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Veritas Security

How Veritas Security shortened proof-of-concept kickoff times from 4 days to 3 minutes

Veritas Security provides zero-trust identity and threat detection software for Fortune 500 banks, defense contractors, and federal government agencies.

Industry
Enterprise Technology
Team
320 employees (42 solutions architects)
Based in
Reston, VA & Global Remote
Rolled out in
2 weeks
Enterprise security POC hand-off
3 minProspective enterprise CISOs routed directly to dedicated sales engineers in 3 minutes
  • 3 minPOC kickoff booking timeDown from 4 business days of manual account executive email coordination
  • 42Solutions architects routedMatched by technical specialty (Cloud, Identity, Endpoint) and security clearance
  • +34%POC-to-close conversionFaster technical deployment accelerated enterprise deal closing momentum
01

The scheduling problem at Veritas Security

After an initial sales demo, getting a prospective client's security engineering team onto a technical proof-of-concept (POC) setup call required matching solutions architects based on security clearance and cloud provider certifications.

  • 4-day coordination lag finding qualified sales engineers with matching government clearances
  • Account Executives frequently booked architects who lacked specific AWS or Azure certifications
  • Competitors gained ground while prospects waited for technical kickoff scheduling
Compared against: H1 2025 Sales Engineering Workflow Audit
02

What Veritas Security set up in Caletus

Veritas implemented Caletus routing forms and round-robin rules based on cloud platform requirements and government clearance levels.

  • Conditional routing forms based on technical qualifications
  • Certified engineer round-robin sub-teams
  • Salesforce Opportunity sync and calendar updates
  • 30-minute automated technical prep buffers
Rollout
  1. Week 1
  2. Week 2 · live
Veritas configured intake forms asking prospects their target cloud environment and compliance framework. Caletus instantly evaluated the responses and routed the booking exclusively to the subgroup of solutions architects holding corresponding certifications.
03

The results at Veritas Security

Technical evaluation kickoffs occurred within 24 hours of sales qualification, shortening the average sales cycle by 18 days.

  • Sales engineering handoff durationHow: Salesforce technical evaluation stage timestampsDecreased from 4.2 days to 3.1 minutes for booking confirmation
  • Technical qualification mismatch rateHow: Solutions engineering post-kickoff alignment auditDropped from 21% mismatched architect assignments to zero
  • Enterprise deal close velocityHow: Annual sales operations quarterly metricsAverage sales cycle shortened by 18 calendar days across all $100k+ deals
When an enterprise cybersecurity team decides to evaluate our platform, their deployment window is open right then. Caletus routed prospective CISOs to the exact certified solutions architect who had the right clearance and domain specialty instantly.
Nathaniel WardNathaniel WardVP of Global Solutions Architecture, Veritas Security
If you remember three things

What other teams can learn from Veritas Security

  1. Routing intake forms ensure complex technical calls land with the exact right qualified specialist every time.
  2. Compressing technical handoffs prevents deal stalls during the critical evaluation phase.
  3. Automated calendar buffers give technical architects adequate time to review customer architecture before calls.

The Caletus features Veritas Security used

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