How a SaaS Company Removed Security as a Growth Constraint
A promising North American SaaS company, with a team of around 30 employees, found its growth hitting a wall. As they gained traction, its leadership team set its sights on larger, enterprise customers, knowing this would help them mature the business and compete for larger contracts. The technology was ready. The market demand was there. But sales cycles kept stalling.
Large public companies required proof of mature security and compliance practices—standards the company’s small internal team wasn’t equipped to meet on its own. Security reviews dragged on, contracts were delayed, and major revenue opportunities stayed just out of reach. What should have been a growth phase became a bottleneck.
Security had become a direct barrier to selling upmarket.
“We were at the point of our company’s evolution where increasing our security posture was necessary in order to engage in business with very large public companies, both in the US and overseas. The PSS team took us every step of the way including enhancing/formalizing our current Information Security Policy & Procedures, dealing with the SOC2 auditor and evidence collection, setting up automated vulnerability scans of our system, executing PEN tests of our system, creating/deploying security training, and deploying/managing MDM software.”
- CTO, SaaS Company
Turning Security into a Business Enabler
Recognizing that incremental fixes wouldn’t be enough, the company began looking for someone to help them build a strong security foundation that could support enterprise growth.
After bringing in Point Solutions Security (PSS) as a strategic partner, they started with a comprehensive assessment to identify gaps across both compliance and technical controls. From there, the company received support to implement a multi-faceted solution to address existing issues.
At every stage, the company could rely on PSS to serve as its vCISO, acting as an extension of its team rather than simply an external consultant. By gaining the strategic leadership they lacked internally, the company was able to translate complex security and compliance requirements into confident decisions and practical execution.
Building an Enterprise-Ready Security Foundation
To meet enterprise expectations, the company set out to strengthen both its compliance posture and its underlying security controls. With guidance from Point Solutions Security, the team navigated multiple overlapping requirements, including GDPR, SOC 2 Type II, and PCI DSS SAQ-A.
They also had specialized support to lead the detailed work of formalizing information security policies, coordinating directly with auditors, and managing evidence collection. Once PSS took over these tasks, the company could remove a significant operational burden while helping its team stay focused on the business.
In parallel, the company worked with PSS to strengthen its technical security foundation, implementing:
- Penetration testing and automated vulnerability scanning to identify and address weaknesses
- CrowdStrike mobile device management to improve endpoint control.
- Security training that reinforced these controls internally, helping ensure the program could scale alongside the company’s growth.
Turning Compliance into Revenue Opportunity
With an enterprise-ready security posture in place, this SaaS company experienced an immediate and measurable impact:
- Achieving enterprise-aligned compliance, including GDPR, SOC 2 Type II readiness, and completing PCI DSS SAQ-A
- Strengthening security controls through automated scanning, penetration testing, and managed endpoint protection
- Removing security as a sales objection, empowering leadership to confidently pursue and close deals with large public companies
Most importantly, security stopped consuming executive attention. The leadership team finally had strategic support and a professionally managed security program that aligned with enterprise expectations. That freed up their energy toward growth initiatives, keeping them confident knowing they were positioned for success.
“Having the vCISO program from PSS was perfect for our budget and our need. I cannot say enough about how happy I have been with the program, what it offers, and the quality of the PSS team. I highly recommend them.”
- CTO, SaaS Company
