Compliance
Your enterprise deal needs SOC 2.
Now what?
Compliance platforms all sound the same. But which one you pick matters less than how you scope the engagement. Get that wrong, and you'll waste months on a certification that doesn't actually unblock your deal.
Someone said you need SOC 2. Now you're comparing Vanta vs. Drata vs. SecureFrame and they all sound the same.
Here's what they're not telling you: which platform you pick matters less than how you scope the engagement.
Get that wrong, and you'll waste months and money on a certification that doesn't actually help you close deals.
Talk to someone who's been on both sidesHere's what they're not telling you: which platform you pick matters less than how you scope the engagement.
Get that wrong, and you'll waste months and money on a certification that doesn't actually help you close deals.
What most founders learn the hard way.
We've helped dozens of companies through compliance. These are the mistakes we see over and over.
The badge doesn't stop the questions
You'll still get security questionnaires. You'll still face technical due diligence. SOC 2 is table stakes, not a finish line.
Compliance tools are half the equation
Vanta, Drata, and SecureFrame handle evidence collection well. They don't tell you what controls you actually need, how to scope your audit, or how to handle the call when the buyer's CISO wants to talk architecture.
A poorly scoped SOC 2 creates new problems
Rushed or sloppy audits give sophisticated buyers something to pick apart. Their security team will ask questions your report doesn't answer—and now you're worse off than before.
Scoping mistakes cost months
Wrong trust service criteria? Excluded a system you shouldn't have? You'll either re-scope mid-audit or deliver a report that doesn't satisfy anyone.
Different buyers want different proof
It's not just SOC 2
Different buyers want different things. The wrong framework—or wrong scope within a framework—costs time and credibility.
SOC 2
The baseline for B2B SaaS selling to North American enterprises. But Type 1 vs Type 2, trust service criteria selection, and scoping decisions matter more than the compliance platforms admit.
ISO 27001
Carries more weight in Europe, UK, and with global enterprises. More rigorous than SOC 2. If you're selling internationally, this may be the better first move — or plan for both.Buyers will dig into your architecture. Authentication, data flows, access controls—be ready for the questions.
HIPAA
Non-negotiable if you touch healthcare data. But "HIPAA compliant" isn't a certification you receive — it's an ongoing obligation with specific technical and administrative requirements.
PCI DSS
Required if you handle payment card data. SAQ-A is very different from Level 1. Scoping mistakes here get expensive fast.
NIST CSF
Framework, not certification. Often referenced in contracts. Implementing it well requires understanding your actual risk profile.
NIST AI RMF
Emerging framework for AI products. Enterprise buyers are starting to ask. Worth getting ahead of.
15 minutes could save you months.
Before you sign with a vendor, before you kick off an audit, talk to someone who's seen how this goes wrong. Free call, no pitch, just help you think through it.
Save monthsFAQ
Questions You Should Answer Before Buying a Platform
We've worked with dozens of SaaS teams navigating enterprise security. Here's what usually comes up.
Which trust service criteria do you actually need?
Security is always required. Availability matters if you're selling uptime SLAs. Confidentiality if you handle sensitive data. Processing Integrity if customers rely on your calculations (fintech, analytics). Most companies include criteria they don't need and exclude ones they do.
What systems should be in scope?
Anything touching customer data or affecting the service you sell. You can often exclude internal tools (HR systems, marketing platforms) — if they're properly segmented. But exclude something you shouldn't, and a sharp buyer will notice.
Type 1 or Type 2?
Type 1: "These controls exist." Type 2: "These controls exist and worked over 6-12 months." Most enterprise buyers want Type 2. Type 1 can unblock a deal while you work toward it, but plan to upgrade.
SOC 2 or ISO 27001 first?
US-based buyers: SOC 2. European or multinational buyers: ISO 27001 often carries more weight. Selling to both: plan your sequence carefully.
How do you handle carve-outs?
You can reference AWS or GCP's SOC 2 reports for infrastructure. Same for major SaaS tools. But you're responsible for how you configure and use them. Sophisticated buyers check if you're hiding risk behind carve-outs.
What's your gap between current state and audit-ready?
Seed stage with no formal security program: 3-6 months of work. Series A/B with basics in place: 1-3 months. The platform handles evidence collection — it doesn't implement controls for you.
Before you sign or kick off, talk to someone who's seen how this goes wrong.
Free call, no pitch, just help you think through it.
Free call, no pitch, just help you think through it.
What to actually consider when comparing vendors. Beyond the features matrices and pricing pages.
Automation vs. Expertise
Tools automate evidence collection. They don't replace knowing what controls you need or how to implement them properly.
Auditor Relationships
Some platforms bundle auditors, some don't. Bundled isn't always better—or cheaper. Independence matters.
Framework Coverage
Starting with SOC 2 but need HIPAA later? ISO 27001? Make sure your platform investment scales with you.
Integration Depth
How well does it connect to your actual stack? Partial integrations mean manual evidence collection anyway.
True Costs
Platform fee + auditor fee + internal time + ongoing maintenance.
The sticker price is never the real price.
The sticker price is never the real price.
Exit Strategies
What happens if you outgrow the platform or want to switch? Where does your evidence live?
Do Things Right, Once
Why Talk to Adversis First?
We're not a compliance platform. We're the people who help you figure out what you actually need.
Platform Agnostic
We work with Vanta, Drata, SecureFrame, and others. We recommend what fits your situation, not what pays us the best referral fee.
Scoping Expertise
We've done this many times. We know which decisions matter and which ones don't.
Beyond the Badge
We help you show up credible in enterprise sales conversations—not just pass an audit.
No pitch, Just Clarity
Our intro call is free. We'll help you understand what you need even if you never hire us.
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Chad Nelson
Head of Business Development
Most companies don't need more security—they need the right security at the right time. We figure out what that is.
Talk to us