Tavus Accelerates Enterprise Deal Velocity with SecurityPal’s Assurance Management Platform

Executive Overview

Tavus is an AI research company that builds AI humans leveraging proprietary AI models to create human-like digital interactions that feel as authentic as real human conversations. As demand for its technology grew, Tavus began moving upmarket — selling into larger enterprises with more rigorous security, privacy, and compliance requirements.

With highly sensitive biometric data at the core of its platform, security reviews quickly became both high-stakes and high-effort. Each new enterprise opportunity introduced complex questionnaires, custom portals, and detailed follow-ups that demanded precision, consistency, and speed.

Cory Barnard, Sales Lead at Tavus, has spent his career at startups selling into enterprises and knew the risks immediately.

“Security reviews are table stakes in enterprise sales, but they’re rarely where early-stage companies are actually prepared to spend their time. We needed to move fast without cutting corners or burning out our internal team.”
— Cory Barnard, Sales Lead at Tavus

By partnering with SecurityPal and leveraging the Assurance Management Platform (AMP), Tavus transformed security reviews from a sales blocker into a competitive advantage. Today, Tavus closes enterprise deals faster, reduces organizational risk, and empowers their sales team to handle security reviews confidently — without having to pull their engineering or executive leadership away from higher-value work.

The Challenge: Scaling Enterprise Security Reviews Without Security Bandwidth

As Tavus began engaging larger enterprise customers, security reviews quickly became a strain on the organization. Each questionnaire required deep technical and compliance knowledge, often pulling in the VP of Engineering and CEO — time they simply didn’t have as the company scaled.

“Excel spreadsheets were manageable when we were smaller,” Cory said. “But once enterprise portals came into play, there was no way to keep up with any real velocity. We tried using ChatGPT to accelerate responses, but accuracy and consistency were a major challenge.” 

Tavus needed a solution that could scale with enterprise demand — without sacrificing trust, accuracy, or internal focus.

The Solution: SecurityPal’s Assurance Management Platform

Tavus partnered with SecurityPal to operationalize security reviews with precision, speed, and confidence. With the Assurance Management Platform, Tavus gained both the technology and expert support needed to scale enterprise assurance.

• Knowledge Library – A curated, continuously updated source of approved security answers and evidence — ensuring consistency across every customer interaction.
• Questionnaire Concierge – SecurityPal’s expert-led team completes security questionnaires on Tavus’ behalf, meeting strict deadlines while maintaining accuracy and alignment with Tavus’ security posture.
• Trust Center – A secure, customer-facing hub that allows Tavus to proactively share policies, reports, and compliance documentation — reducing repetitive requests and accelerating trust.

“We send everything to SecurityPal,” Cory said. “The sales team probably loves it the most. It avoids inaccuracy, keeps answers consistent, and gets us 90% done in less than 48 hours.”

The Sales team now uses the Knowledge Library for live Q&A during calls, while SecurityPal handles the heavy lifting behind the scenes. As Tavus continues to scale, they plan to expand usage of SecurityPal’s AI-assisted capabilities, including Copilot, to further accelerate workflows.

Why Tavus Chose SecurityPal

For Tavus, choosing SecurityPal wasn’t just about software — it was about partnership.

“When I joined Tavus, we had only been selling for about a year, and we knew we had more work to do on our security posture. “SecurityPal didn’t just help us answer questionnaires — they helped uplevel our policies and showed us what strong, enterprise-ready security looks like.”
‍— Cory Barnard

SecurityPal proactively identified gaps, escalated risk-sensitive issues, and provided clear guidance along the way.

“They flagged a HIPAA-related issue early and helped us understand exactly where we stood and what we needed to address", Cory said. "That kind of clarity reduces risk in a huge way.”

Key differentiators included:

• Expert-led questionnaire support and guaranteed deadlines
• A best-in-class Trust Center that enterprise buyers trust
• Hands-on onboarding and enablement, ensuring fast adoption — fully operational in under 30 days
• Deep partnership, not just a self-serve platform

“We needed a partner who could tell us what other customers are doing and help us navigate complexity", Cory Said. "The level of support matters just as much as the tooling — and SecurityPal delivered on both.”

The Impact: Faster Deals, Lower Risk, and Less Burnout 

With SecurityPal in place, Tavus saw immediate and measurable business impact.

Accelerated Deal Velocity

• Cut enterprise sales cycles in half — or faster
• Security reviews no longer delay deals or stall momentum

“Deal velocity alone makes this worth it,” Cory said. “AEs used to spend twice as long on review, with far more back and forth to get it right. Now it’s faster, cleaner, and more accurate.”

Reduced Risk and Organizational Drag

• Eliminated inconsistent responses and ad hoc documentation
• Significantly reduced reliance on the VP of Engineering and CEO
• Lowered exposure by ensuring expert-reviewed, accurate answers

“Before SecurityPal, our CEO and VP of Engineering were getting pinged constantly", Cory said. "Now they don’t even need to be involved.”

Clear ROI Across the Business

The return on investment from SecurityPal was immediately felt across the organization. 

• Sales teams reclaimed hours previously spent navigating security reviews
• Leadership no longer pulled into day-to-day questionnaires
• Deals moved forward with far less friction.

“The ROI of SecurityPal is extremely apparent to AEs — and to anyone involved in the security review process. We only need about ten enterprise deals a year for this to be a no-brainer.”
‍— Cory Barnard

SecurityPal’s responsiveness also stood out: “SecurityPal is incredibly responsive. Slack, email —it doesn’t matter. We’ve asked for things out of scope, and they’ve always been there.”

With SecurityPal powering assurance behind the scenes, Tavus is free to focus on what it does best: building innovative AI-driven experiences — and closing enterprise deals with confidence.

Want similar results?

SecurityPal’s Assurance Management Platform (AMP) helps high-growth companies transform security from a cost center into a sales enabler — using AI Agents and human expertise to scale trust without slowing down teams.

Reduce turnaround times. Scale customer trust. Win more business — without slowing down your teams.

Schedule a demo to see how SecurityPal can support your growth.