Handling Security and IT Questions in Partner-Led Deals: Best Practices and Challenges

·Feb 09, 2026 07:12 AM·

Quick question. In partner-led deals, when a buyer’s security/IT team starts asking detailed questions, how do you usually handle it? Do you have a repeatable “approved answers + security/IT packet + customer-specific business case/deck” process, or is it mostly Slack/email? Curious what’s worked or been painful.

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2 comments

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Pat H.
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Are you trying to solve for this as a RevOps operator, or are you building in this space?
Sudarshan Y.
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I'm building for Sales, but I came across this problem where one of my customer is facing this problem where their partner team gets involved in these conversations and it becomes a scaling blocker.

Pat H.
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Are you trying to solve for this as a RevOps operator, or are you building in this space?
Sudarshan Y.
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I'm building for Sales, but I came across this problem where one of my customer is facing this problem where their partner team gets involved in these conversations and it becomes a scaling blocker.