Lengthy questionnaires slowed deal velocity. Sales reps lacked the technical knowledge to handle reviews independently.
  
  
• Engineering distractions: Developers were routinely pulled into answering security and compliance questions — duplicating effort and losing valuable product time.
  
  
• Manual, inconsistent processes: Spreadsheets and Notion pages were difficult to maintain, making it hard to deliver consistent, high-quality responses.
  
  
• High trust stakes: As a high-growth startup working toward SOC 2, Orum needed to convey maturity and reliability to increasingly security-conscious buyers.

Orum brought on Rolland Miller to lead their Security and Compliance programs. With dedicated security personnel in place, the team explored automation — but full AI solutions lacked the precision and oversight they needed to scale security review processes.

“We wanted a partner who could help us do this right. I tested some of the AI-only tools. They were fast, but I still had to review everything myself — and when you’re dealing with security questions, you just can’t afford to get it wrong.”
— Rolland Miller, VP of Security and Compliance, Orum

The Solution

SecurityPa AI’s Customer Assurance (CAx) suite gave the Orum team the ability to move faster, reduce internal lift, and deliver a polished security experience to every prospect.

Key Elements of the Solution:

• Security Questionnaire Concierge: Orum’s sales team now routes security questionnaires directly to SecurityPal AI for expert completion — in as little as 24 hours, with SLA options for urgent reviews.
  
  
• Knowledge Library: Over time, SecurityPal AI built and maintained a tailored repository of validated Q&A pairings unique to Orum, eliminating repetitive effort and improving consistency.
  
  
• Human-in-the-Loop QA: Every questionnaire is reviewed by a certified expert before being returned — blending automation with human expertise.
  
  
• Trust Center: Orum now has a public-facing, on-brand Trust Center featuring live documents, controls, and updates that instill confidence from the first interaction.
  
  
• Chrome Extension: Their team can instantly search vetted answers for quick responses to ad hoc security or compliance questions.
  
  
• Hands-On Support: A dedicated SecurityPal AI team member proactively maintains Orum’s content, flags new requirements, and ensures readiness for every deal.

“Even if the answers are AI-generated, I know a certified expert is reviewing them before they come back to me for final QA. That makes a huge difference for a one-person team like mine.”
— Rolland Miller

The Results

With SecurityPal AI as a partner, Orum turned security reviews from a reactive burden into a proactive asset. The results were clear:

• Dozens of questionnaires expedited, cutting down multi-day efforts to hours
• Questionnaire completion time reduced from 4–8 hours to just minutes of internal work
• End-of-quarter load decreased from 15 full workdays to a scalable, manageable process
• Engineers stay focused on product work — no more ad hoc questionnaire support
• Trust Center signals maturity and builds confidence with enterprise prospects
• SecurityPal AI functions as an extension of the Orum team, not just a vendor

“At the end of each quarter, we get up to 30 questionnaires in a month. Because each questionnaire can take 4-8 hours to complete, that used to mean 15 days of internal work — basically grinding our security program to a halt. With SecurityPal AI, we can scale during peak seasons without burning out the team or sacrificing quality.”
— Rolland Miller

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Why It Worked

Orum succeeded because they made smart, intentional decisions about how to manage security reviews. Their investment in SecurityPal AI allowed them to move fast without compromising trust, security, or precision.

They didn’t take shortcuts. Instead, they built a repeatable system that could grow with them — one that combines human accountability with scalable workflows and clear, accessible documentation.

“Everyone’s hyped on AI — but we’re not at a point where we can blindly rely on it. SecurityPal uses AI to accelerate the process, but I trust their team to validate the responses and flag what needs internal review. That trust is everything.”
— Rolland Miller

What's Next for Orum

As Orum continues to expand its globally distributed team—including in the U.S., UK, Canada, Mexico, and the Philippines—they remain focused on building responsibly and scaling with intention. Security remains a cornerstone of their customer trust strategy.

Beyond the business impact, Orum also appreciates the mission and values behind SecurityPal AI’s model.

“One thing that’s really special about SecurityPal AI is what Pukar and the team have built in Nepal — creating high-paying, meaningful work for more than 150 security professionals. That really resonates with us. There’s a global shortage of security practitioners, and SecurityPal AI is helping close that gap in a very real way.”
— Rolland Miller

Want Similar Results?

Whether you’re just starting to scale or maturing your security posture, SecurityPal AI can help you move faster, look more polished, and free up your team’s time. Book a demo today.