How do I survive procurement, legal, and security reviews as a tiny startup?
Procurement, legal, and security exist to slow you down, so prepare the paperwork before they ask: a standard MSA, a security one-pager, a data-handling summary, and answers to the common vendor questionnaire. Lean on your champion to shepherd you through the internal maze and give you a warning of every gate ahead. Getting SOC 2 or ISO underway early removes the single most common reason enterprise deals stall or die.
Go deeper
3 resources, 3 link-checked.
📖 Book
✓ Link checkedFreemiumIntermediate
The authoritative handbook on founder-led sales, written for technical/first-time sellers building B2B SaaS. Readable free online via membership, and covers the whole motion end to end.
A16z's framing of how modern enterprise software is sold: bottom-up product adoption layered with top-down sales, using companies like Slack, Stripe, and Atlassian as evidence. Essential context for deciding when and how to add real enterprise selling on top of a product people already use.
A seasoned enterprise sales leader gives a crash course on selling into complex organizations like the Fortune 500, including how deals actually get qualified, structured, and closed. The right resource once you're ready to move beyond scrappy founder sales into a repeatable field motion.
