Category Definition

GTM Security vs. TPRM

TPRM tells vendors to go to the bathroom and take a drug test.

BLACKOUT watches vendors piss in the cup.

The Problem

Your TPRM tool says every vendor is safe.
Your vendors are robbing you blind.

Third-Party Risk Management was built for a world where the threat was a vendor getting breached. Their servers compromised. Your data leaked through their infrastructure failure.

That's not the threat anymore. Your GTM vendors have SOC 2. They have ISO 27001. They pass every security assessment. Their infrastructure is fine.

The threat IS the product. The product is designed to collect your data, enrich it, and sell it. That's not a security failure. It's the business model. And no questionnaire asks about it.

TPRM

The background check.

Evaluates the vendor's own infrastructure from the outside. Reviews their certifications, policies, and questionnaire responses. Rates them on a scale. Checks a box for your audit.

Answers

“Should we approve this vendor?”

BLACKOUT

The body camera.

Observes the vendor's code executing in YOUR environment in real-time. Watches what their scripts do on your site, what data they read from your CRM, what they send back, and to whom. Compares behavior to contractual claims.

Answers

“What is this approved vendor actually doing?”

The Gap

TPRM says safe. BLACKOUT says otherwise.

These vendors passed their TPRM assessments. They have the certifications. They filled out the questionnaires. Here's what we found at runtime.

6sense
TPRM Status
SOC 2 Type II — Clean
BLACKOUT Finding
Pre-consent beacon transmitting visitor UUIDs, session IDs, and IPv6 addresses to undisclosed endpoints before consent banner loads
ZoomInfo
TPRM Status
ISO 27001 — Certified
BLACKOUT Finding
Read access to entire CRM including deal stages, pipeline values, and internal communications via marketplace integration
CHEQ
TPRM Status
SOC 2 — Compliant, markets as 'GTM Security'
BLACKOUT Finding
Canvas, WebGL, and font fingerprinting deployed on customer sites. Bot detection to evade compliance auditors.
RB2B
TPRM Status
SOC 2 — Claimed
BLACKOUT Finding
60+ bot detection strings to freeze when audited. grabCookies() function harvesting HubSpot session data.

All four vendors are TPRM-compliant. All four are actively compromising their customers' revenue infrastructure. Both statements are true at the same time. That's the gap.

Side by Side

Different question. Different answer.

TPRM
BLACKOUT
Core Question
Is this vendor secure?
What is this vendor doing to me?
What's Observed
The vendor's own infrastructure — DNS, SSL, open ports, breach history
The vendor's code running in YOUR environment — scripts, cookies, CRM access, data flows
Data Source
Vendor self-reporting + external signal scanning
Direct runtime behavioral observation in your browser and CRM
Trust Model
Trust but verify — questionnaire + certification review
Zero trust — observe behavior, compare to claims
What It Catches
Infrastructure vulnerabilities, policy gaps, expired certifications
Data exfiltration, consent evasion, competitor subsidization, defeat devices, undisclosed subprocessors
Evaluation Target
The vendor's servers, policies, and certifications
The vendor's scripts, cookies, network calls, CRM access, and actual data flows
Primary Buyer
CISO / GRC / Procurement (compliance)
CEO / CFO / RevOps / Procurement (revenue protection)
Buying Trigger
Regulatory mandate, board requirement, audit prep
Revenue leakage, contract negotiation, competitive exposure discovery
Output
Risk register, vendor scores, compliance reports
Behavioral evidence, negotiation leverage, revenue impact, enforcement controls
Vendor Response
Fill out a questionnaire, provide certifications
Doesn't matter what they say. We observe what they do.
Capabilities

What each platform can and cannot do

Capability
TPRM
BLACKOUT
Vendor infrastructure risk
Questionnaire management
Compliance documentation
Website script detection
Pre-consent behavior testing
CRM access monitoring
Authenticated session scanning
Supply chain resolution
Defeat device detection
Claims vs. reality analysis
Contract negotiation leverage
Revenue impact quantification
Vendor behavioral baselines
Data flow enforcement
Positioning

TPRM is the gate. BLACKOUT is the guard inside.

We don't replace your TPRM tool. You still need the background check. You still need the questionnaires and the risk register and the compliance documentation. That's table stakes.

What you also need — and what nobody has built until now — is someone watching what happens AFTER the vendor is approved. After they're integrated. After their code is running on your site and inside your CRM. After the questionnaire is filed and forgotten.

TPRM asks vendors to fill out a form about what they do. BLACKOUT watches what they actually do and compares it to the form.

Your TPRM tool says every vendor passed.

BLACKOUT shows you what they're doing with the access you gave them.

See the Platform