Build a Trust Center That Turns Security Questionnaires Into 40-Minute Tasks

After losing a $14K/month deal because he couldn't answer a 48-page security questionnaire, Jordan built a system that turns vendor security reviews from deal-killers into 40-minute tasks. In this episode, he walks through building a public Trust Center in Notion, creating a reusable answer library mapped to CAIQ-Lite and SIG Lite standards, and automating questionnaire responses with a Make flow that handles 70% of questions automatically while routing the rest for human approval. Jordan covers the two industry-standard "lite" frameworks most mid-market buyers accept, shows exactly which artifacts to publish (SOC 2 links, DPA templates, subprocessor lists), and explains how to triage questionnaires into three risk tiers so you only escalate when truly necessary. He also addresses when this approach breaks down—regulated data scenarios that require full SIG Core responses—and how to charge for deeper reviews as a line item rather than free pre-sales work.