How to Answer Security Questionnaires That Win Deals

Introduction

Turn security reviews from a sales blocker into a competitive advantage. This playbook covers how to respond quickly, confidently...

What is SOC 2 and Why It Matters for SaaS

Choosing the perfect coworking space in New York for your business involves considering various factors to ensure it aligns with your company's needs and enhances productivity. Here are some steps to help you:

OC 2 Definition:

A framework developed by the AICPA (American Institute of CPAs) that evaluates how well a company safeguards data across five Trust Services Criteria: Security, Availability, Processing Integrity, Confidentiality, and Privacy.

Why It Matters for SaaS:

• Speeds up enterprise deals.
• Demonstrates security maturity.
• Reduces repetitive vendor security questionnaires.
• Builds trust with customers and investors.

The Complete SOC 2 Checklist for B2B SaaS

Choosing the perfect coworking space in New York for your business involves considering various factors to ensure it aligns with your company's needs and enhances productivity. Here are some steps to help you:

1. Preparation & Planning

• Identify your business goals for SOC 2 (faster sales, investor readiness, enterprise trust).
• Select your Trust Services Criteria (most SaaS companies start with Security).
• Assign an internal SOC 2 owner (often a CTO, CISO, or Head of Ops)
• Set a realistic timeline (3–6 months for most).

2. Policies and Procedures

Auditors want to see formal documentation, not just good intentions. Draft and implement policies for:

• Information Security
• Access Control
• Data Classification
• Vendor Management
• Incident Response
• Change Management
• Business Continuity & Disaster Recovery

3. Technical Controls

Ensure your infrastructure meets SOC 2 security requirements:

• Identity & Access Management
• System Security
• Data Protection
• Logging & Monitoring

4. Vendor and Third-Party Management

Ensure your infrastructure meets SOC 2 security requirements:

• Maintain an approved vendor list
• Perform risk assessments on third parties (e.g., cloud providers, payment processors).
• Collect and review SOC 2 reports from critical vendors.

5. Employee Security

Ensure your infrastructure meets SOC 2 security requirements:

• Run background checks (where legal).
• Provide security awareness training
• Define an onboarding and offboarding process (access provisioning & removal).

6. Evidence Collection & Automation

Ensure your infrastructure meets SOC 2 security requirements:

• Use a GRC platform (like Vanta, Drata, or Tugboat) to automate evidence gathering.
• Collect proof for controls (screenshots, system exports, logs).
• Track remediation tasks.

Pro Tips for SaaS Teams

• Start early—SOC 2 can take longer than expected.
• Use automation to reduce manual evidence collection.
• Treat SOC 2 as a security program, not just a compliance checkbox.
• Leverage your SOC 2 report as a sales asset.

Conclusion

Achieving SOC 2 compliance is a big milestone for any B2B SaaS company. With the right preparation, automation, and expertise, the process doesn’t have to overwhelm your team. By following this checklist, you’ll not only pass the audit—you’ll build a security program that strengthens customer trust and accelerates growth.