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independence2 unconnected · 1 more author in those circles
standing

contested · 2 claims against 1

applies to

b2b, no audience needed

assumes $100 and up

confidence

high

evidence

3 claims · 3 articles · 3 receipts

window

2021-11-30 → 2026-06-21

2 builders who never spoke to each other · contested

Answer the security question once, in public

Large buyers will ask about compliance whatever you sell, so publish one page and point everyone at it, including their lawyers. It differentiates you from nobody and is worth doing anyway, though how far to go beyond the page is disputed.

Where this splits

One member treats certification as unavoidable table stakes for large accounts; another refuses security reviews, questionnaires and bespoke terms outright and reports those customers signing up anyway.

2 claims against 1

Jack Ellis · Jason Cohen

Do the compliance work, large accounts require it

  1. 01Treat unglamorous compliance work as certain value when you sell to large companies, even though it differentiates you from nobody.
  2. 02Maintain a compliance page written for lawyers, and tell prospects directly to forward it to their legal team.
the objection · 1 claimJustin Jackson

Refuse the enterprise apparatus, they sign up anyway

Refuse the enterprise apparatus and make big customers buy the way individuals do - self-serve subscription, card payment only, your standard terms, your standard support channels, and one published security page instead of bespoke questionnaires.

What it returned

  • He names security compliance certification as the example.

  • Jack Ellis closes the EU Isolation writeup by telling EU readers, customers and prospects alike, to hand their legal department the compliance page.

  • Transistor has pushed back on enterprise and federal government requests for SOC2, ISO, security reviews, invoicing and dedicated support, keeping only separate standard terms for government agencies, and those customers still signed up.

Sources

the second source

Three plays a week, for the phase you are in

No roundup of links, no news. Three tactics more than one builder arrived at separately, with the numbers each one returned and the disagreements left in.

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More in sales

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the second source

Three plays a week, for the phase you are in

No roundup of links, no news. Three tactics more than one builder arrived at separately, with the numbers each one returned and the disagreements left in.

963 corroborated plays to draw from · 3 a week

One email a week. Unsubscribe in one click, and the address is used for this and nothing else.