Most companies treat SOC 2 and PCI certifications as the cost of being allowed into the room. They’re not wrong — but they’re missing half the picture. For a growing number of technology companies, SaaS providers, and organizations that hold sensitive data on behalf of enterprise clients, these certifications aren’t just a procurement hurdle. They’re a direct path to revenue that was previously out of reach. “This shift has been building since the mid-2000s and really accelerated in the early 2010s as more companies moved to SaaS models,” says Andy Pojuner, CISO, Managing Director of Intelligence, Data & Technology at Altum Strategy Group. “Certifications went from being a validation tool — something that confirmed what you already had — to a genuine business proposition. If you don’t have them, you’re not in the conversation.” In a recent Altum case study, a technology company serving the entertainment industry was technically capable of competing for major enterprise contracts but couldn’t get past procurement without SOC 2 and PCI certifications. After working with Altum to build the operational maturity those certifications actually require, the company began winning contracts with some of the largest amusement parks and entertainment venues in the United States. The […]