The folder and the inbox
How security evidence reaches a prospect today at a company selling into regulated buyers.
Evidence requests this year
Requests for security documentation, how long they take, and how many artefacts are out of date
Requests
212
from prospects and customers
Median turnaround
6 days
request to document sent
Stale artefacts
4
still circulating, superseded
Why it matters
Two hundred requests answered by hand, and four documents in circulation that have since been superseded. The second number is the dangerous one: a stale attestation you sent is a claim you are still making.
Where it actually hurts
Six days is not a disaster in isolation. It is a disaster at the point in a deal where a buyer's security review is the last gate, everyone is waiting, and the answer is sitting in a queue behind eleven other requests.