RegScale CRO on Channel Growth in Risk & Compliance

Governance, risk, and compliance (GRC) platform vendor RegScale has seen aggressive growth over the past year. We spoke with Chief Revenue Officer Eric Erston to learn more about how the company solves problems for its customers, and how channel partners are helping the company scale.

Why GRC programs need an automated solution for today’s risk landscape

The RegScale offering unifies various components of GRC strategy and planning through one platform solution. According to the company, it is built with modern needs in mind, focusing on speed and efficiency gains in a moment when risks are more complex than ever, and teams struggle to keep up with larger workloads.

The low-code/no-code platform supports mapping capabilities for over 60 frameworks and integrates with vulnerability scanners, cloud solutions, and other tools that organizations rely on to operate efficiently.

“The challenges that exist in security and within GRC, they’ve been around for 25 plus years. But they only get more complicated as technology evolves,” Erston said.

Some of that added complexity has come in the form of more solutions and an increasingly large number of regulatory frameworks to track and manage. Erston says RegScale helps companies break down the siloes between internal teams and unlock efficiencies in how those organizations document and manage their GRC programs.

Government clients in particular are “ripe for automation,” as Erston says, and he emphasizes that the goal of RegScale and its channel partners should be to “make the whole greater than the sum of its parts through automation” for clients looking for new ways to approach GRC work.

RegScale’s ARR growth and success show demand

The company has tripled its ARR and expanded its footprint in US federal agencies while continuing its established growth in the global enterprise market.

“Our conviction in RegScale has only deepened—and faster than we anticipated, said Yanev Suissa, Managing Partner & Founder of SineWave Ventures, an investor in RegScale. “They’re executing against a massive market opportunity with speed and precision. Their ability to modernize legacy risk and compliance processes in both federal and commercial markets—and lead foundational standards like OSCAL and AI—positions them to transform how the industry approaches risk and compliance.” 

Erston emphasizes the company is addressing the needs of its federal agency clients at a moment where government priorities around efficiency and increased risk posture are clearer than ever before.

Whether discussing agencies or enterprise clients, Erston says the common issue lies in how many organizations still try to handle everything manually.

“When we think about things like speed to market, companies today need to have all of these certifications and frameworks in place, from PCI to SOC 27001 and others. You can’t keep track of everything manually in spreadsheets, but that’s where many still are,” Erston said.

How channel partners serve an important role in RegScale’s future plans

Erston describes RegScale as a “channel-first” organization, crediting the company’s partner ecosystem with adding value to its global customer support.

“When we look for a channel partner, we want people who focus on cyber and risk management and who have a strong services arm so they can create additional value for our customers,” Erston said.

Additionally, Erston says, RegScale partners go beyond just selling a technology to their clients– they address pain points and provide operational support.

“Effective partners are always asking their clients where business pain lies, and then addressing that pain. For many organizations, compliance and risk management is a bottleneck impacting their operations, and our partners address that pain with the RegScale platform,” said Erston.

As RegScale continues to scale its operations worldwide and deepen its federal clients in the US, Erston says channel partners will continue to be a core part of the company’s strategy. He says he wants to continue to find new partners to bring RegScale to more users.

“If you’re a partner that has cyber, risk, and compliance in your areas of excellence, we should be talking,” said Erston.