Most companies still see information security as a “compliance checkbox.” A necessary evil. A cost center.
That mindset is killing deals.
Because here’s the brutal truth: your next big client doesn’t care how good your product is if they don’t trust you with their data.
The Old Way: Security as an Expense
The traditional approach?
- Buy a few tools.
- Write a dusty policy.
- Pray you don’t get breached.
That’s defence-only thinking. You’re guarding the castle walls while ignoring the fact that clients are looking at those walls and deciding whether they trust you enough to walk inside.
Worse, weak or shallow programs scream “small-time.” Enterprise buyers instantly see the red flags, missing certifications, vague privacy language, sloppy access controls. That’s how you stay stuck chasing small contracts.
The New Way: Security as a Growth Engine
A strong information security program isn’t overhead, it’s leverage. It doesn’t just protect you; it opens doors that were previously locked.
Here’s how:
- Win Bigger Clients. Enterprise and government buyers won’t even consider you without strong InfoSec. ISO 27001, SOC 2, GDPR compliance, these aren’t badges, they’re tickets into seven-figure deals.
- Shorten Sales Cycles. With a security program in place, you stop scrambling for “can you fill out our 300-question security questionnaire?” Instead, you hand over your audited report and move to the contract stage. Weeks saved. Revenue accelerated.
- Differentiate in Crowded Markets. Most competitors are still winging it, cheap policies, outdated tools, no audits. You position yourself as the safe bet. The brand that gets it.
- Protect Reputation Capital. A breach doesn’t just cost money, it kills trust. With airtight controls, you’re not just avoiding disaster, you’re signalling reliability.
Proof in Numbers
65% of enterprise buyers rank security posture as the deciding factor when choosing a vendor.
Companies with SOC 2 or ISO 27001 compliance report 44% faster deal cycles and up to 30% higher contract values.
The average cost of a data breach? £25,700 for SMBs. Avoiding one is profit, not cost-saving.
The Knockout Challenge
So here’s the question:
Do you want to keep playing small with “minimum security”, watching bigger clients slip away?
Or do you want to flip security into your sharpest competitive edge, and open doors to bigger, faster, better deals?
Because in 2025, your information security program isn’t just about protecting your business. It’s about proving you’re ready for more business.
The companies that get this will scale. The ones that don’t? They’ll be left selling scraps.