The security review is not a side quest

Plenty of deals that look healthy stall in the same place. The buyer says yes, then someone mentions a security questionnaire, a data processing agreement or a vendor onboarding checklist. Nothing was hidden. It just wasn’t on anyone’s plan.

These steps are the deal

For most mid-size and large buyers, security review, legal review and procurement are not formalities after the decision. They are the decision process. They involve people the Rep may never have met, and they run on their own calendar.

Put them on the plan early

In the first few conversations, ask your champion which approvals the purchase needs. Add each one as a step with an owner and a target date. A typical shape:

• Technical and security validation: questionnaire, architecture review, demo for the technical team.
• Contracting and legal: contract provided, redlines received, redlines provided, data processing agreement, approval.
• Procurement and finance: vendor onboarding, budget approval, purchase order process.

Know who owns each one

Your champion often can’t move these steps alone. Ask who owns each review on their side and when they expect it back. Then put that date on the step. When one slips, you will know which conversation to have.

Plan the order, not just the list

Some reviews can run in parallel. A security questionnaire doesn’t need to wait for contract redlines. Seeing the order on one plan shows where the real critical path is, and which date is likely to slip first.

Put these steps on the plan in week one and the close date reflects reality. Find them in week six and the close date was a guess.