How HockeyStack Unlocked Eight-Figure Enterprise Pipeline with Delve's Managed Compliance

Executive Summary

HockeyStack, a B2B revenue analytics platform, partnered with Delve to overcome compliance limitations that were blocking major enterprise renewals and expansions. By achieving SOC 2 Type II, GDPR, ISO 27001 certifications and implementing managed compliance with Delve, HockeyStack unlocked eight figures in enterprise pipeline and positioned themselves as the trusted solution for six and seven-figure enterprise deals.

About HockeyStack

HockeyStack was founded in 2021 in Istanbul, Turkey by Bugra Gündüz (CEO), Emir Atlı, and Arda Bulut. The startup graduated from Y Combinator's Summer 2023 batch and achieved 4.5× revenue growth between 2023 and 2024.

HockeyStack secured a $20 million Series A in January 2025 led by Bessemer Venture Partners alongside other notable VC’s. Today, the company has grown to a team of 51–200 people across engineering, product, and go-to-market functions.

HockeyStack offers a no-code revenue analytics platform that consolidates data from CRMs, marketing automation tools, ad platforms, and data warehouses into a single pane for go-to-market teams. The platform uses this unified data to power AI agents that can answer business questions and guide sales reps on how to break into target accounts.

Enterprise Growth Hitting Compliance Roadblocks

As HockeyStack moved upmarket, enterprise became their most successful segment. However, their existing compliance infrastructure couldn't support this growth trajectory.

"We had a ton of renewals coming up where we already had SOC 2 and they were saying, 'Hey, now you got your initial Type I, now you got to do Type II,'" explains Bugra Gündüz, Co-founder and CEO of HockeyStack.

"That's where we really got stuck, because our previous compliance provider wasn't really allowing us to expand beyond that initial set of controls."

The company had already worked with two compliance providers, but found themselves essentially alone after receiving basic platform access and documentation.

"They just give you the platform and documents you need to cover or a set of controls you need to cover. At that point you're really alone by yourself. You need to have an internal person, a set of engineers or a CISO," Gündüz recalls.

They understood the Delve difference - by creating a simplified, no-jargon platform that engineers can easily understand, compliance is demystified.

The Delve Difference: From Months to Days

Delve's comprehensive compliance solution included:

• SOC 2 Type II Certification: Meeting enterprise-grade security requirements
• GDPR Compliance: Ensuring data protection for European customers
• ISO 27001 Certification: International security management standard
• Managed Compliance: Ongoing support and maintenance
• Penetration Testing: Validating security posture through rigorous testing

Seamless Platform Migration

Unlike typical compliance transitions that require extensive manual work, Delve handled HockeyStack's complete migration from their previous platform with zero effort required from the HockeyStack team. Through external consultants, Delve managed the entire transfer of existing controls, documentation, and compliance data, ensuring no disruption to HockeyStack's operations during the critical transition period.

Expert Support That Scales with Growth

Unlike previous providers, Delve offered the expert support HockeyStack needed to scale their compliance program alongside their business.

This support proved crucial during a critical growth inflection point.

"Last quarter we were having an inflection point in enterprise and our old compliance vendor just couldn't support the speed that we needed. Delve was able to quickly assess our needs and help us really fast."

Rapid Security Validation Through Expert Penetration Testing

As part of their comprehensive compliance package, HockeyStack underwent a thorough penetration test performed by Ben, a member of Delve's external cybersecurity team. Ben, a SANS-GWAPT certified pentester with over 10 years of experience securing Fortune 1000 companies, completed the entire assessment in just 6 days.

The penetration test identified vulnerabilities across the platform that Hockeystack was able to immideately remediate, including multiple access control issues, insufficient rate limiting, and session management concerns.

HockeyStack's engineering team, working closely with Delve's security experts, remediated all findings within the same sprint cycle. This rapid response demonstrated to enterprise customers that HockeyStack takes security seriously and has the processes in place to address vulnerabilities swiftly.

Managed Compliance: White-Glove Support for a Growing Team

Recognizing HockeyStack as one of their early clients and understanding the demands on a rapidly scaling organization, Delve's customer success team provided personalized managed compliance services that went far beyond typical support.

"The Delve team is extremely easy to work with. They have a Slack channel with every customer including us. We're able to ask any type of questions to the Delve team and get answers and support really fast," notes Gündüz.

The managed compliance service included:

Dedicated Joint Slack Workspace

Delve created a shared Slack workspace that included all HockeyStack team members, enabling real-time collaboration and instant support. This wasn't just a support channel—it was an active workspace where Delve's team proactively engaged with each department.

Personalized Policy and Control Management

Delve's CS team personally stepped in to:

• Customize security policies to match HockeyStack's specific workflows
• Adjust controls to align with their tech stack and business processes
• Manage the entire audit process end-to-end

Proactive Compliance Monitoring

Rather than waiting for issues to arise, Delve continuously:

• Monitored HockeyStack's environment for non-conformities
• Followed up with individual team members to ensure compliance tasks were completed
• Provided immediate guidance when new compliance questions emerged

"We really needed support from the Delve team, and they delivered," Gündüz emphasizes. "Last quarter we were having an inflection point in enterprise and our old compliance vendor just couldn't support the speed that we needed. Delve was able to quickly assess our needs and help us really fast."

Transformative Business Impact

The results of partnering with Delve were immediate and substantial:

Unlocked Enterprise Pipeline

"With Delve, we just were able to get into those deals which resulted in eight figures in pipeline as well as a lot of closed-won revenue in our enterprise segment," Co-founder and CRO of HockeyStack, Emir Atli reports.