Challenge

“Your internal engineering resources should be spent on innovating your product—not building external go-to-market tools.”
— Kevin Kriebel, SVP Global Partnerships, Drata

Drata’s mission is to make trust and compliance effortless. Today, the company supports more than 5,000 organizations in automating their path to certification. But as the customer base expanded, so did the need for a growing network of audit, security, and cloud partners who could support those customers at every stage of their compliance journey.

When Kevin Kriebel joined as VP of Global Partnerships, Drata already understood the power of its ecosystem. “Compliance requires companies to work with external auditors” Kevin explains. “We saw a natural opportunity to build a partner program that caters to that need—while also supporting cloud and security providers who help our customers stay compliant.”

However, the growing ecosystem came with operational challenges:

• No scalable visibility for partners. Customers needed an easy way to find trusted auditors and technology partners without relying on manual referrals.

• Limited resources. Drata’s engineering and marketing teams were focused on core product innovation, not building or maintaining partner infrastructure.

• Manual lead routing. Connecting customers to partners required internal coordination, slowing down response times and limiting growth.

The partnerships team needed a scalable, automated way to showcase partners and connect them directly to customers—without relying on developer support.

Solution

“It was the best way to create the Yelp or Google Maps of our partner ecosystem.”

Drata turned to PartnerPage to launch a dynamic partner directory that could power the entire partner ecosystem—from audit firms to cloud and tech partners—without diverting marketing or dev resources.

PartnerPage allowed Drata to:

1. Launch and scale multiple directories in one place

Within weeks, Drata rolled out directories for audit firms, security providers, and tech alliance partners—all managed through a single platform.

“If you're trying to scale your partner program and make it clear to your partners that you’re bringing them opportunities to grow their business, there’s no better way to do it than with PartnerPage,” says Kevin.

2. Automate customer-to-partner connections

PartnerPage’s lead routing feature automatically connects customers to the right partner, sending notifications to both sides while keeping the Drata team updated.

“PartnerPage has streamlined the entire process. As a company with thousands of customers, it’s much easier than making recommendations manually.”

This automation saves the team countless hours and ensures every customer is matched with the right partner quickly and efficiently.

3. Give customers confidence through reviews

PartnerPage’s review functionality allows customers to share feedback about their experiences with partners—helping others make informed choices and encouraging ongoing partner engagement.

“The reviews make it easier for customers to feel confident in their choice of partners,” Kevin adds.

4. Empower partners to manage their own listings

With hundreds of partners in the ecosystem, scalability depends on decentralization. PartnerPage lets each partner manage their listing—updating information, adding services, and maintaining accuracy without Drata’s team needing to intervene.

This self-serve model keeps listings fresh and gives partners ownership of their visibility on Drata’s site.

Results

PartnerPage transformed how Drata connects its customers and partners, turning the partner ecosystem into a revenue-generating engine.

Impact at a glance:

📈 Faster partner connections: Automated lead routing sends customers directly to vetted partners—no manual handoffs needed.
💬 Greater customer trust: Verified reviews and detailed listings help customers choose partners with confidence.
⚙️ Operational efficiency: PartnerPage eliminates the need for developer or marketing involvement in directory updates.
🌐 Scalable growth: Drata now runs multiple partner directories—Audit, Security, and Tech Alliance—all from a single platform.
🤝 Partner engagement: Public visibility drives motivation, competition, and accountability among partners.

“PartnerPage has allowed us to be agnostic, which is super important in our industry. It connects customers to the right partners automatically, helps our partners grow, and ultimately drives revenue for Drata.”

With PartnerPage, Drata has built a partner ecosystem that fuels both customer success and company growth - proving that when partners thrive, so does the business.