Lately it feels like every mid market or enterprise deal hits a wall at the security review stage. Sales wants quick answers and customers want detailed documentation. Why is that?
I want to know how others handle this like did you set strict SLAs for security responses or have you ever had to push back on the actual timelines
Security reviews are slowing deals
byu/Adventurous-Grab7873 inEntrepreneur
Posted by Adventurous-Grab7873
2 Comments
This is a really common thing once deals get larger. What usually helps is setting expectations early with sales about what security reviews look like and how long they realistically take. When everything is treated as an emergency that’s when quality drops and people burn out
Lately? Security is what makes an enterprise deal enterprise. We pushed back a lot on the security team but we established ourselves as a partner. Building confidence in the security team on we are not a risk. The most likely pushback we did was on things like we have done things like this so this rule shouldn’t be a concern. Since we were a DevOps company a lot of the security guidelines played right into our hands since we were able to convince them that we’re better than your status quo.