I work with StealthNet AI, and this is something we see a lot with smaller SaaS companies. They start selling to bigger customers, the sales process goes well, then procurement or security sends over the questionnaire. Most of it is manageable. Then one line blocks the whole thing: “Please provide your most recent third-party penetration test report.” A 20-person SaaS team came to us after this happened. They were already in talks with a large enterprise prospect. The buyer liked the...