Girish

Like, SaaS fundamentally means that my data is on your service.

And I want some assurance that you're going to keep this data safe and secure.

And that's the reason why security, compliance, and these kind of things start becoming extremely important to you as you move up market.

You can't hand wave your way around these things.

This is important.

Whatever it is it means in your industry,

If you are working with an industry that is healthcare or fintech, then you absolutely have regulatory requirements that your customers are going to expect you to translate down into your space.

If you're working in other space, still things like SOC 2 or ISO 26001, et cetera, start becoming important for you.

These are important things that you need to take care of, and you cannot deal with these things defensively.

I would highly recommend that you need to go on the front foot.

Say that you take these things seriously and not as an afterthought.

And this is important to your customers.

It becomes important to you.

The second thing I'd translate this to is that your upmarket customers, especially the IT managers in your larger customers, they need to know certain things about your product, irrespective of the function that you sell into.

Specifically, they want to know about visibility.

They want to see what is it that's happening inside of your application.

That usually translates to things like audit logs, for example.

They want to have control over what's happening inside of your application, which basically means who has access to your application, things like SSO, things like SAML, things like RBAC or role-based access control.

So they're going to ask these things of you, and you should be prepared to answer these things.

The third thing is that they only need some guarantees of you.