Category
Trust and sales
Security questionnaires, trust centers and the parts of a sales cycle that stall on a buyer’s security review.
13 articles
Trust and sales
The security page buyers check first
What a public security page needs on its first screen, the sections that follow, how to write claims a reviewer believes, and the red flags they notice.
6 min read
Trust and sales
Security addendums and what to negotiate
A clause-by-clause guide to a customer's security addendum: incident notice, audit rights, prescribed controls, subprocessors, deletion, and liability.
6 min read
Trust and sales
Security commitments in customer contracts
Where security commitments hide in customer contracts, the types you will find, why your SOC 2 report depends on them, and how to keep a register that works.
6 min read
Trust and sales
Security reviews for startups without a report yet
How a startup with no SOC 2 report can still pass a buyer's security review: what to offer instead, how to present the audit timeline, and what to avoid.
6 min read
Trust and sales
Explaining shared responsibility to customers
How a SaaS provider explains which security controls it runs, which its cloud provider runs, and which customers own, in a matrix and in questionnaire answers.
6 min read
Trust and sales
Security questionnaires without the fire drill
A questionnaire is the same forty questions in a new spreadsheet. Answer them once, keep the answers current, and the sales cycle stops stalling on them.
3 min read
Trust and sales
Sharing penetration test results with buyers
What buyers want from your penetration test, what a summary letter should contain, how to discuss open findings honestly, and when to share more detail.
6 min read
Trust and sales
Answering due diligence questionnaires
What a vendor due diligence questionnaire asks beyond security, who should own each section, and how to handle financials, continuity and signed attestations.
6 min read
Trust and sales
Handling an enterprise security review
A stage-by-stage playbook for an enterprise security review: intake questions, the standard package, the questionnaire, follow-up calls, and findings.
6 min read
Trust and sales
Gating documents behind an NDA
How to gate a SOC 2 report and other security documents: choosing the NDA mechanism, setting approval rules, expiring access, and keeping a usable log.
6 min read
Trust and sales
What to put on a Trust Center
The documents and facts a Trust Center should carry, which belong in public view and which behind an NDA, and what should never be published there at all.
6 min read
Trust and sales
Building a security answer library
How to structure a security answer library: the fields each entry needs, how to seed it from past questionnaires, and the review rules that keep it true.
6 min read
Trust and sales
SIG, CAIQ and custom questionnaires compared
How the SIG, the CAIQ and a buyer's custom questionnaire differ in origin, structure and use, and when to complete a standard one before anyone asks.
6 min read