Customer Review
Customer Security Review
What happens
A prospective or existing customer triggers their vendor-security process. Questionnaires, evidence requests, on-site assessments, trust-center reviews. Often blocking a sale or a renewal.
Buyer-state shift
The CISO's priority becomes 'unblock revenue'. Pre-sales engineers and customer success start showing up in security tool-selection meetings.
Typical motion
Augmentation. The buyer has GRC; they need the customer-facing layer that turns compliance work into sales enablement. Vendors that frame trust as revenue-attached close fastest.
Urgency window
One quarter. Often tied to a specific deal slipping or a renewal at risk.
Common mistake
Selling trust-center tooling as a compliance product. The buying motion lives in revenue, not risk. Talk to the GTM team, not just the security team.