Case Study: Dentons improves vendor discovery and evaluates cybersecurity tools faster with Sagetap

Dentons turns 20 vendor pitches into 2 purchases with Sagetap

Dentons, a multinational law firm operating across 200 offices in 90 countries, faced significant challenges in its vendor discovery process for cybersecurity solutions. Their Global Director of Cybersecurity Operations, Scott Applegate, found that traditional methods limited him to vendors from analyst reports or peer networks, causing him to miss innovative solutions and waste time in meetings to rule out unsuitable products. This inefficient process was a major hurdle for the firm's Swiss Verein structure, which requires repeatedly selling new solutions to different sets of leaders.

Using the Sagetap platform, Dentons reshaped its vendor discovery funnel. The anonymous, 30-minute pitch format forced vendors to lead with value immediately, drastically increasing efficiency. Through Sagetap, Dentons evaluated 20 vendors, conducted four proofs of value, and made two purchases. One key acquisition was switching to KnowBe4 for its robust native language support, a critical factor for their global operations. Sagetap provided measurable results by exposing Dentons to previously unknown vendors and cutting the cost of discovery.

Dentons