Navigating Early SOC 2 Requirements in the Sales Cycle

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Anyone else running into SOC 2 requirements earlier in the sales cycle? I’ve talked to a few SaaS founders lately who said enterprise buyers are now asking for compliance proof way sooner than before — sometimes even pre-funding. Curious how other GTM teams are handling that. Are you waiting until Series A to get SOC 2 ready, or tackling it earlier?

2 comments

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Ganesh A.
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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.
Andréa F.
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We did it in Series B

Ganesh A.
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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.
Andréa F.
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We did it in Series B