The Deal That Almost Didn’t Happen A software company selling project management tools to mid-market professional services firms had been in conversation with a prospect for four months. The champion loved the product. The pricing was approved. Then the procurement…

What ‘SOC 2 Compliant’ Actually Means Spend ten minutes in any B2B SaaS sales cycle, and you’ll hear someone say ‘we’re SOC 2 compliant.’ It gets treated as a single, binary status — either you have it, or you don’t.…

The request rarely comes from a technical contact. It typically comes from someone in procurement, legal, or vendor risk management — people whose job is to protect their organization from third-party exposure. They are not evaluating your product’s features. They…