Your first enterprise prospect is interested. Then a spreadsheet arrives with 200 security questions. This is normal, and it is answerable, even for a small team. Here is how to do it well.
1. Identify the format
Common formats include:
- SIG (Standardized Information Gathering) questionnaires from Shared Assessments
- CAIQ (Consensus Assessments Initiative Questionnaire) from the Cloud Security Alliance
- The buyer’s own spreadsheet or portal, often loosely based on one of the above
Ask the buyer which one they need, the deadline, and whether a call can replace parts of it.
2. Answer truthfully, with context
Questionnaire answers often end up referenced in the contract. An optimistic “yes” can later become a breach of contract.
- Yes: only if it is true today and you can show evidence
- Partially: explain what is in place and what is planned, with a date
- No: say so, and add a compensating control if one exists
- Not applicable: explain why
Buyers generally trust a vendor who answers “partially, with a dated plan” more than one who answers “yes” to everything.
3. Build an evidence pack
Most questionnaires circle the same topics. Prepare short documents once:
- Information security policy (one to three pages, actually followed)
- Architecture and data-flow diagram
- Access control: how accounts, roles and MFA work, for staff and customers
- Encryption in transit and at rest
- Logging and monitoring
- Backup and restore, including when restore was last tested
- Incident response summary
- Vendor list with what each one processes
4. Keep an answer library
Save every answer with the date and the evidence it refers to. The second questionnaire takes a fraction of the time of the first. Review the library quarterly, because outdated answers are a risk too.
5. Fix the gaps the questionnaire exposed
Every “no” is a to-do list item that will come up again. Common quick wins:
- MFA for every admin and production account
- Centralised audit logs for logins, role changes and data exports
- Written vendor agreements
- A tested backup restore
6. Publish the basics
A short security or trust page on your website answers the first round of questions before they are asked, and shows buyers you take it seriously.
Need help?
We help SaaS vendors answer security questionnaires accurately, build the evidence pack and fix the gaps, and we build new products so those answers are “yes” from the start.
General information, not legal advice.