Sell AI Vendor Compliance Packets to SaaS Startups 2026
Enterprise buyers are killing AI deals over security spreadsheets. Launch an AI vendor compliance packet service in 2026 and sell SaaS startups the answers...
Chapter 1: The Questionnaire Wall: Why AI Startups Are Losing Deals in 2026 There is a moment in almost every AI startup's sales cycle that nobody puts on the pipeline dashboard. The demo went well. The champion is excited. Legal has blessed the MSA in principle. And then an email arrives from someone the founder has never spoken to — a security analyst, a GRC manager, a third-party risk lead — with a spreadsheet attached. Two hundred and forty rows. Tabs for data handling, subprocessors, model provenance, training data lineage, incident response, and something ominously labeled "AI-Specific Controls." That spreadsheet...