Your customers' security reviews are your sales cycle
For a B2B SaaS company, security is not a cost centre. It is a gate on revenue. Every enterprise deal pauses at a security review, and the time that review takes is time your competitor is also using.
The two problems, and they compound
Inbound: your prospects assess you, each on their own template. Outbound: you have a supplier estate of your own, and their questionnaires ask about it. Answering the second badly slows down the first.
- Every enterprise prospect sends a different questionnaire asking the same forty questions.
- Each one asks about your sub-processors, so your supplier estate becomes part of your sales collateral.
- A prospect asking for SOC 2 or ISO 27001 usually means the deal waits for it.
- Your own vendor register is typically the least maintained thing you own, and it is the thing you get asked about.
The cheapest win available
Publish your answers. Most of a security questionnaire is the same information every time. Put it on a page and the review starts at "we read your trust centre, three follow-ups" rather than "here is our spreadsheet, four weeks please".
What we do
- Build the trust surface
- A published posture page, sub-processor list, retention terms and a completed questionnaire. Most reviews shorten immediately.
- Get you certification ready
- ISO 27001 or SOC 2 readiness with a prioritised plan, so the deal-blocking answer becomes a date rather than a maybe.
- Maintain your sub-processor list
- Kept current continuously, because it is the answer you give most often and the one most likely to be wrong.
- Watch your own suppliers
- So a prospect's question about your supply chain has an evidenced answer rather than a reassuring one.
A note on speed
Nothing here removes a security review. What it removes is the part where three people assemble evidence from Slack and a shared drive while a deal sits still.
How long is your security review taking?
If the answer is measured in weeks, most of it is assembly rather than assessment. That part is fixable.
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