Conveyor Fixes the Bottleneck in B2B Sales with Sue and Phil

By the time a SaaS company gets to the finish line with a new customer: pitch delivered, needs matched, excitement mutual, a strange sort of inertia sets in. The cause? A security review. According to Conveyor’s 2024 State of Security Review report, these reviews take an average of 3.1 weeks to complete and delay over half of enterprise deals. For many in sales and compliance, this step is a fire drill of redundant work, draining valuable hours and stalling revenue.

Conveyor, a San Francisco-based startup founded by Chas Ballew, has set out to eliminate that friction with AI. The company recently raised a $20 million Series B round led by SignalFire, bringing its total funding to $40 million. Its goal? To become the default automation layer for security reviews and RFPs-the painstakingly detailed, high-stakes documents that enterprise deals so often hinge on.

Ballew isn’t a stranger to these bureaucratic roadblocks. As co-founder of Aptible, a hosting platform for healthcare companies, he saw the pain of compliance reviews up close. “Ask anyone who has touched a security questionnaire: they are a notoriously painful and redundant activity,” he wrote in 2023. “They delay sales, eat up expert time, and are nobody’s idea of good work.”

Ballew left Aptible to start Conveyor with an idea: what if the worst job in cybersecurity, filling out endless Excel sheets of compliance questions, could be handed over to AI?

Agents Sue and Phil

Recently available for public access, the centerpiece of its agentic platform is “Sue,” an AI agent built to handle the entire workflow of a security review, from pulling documents and answering questions to following up with teammates and logging updates.

Conveyor reports that she answers security questionnaires with over 95% accuracy, reduces review turnaround times by 80%, and frees up sales and security teams to focus on strategic work. She’s capable of operating across Slack, CRM, ticketing systems, and knowledge bases, all under human-defined guardrails.

Conveyor also recently introduced “Phil,” an AI agent dedicated to RFP automation. Phil ingests proposal documents in any format, researches company and competitor data, and generates nuanced responses with executive-level polish. He even flags redlines, routes questions to SMEs, and updates systems in real time. It’s a full-stack AI teammate for one of the most laborious parts of enterprise sales.

Conveyor differentiates itself from others in the space with a focus on high-context automation tailored specifically for infosec and presales teams. Competitors like Loopio and Responsive cater more broadly to proposal, sales, and marketing users, with features like centralized content libraries and workflow management, Conveyor says its focus is on accuracy, autonomy, and end-to-end execution in security reviews and RFPs.

Proof in the Metrics

The numbers back up Conveyor’s pitch. The platform has now answered over one million customer security questions and facilitated more than 800,000 Trust Center interactions. Customers have reported transformational gains: Zendesk says Conveyor reduced processing time by 20%, saved 120 hours per month, and helped close deals faster. “Conveyor is essential for transforming our security function from a cost center into a revenue driver,” said Bogdan Gagea, Zendesk’s Senior Security Manager of Trust & Assurance.

Companies like Atlassian, Qualtrics, Workday, Netflix, and Zapier have adopted the platform. Validation, as Tony Pezzullo of SignalFire notes, that “Conveyor is redefining agentic automation in the enterprise.”

Adoption is poised to accelerate. According to Conveyor’s research, 31% of B2B companies have already implemented AI in go-to-market workflows, and another 24% plan to do so within the year. 

“AI is the foundation of true automation…”

“…Without it, you’re just creating more work for humans,” Ballew said in an April 2025 press release. That’s why Conveyor focused for two years on real-world testing, accuracy tuning, and integrating its agents deeply into customers’ existing workflows.

Security reviews are arguably an ideal use case for AI. They are high-volume, low-creativity, rules-based, and deeply annoying. They also carry high stakes: a delay in the security review can cost deals, erode trust, or even derail a product launch. In this context, Conveyor’s software unlocks growth.

Looking ahead, Ballew envisions a world where AI agents from buyers and vendors interact directly to negotiate terms, complete reviews, and finalize deals. without human intervention until it’s needed. “We’re building a future where buyer AI and vendor AI handle the back-and-forth, so humans can focus on what actually builds trust: the relationships,” he wrote.