The End of Security Questionnaires? How AI and Human Expertise Are Reshaping Enterprise Assurance
The cost of doing business is rising, and it’s not just inflation. For tech vendors selling to large enterprises – or even enterprises vetting new software – a significant, often hidden, expense is the sheer volume of security questionnaires. These requests for information, designed to prove responsible data handling, can stall deals for weeks and easily rack up six-figure costs in staff time. But a new breed of companies, like SecurityPal, are betting that a blend of artificial intelligence and human expertise can finally automate this traditionally manual, and maddeningly complex, process.
The Assurance Gap: Regulations Fueling Complexity
The explosion in security questionnaires isn’t simply a matter of increased caution. A growing web of regulations – GDPR, the impending EU AI Act, and a patchwork of U.S. state laws – are forcing both buyers and sellers to demonstrate airtight data governance. This regulatory pressure is creating a critical “assurance gap” – the disconnect between the need for thorough security vetting and the practical ability to scale those assessments. Traditional compliance software focuses on *evidence* of compliance; SecurityPal, and others like it, are tackling the harder problem of *articulating* that compliance in response to a constantly evolving set of questions.
SecurityPal: A “Centaur” Model for Speed and Accuracy
Founded in 2020, SecurityPal isn’t aiming to replace security professionals, but to augment them. CEO Pukar Hamal describes his company’s approach as a “centaur” model, combining the speed of AI with the judgment and nuance of human analysts. The platform ingests a customer’s existing security controls – policies, configurations, attestations – and maps them to a vast database of over 2.5 million previously answered security questions. While leveraging AI models from providers like OpenAI and Google’s Gemini, SecurityPal emphasizes that the real value lies in how those models are applied. “AI alone is not enough,” Hamal explains. “You sacrifice quality, judgment, and context.”
This isn’t simply about automation; it’s about intelligent automation. The AI handles the initial draft, but a 240-person analyst team in Kathmandu, Nepal, performs a crucial second pass, catching potential “hallucinations” or missing context. This human-in-the-loop approach is a key differentiator, creating a network effect where each engagement refines the AI’s accuracy and expands the company’s knowledge base. SecurityPal claims this allows them to provide answers before the questions are even asked, effectively anticipating buyer concerns.
Beyond Questionnaires: The Rise of “Security Assurance” as a Category
Hamal positions SecurityPal as pioneering a new category: “security assurance.” This goes beyond traditional compliance, sitting at the intersection of security, compliance, and sales operations. Recent updates to the platform – including smarter AI fallback responses, brandable Trust Centers, and Salesforce Auto-Approval – demonstrate a focus on streamlining the entire assurance workflow. The addition of a live dashboard aggregating assurance data provides a valuable tool for CISOs and CROs, offering board-level insights beyond simple spreadsheet tracking.
The Future of Assurance: Proactive, Predictive, and Embedded
The implications of this shift extend far beyond simply speeding up sales cycles. As the volume and complexity of security questionnaires continue to grow, driven by emerging technologies like generative AI and the Internet of Things, a proactive and predictive approach to assurance will become essential. We can expect to see several key trends emerge:
Continuous Assurance
Moving away from point-in-time assessments towards continuous monitoring and validation of security posture. This will require real-time data integration and automated risk scoring.
AI-Powered Threat Modeling
Leveraging AI to proactively identify potential vulnerabilities and tailor assurance responses to specific threats. This goes beyond simply answering questions; it’s about demonstrating a deep understanding of risk.
Embedded Assurance
Integrating assurance workflows directly into the software development lifecycle (SDLC) and procurement processes. This “shift left” approach will make security a core component of every transaction, rather than an afterthought.
Standardized Attestations
The development of industry-wide standards for security attestations, similar to SOC 2, but more granular and tailored to specific technologies and use cases. This would reduce the need for bespoke questionnaires and streamline the assessment process. NIST is already playing a key role in developing these standards.
SecurityPal’s long-term vision – to create infrastructure for an economy where every transaction carries a security or privacy attestation – may seem ambitious, but it’s a logical extension of the current trajectory. As Hamal notes, the company is aiming to be the “Salesforce of requirements,” a platform that facilitates trust and accelerates deals in an increasingly complex regulatory landscape.
What are your predictions for the future of enterprise security assurance? Share your thoughts in the comments below!
