Satisfy Customer Requirements for Information Security

• Your customers and potential customers are increasingly demanding assurance that you will meet their information security requirements.
• Responding to these assurance demands requires ever more effort from the security team, which distracts them from their primary mission of protecting the organization.
• Every customer seems to have their own custom security questionnaire they want you to complete, increasing the effort you have to expend to respond to them.

Our Advice

Critical Insight

• Your security program can be a differentiator and help win and retain customers.
• Value rank your customers to right-size the level of effort your security team dedicates to responding to questionnaires.
• SOC 2 or ISO 27001 certification can be an important part of your security marketing, but only if you make the right business case.

Impact and Result

• CISOs need to develop a marketing strategy for their information security program.
• Ensure that your security team dedicates the appropriate amount of effort to sales by value ranking your potential customers and aligning efforts to value.
• Develop a business case for SOC 2 or ISO 27001 to determine if certification makes sense for your organization, and to gain support from key stakeholders.