Surviving Vendor Security Questionnaires
If you sell to enterprise, finance, or healthcare, you will eventually receive a massive spreadsheet asking how you secure your data. Here is how to prepare so you don't lose the deal.
What they are actually looking for
They don't expect you to be Fort Knox. They expect you to have governance. They want to know that:
- 1. You have policies Written rules that employees actually sign.
- 2. You have controls MFA, encryption, and backups are in place.
- 3. You check your work Pen tests or vulnerability scans happen regularly.
- 4. You manage your own vendors You know who holds your data.
The "Must Have" Evidence Packet
Create a "Trust Pack" folder. When a prospect asks, send this first. It often eliminates 50% of their custom questions.
- ✓ WISP (Written Information Security Program): Your master security policy.
- ✓ Incident Response Plan: Proof you know what to do if hacked.
- ✓ Pen Test Summary (Letter of Attestation): Keep the full report private; share the summary showing you fixed criticals.
- ✓ Cyber Insurance Certificate: Proof of coverage.
- ✓ SOC 2 Type II Report: (If you have it. If not, the packet above is your bridge).
Red Flags to Avoid
Never just say N/A. Say "N/A - We do not develop custom software" or "N/A - We are fully remote."
Don't say you encrypt laptops in row 45 and then say you have no MDM in row 92.
Common Questions
Should we get SOC 2 certified?
If you are a SaaS company, probably yes. If you are a professional services firm, a strong WISP and good questionnaire answers are usually sufficient.
Can N2CON fill these out for us?
Yes. For our managed clients, we often act as the CISO delegate and complete the technical sections of these questionnaires.