Ganesh A.

Absolutely seeing this across SaaS right now. Enterprise buyers have shifted from asking for SOC 2 before onboarding → to asking before the first serious meeting. A lot of early-stage teams think “we’ll do it at Series A,” but by then they’ve already lost: • 1–2 enterprise deals • weeks of engineering time • momentum in the pipeline What’s working well for the teams I speak with is: 🔹 Doing a lightweight SOC 2 readiness early 🔹 Setting up automated evidence collection so work happens in the background 🔹 Having a simple Trust Center to show posture without needing full certification This avoids scrambling later when a big prospect suddenly asks for proof. Would love to hear what others are seeing.

If you're using Salesforce then you should try this tool called - https://www.appropoz.com/

Hey David G., we’re seeing the same trend across a lot of SaaS teams and with most of our customers. Enterprise buyers are asking for SOC 2 or ISO 27001 proof much earlier now, sometimes even during the first discovery calls, because trust and data security have become part of the buying criteria itself. From what we’ve noticed, early-stage teams that tackle compliance proactively (even before Series A) end up shortening their sales cycles later on and avoiding those “come back after you’re certified” moments. I’m with Ciphrix, where we’re helping startups automate the heavy lifting around SOC 2, ISO 27001, and GDPR - from drafting policies to collecting evidence and staying audit-ready year-round.

Hey Chris Tilton, try this out - https://konfhub.com/ Great platform. Happy to make an intro with founders.

You can try Snov.io ( includes email + LinkedIn )

That's great. Creating a habit of using CRM is really tough. I have faced this multiple times. BDRs really like spreadsheets/excel.

CRM is the best way to track all this. You can start with a free version of CRM like Hubspot and later on go for full fledged.

I would have charged $35 to $40 per hour.