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How a 60-person SaaS company passed SOC 2 Type II and unblocked $2.4M in deals.
Enterprise buyers loved the product, then went quiet at the security review. Skillfi's fractional CISO built a real security program, led the company through a SOC 2 Type II audit with zero exceptions and turned security from a blocker into a reason to buy. It's how our fractional CISO service works: security that helps you sell.
Great demos, then silence at security review.
The company sells workflow software to operations teams and had started landing meetings with large enterprises. Champions were keen, but every deal hit the same wall: a 200-question security questionnaire and a request for a SOC 2 report it didn't have.
There was no one in charge of security. The CTO answered questionnaires at night, copying from old answers, and each one took about three weeks. Seven enterprise deals worth $2.4M were stuck in procurement, two had already gone to a competitor with a report, and the board wanted to know when the problem would be fixed.
We kept winning the demo and losing the deal. Procurement would ask for our SOC 2 report and the conversation just stopped.
CEO, client
Build a real program, not a paper one, and put it to work in sales.
Our fractional CISO owned security from day one, working with the engineering team on the technical controls. Customer contracts and data processing terms were updated alongside our legal & compliance team.
Controls that fit a 60-person team
A gap assessment, 14 practical policies, single sign-on and MFA everywhere, access reviews, logging and a tested incident plan.
An audit with no surprises
Evidence collected automatically, a readiness review before the auditor arrived and a full Type II observation period run cleanly.
Security as a sales asset
A reusable answer library, a public trust page and the CISO on calls with buyers' security teams for the biggest deals.
7 months, step by step
From no security owner to a clean SOC 2 Type II report and a sales team that welcomes security reviews. Here's how the engagement unfolded.
- Week 1–362 gaps found
Gap assessment
Systems, data, vendors and access mapped against SOC 2 criteria, with a ranked list of what to fix first.
- Week 2–53 deals moving
Quick sales unblock
A security overview and answer library built so open deals could keep moving while the audit was prepared.
- Month 2–314 policies live
Controls & policies
Single sign-on, MFA, device management, logging, vendor reviews and 14 policies written and rolled out.
- Month 3Mock audit passed
Readiness review
An internal mock audit, a tabletop incident exercise and auditor selected on SaaS experience.
- Month 4–690 days clean
Observation period
Three months of controls running every day, with evidence collected automatically and checked weekly.
- Month 70 exceptions
Report issued
SOC 2 Type II report delivered with zero exceptions and shared with every buyer in the pipeline.
Four layers buyers can trust
Not a binder of policies nobody reads. A program that runs every day and answers a buyer's questions before they ask.
Right people, right tools
- Single sign-on & MFA
- Quarterly access reviews
- Same-day offboarding
Secure by default
- Managed devices
- Encrypted data
- Code & cloud scanning
Ready when it matters
- Central logging & alerts
- Tested incident plan
- Backup restore drills
Proof on request
- SOC 2 Type II report
- Public trust page
- Answer library
Six months after the report
Days to answer a security questionnaire
So security reviews no longer decide when a deal closes.
Security used to be where our deals went to die. Now we send the report before they ask, and our biggest customer told us our security was the reason they chose us.
CEO, clientAre security reviews slowing your enterprise deals?
Our fractional CISO will build a security program that fits your size, lead you through SOC 2 and help your sales team win the security review, without a full-time hire. Need contracts and data terms tightened too? Our legal & compliance team can help.
- Gap assessment & roadmap
- Controls & policies that fit
- SOC 2 audit, start to report
- Answer library & trust page
30 minutes. No obligation.
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