"Which specific control framework are you referencing — SOC 2 with an expanded attack surface, NIST, or an industry-specific requirement like HIPAA? I need to know exactly what's required."
"We're actively pursuing the Level 3 certification — current ETA is [Q3]. In the meantime, we can provide a custom security package that covers your specific control requirements. Can I schedule a call with our CISO?"
"That's a compliance gate, not a business reason to say no. Let's treat it as a project with a timeline — I'll get you everything you need to check the box and keep moving."
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