SSO or security review requested
An account asks about SSO, SCIM, audit logs, or sends a security questionnaire.
Security questions come from IT or procurement, and those teams are only involved when a company is preparing to roll something out widely. It is one of the strongest signs a deal is moving to a contract.
- Strength
- Strong
- Act within
- The month after the request
- Best for
- Software companies selling to mid-market and enterprise
How we detect it
Runs on Intercom, Gong, and HubSpot or Salesforce.
- Tag SSO and security requests in support tickets, chat, and sales calls.
- Write them to the account and flag ones from accounts on free or low plans.
What it triggers
An opening line, to show the angle. It never goes out as written.
Here’s our security pack with the SOC 2 report, plus the 5 questions IT teams usually ask next, answered.
- Email: Send your security pack and offer a call with someone who can answer technical questions.
- CRM: Move the account to a sales-owned stage.
Where it goes wrong
- Routing a security question to a support queue.
Stack it with
A second signal on the same account moves it up.
Read your docs or security page
An identified visitor reads your API docs, integration guides, security page, or trust center.
Serious systems on a starter plan
An account on a low tier connects enterprise systems such as Salesforce or Jira, or builds heavily, without an enterprise plan.
More your product signals
Every your product signalProduct sign-up from an ICP account
Someone from a company that fits your ICP signs up for your free plan or trial.
Product usage milestone
A free or trial account hits a usage event that predicts conversion, such as inviting teammates or connecting an integration.
Several users from one company
Several people from the same company sign up for your product separately.
FAQs about this signal
An account asks about SSO, SCIM, audit logs, or sends a security questionnaire. Security questions come from IT or procurement, and those teams are only involved when a company is preparing to roll something out widely. It is one of the strongest signs a deal is moving to a contract.
Tag SSO and security requests in support tickets, chat, and sales calls. Write them to the account and flag ones from accounts on free or low plans. Understory Agency runs it on Intercom, Gong, and HubSpot or Salesforce.
The window to act is the month after the request. Understory Agency routes it to email and crm. Send your security pack and offer a call with someone who can answer technical questions. Move the account to a sales-owned stage.
It works best for software companies selling to mid-market and enterprise. It is strongest alongside “Read your docs or security page” and “Serious systems on a starter plan”.
Or let us run it for you
Understory Agency's GTM engineers build the detection in Clay, wire it to the play that fits, and sync every touch to your CRM. Tell us who you sell to, and we'll show you where we would start.