Fair point. If you already have SOC 2 or a solid security posture ready to go, it doesn't. The stall mostly hits teams that get asked for the first time and aren't prepared. Curious did you get certified before or after your first enterprise ask?
Exactly. And the answer is almost always the same nobody thinks about it until a deal is on the line. By then, you're scrambling to find evidence that should've been collected months ago. The teams that don't stall are the ones that treated compliance as a revenue unlock early, not a checkbox after the fact.