The hidden work behind a first enterprise security questionnaire
Selling SaaS to large companies often requires more than a product pitch. During the buying process, an can force the team to gather policies and confirm technical details. Old documents may need to be found, and ers may have to join the to answer accurately.
Many early-stage SaaS teams are not fully ready for this the first time. The practical issue is what part of this process catches teams off guard and how they get through it.
Key points
- Large companies may send a before buying SaaS.
- The work can include collecting policies and checking technical details.
- Old documents may need to be found during the .
- ers may need to help answer the questionnaire.
- Early-stage SaaS teams are often not prepared for the first one.