How to Establish Security Framework for B2B Sales?


Vector Image of Two Sales Executives discussing the security stance of their organization's Business Development
How Can Your Organization Prove To Be Trustworthy to B2B Through your Security Process

Investor attractiveness is one of the most treasured characteristics that may make or destroy any venture-backed B2B SaaS startup or scale-up. Investors, among other things, want to know if your company can earn money. And, to generate money, your company must be able to secure B2B sales. When the question of B2B sales arises, some demands need to be considered. As a part of client demands, security is often found to be a common denominator.

It is not unusual for prospective clients or companies to ask for a security questionnaire or your organization's SOC report. If your company anticipates the requirement for a security proof or questionnaire, your B2B sales will most likely proceed effortlessly.

However, if you weren't able to prepare in advance and are going through a security review for the first time, your deal may be put on hold while your company decides how to prove its security in the best possible ways.

How Can Your Organization Prove To Be Trustworthy Through The Security Process?

Security audits are becoming more prevalent in the sales cycle, and rightfully so. If you provide B2B software that stores customer data, you can predict corporate clients to be concerned about the security of their customers' data within your information ecosystems. Enterprises are particularly worried by the potential of a data breach and are looking for methods to determine whether your organization can be trusted with critical data or not. As you may understand, this directly impacts sales.

Your organization can prove that it is trustworthy enough to store and handle critical data by facilitating a security assessment. This security assessment is an important tool that can take various forms. For instance, you might spend time describing your company's security measures to potential prospects, share documentation of the security policies you created and follow, or respond to a vendor questionnaire designed by your prospect. Alternatively, you may conduct a SOC 2 audit, which is the most proactive and likely the best approach to showing your company's security.

One of the most used forms of security review is a responding vendor questionnaire. To study in detail what a vendor questionnaire is and how it functions, read ahead.

Vendor Questionnaire As A Tool

A vendor security questionnaire is a tool that enterprises use to evaluate the security procedures of an organization before signing on to utilize their services. A vendor questionnaire is primarily lengthy and can range from 30 to 300 yes/no questions delving into the intricacies of your company's security program. Corporations do not have to use a uniform format as it depends on the nature, purpose, and impact of a specific service.

A company will be better served if it asks more questions about potential vendors up front rather than discovering afterward that they did not adequately investigate their vendors' policies. Questions like 'how will your organization help us comply with applicable laws?' or 'Is your organization using encryption technologies for data in transit and data at rest where it is technically feasible and legally permissible?' can be included in the questionnaire to determine the organization's capability beforehand. The CTO of an organization is normally in charge of responding to vendor questionnaires.

What Is The Right Way To Use Security For B2B Sales?

Security is no longer a privilege, and with every organization adopting certain security practices to build their sales, one question you need to ask is how does your organization stand apart from the competition? What are the ways in which your organization is using security to boost sales?

Becoming Proactive

It is no unknown fact that your sales cycle will slow if you rely on a reactive, test-as-needed strategy that entails waiting for outcomes before proceeding with a transaction. It can result in some ambiguity while responding to vendor security questionnaires, and it may make the corporate vendor nervous that they will not obtain the correct results from you in a timely manner. Eventually, they may opt to move on to another SaaS provider due to this incompetence.

Therefore, it is essential to have the correct security strategy in place when planning to increase sales. As the SaaS business expands and enterprises rapidly embrace more digital tools and processes, vendor and supplier partnerships have grown more aware of the information security issues involved in each new product or platform. By having a proven secure application, you can demonstrate your willingness to engage in B2B corporate negotiations. Year-round audits, compliance checks, and penetration testing are some ways you can guarantee your prospects that your organization's application security is up to pace.

Closing Thoughts

Boosting B2B sales through security reviews is not a far-fetched plan. Instead, it is not one of the most practical ways you can create trust among your vendors and clients while also generating more transactions simultaneously. This article will help you understand the correct way to use security for B2B sales and offer a comprehensive guide on the same.

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