My client wants SOC 2 — Here's what to do next in 8 steps

You're in a sales conversation, things are going well, and then it arrives: "Do you have a SOC 2 report?" For many SaaS and tech teams, that question feels like a wall. It doesn't have to be.

SOC 2 isn't a single hurdle. It's a structured process, and once you know the steps, it's entirely manageable. Whether your client needs it to close a contract or you're looking ahead at enterprise deals, this guide walks you through exactly what to do, in order.

Why clients ask for SOC 2 in the first place

SOC 2 (System and Organisation Controls 2) is an attestation framework developed by the AICPA. It tells clients that your systems and controls have been independently assessed against recognised security standards. Enterprise buyers, in particular, use it as a baseline during vendor due diligence — it's their way of confirming your organisation handles their data responsibly.

For SaaS companies, SOC 2 compliance has become essential for winning business with mid-market and enterprise customers. Plainly, SOC 2 is no longer optional for SaaS teams targeting enterprise deals.

8 steps to take when a client asks for SOC 2

1. Don't panic - clarify exactly what they need

Before anything else, ask your client a few quick questions. Do they want a SOC 2 Type I or Type II report? Is there a deadline tied to a contract or procurement cycle? Are there specific Trust Services Criteria (TSC) they care about — for instance, availability or confidentiality on top of the mandatory security category?

Getting clear on requirements upfront saves significant time. Some clients will accept a Type I report as a starting point; others will only accept Type II.

2. Understand the difference between Type I and Type II

This distinction shapes your entire timeline and budget.

• SOC 2 Type I assesses whether your controls are properly designed at a single point in time. It typically takes 1–3 months to prepare for and is faster to obtain.
• SOC 2 Type II assesses whether those controls operated effectively over a period of 3–12 months. Typically, total timelines for Type II run 6–12 months from start to report.

Type II carries significantly more weight with enterprise clients. Many SaaS teams start with Type I to satisfy an immediate client need, then move to Type II. You can read more about whether Type II certification is right for your SaaS company before committing.

3. Decide which Trust Services Criteria apply to you

SOC 2 is built around five Trust Services Criteria (TSC): Security, Availability, Processing Integrity, Confidentiality, and Privacy. Security is mandatory for every report. The others are optional and chosen based on what your clients care about and what your service actually does.

A SaaS company processing health or payment data might include Confidentiality and Privacy. A cloud infrastructure provider might add Availability. Don't include a criterion just because it sounds good — each one adds scope, evidence requirements, and audit time.

4. Run a gap analysis (readiness assessment)

This is arguably the most important step. A gap analysis compares your current security controls against SOC 2 requirements and surfaces what's missing before an auditor does. A readiness assessment typically covers policy documentation, technical control review, access management, incident response, and evidence collection processes.

The output is a prioritised remediation plan. Think of it as your to-do list before the real audit begins. Skipping this step is how teams end up with surprise findings on audit day.

Securance's advisory and compliance services include readiness assessments designed specifically for SaaS and tech teams, giving you a clear picture of where you stand before committing to an audit.

5. Remediate the gaps

Armed with your gap analysis, start building or formalising controls. Common areas that need attention include:

• Access control policies (including MFA and least-privilege access)
• Incident response and business continuity plans
• Change management procedures
• Vendor risk management
• Logging, monitoring, and alerting

For technical weaknesses, penetration testing and vulnerability scanning can help identify and close gaps in your security posture before audit evidence collection begins.

6. Start collecting evidence

SOC 2 is an evidence-based framework. Auditors don't just take your word for it, they want logs, screenshots, policy documents, and system-generated records proving your controls are active and consistently applied. Good evidence hygiene during the observation period (for Type II) is what separates organisations that pass cleanly from those with qualified opinions.

Using a SOC 2 Type II readiness checklist keeps your team aligned on what needs to be captured and by whom.

7. Choose the right auditor

SOC 2 reports can only be issued by licensed CPA firms, self-certification isn't an option. When selecting an auditor, look for genuine experience with SaaS and cloud environments, transparent pricing, and willingness to conduct a pre-audit readiness review. 

Securance provides independent SOC 2 audits as part of its broader assurance services, combining technical expertise with a practical understanding of how SaaS systems are built and operated.

8. Use your SOC 2 report as a competitive asset

Once you have your report, don't just file it away. Share it proactively with prospects, reference it in security questionnaires, and link to it in your trust centre if you have one. A SOC 2 report signals maturity to buyers and often shortens the procurement process. Companies that treat compliance as a growth tool ,rather than a box-ticking exercise, find it pays back well beyond the initial cost.

For a broader view of how SOC 2 sits alongside frameworks like ISO 27001, ISAE 3000, and NIS2, it's worth understanding the compliance landscape before deciding where to invest next.

The bottom line

A client asking for SOC 2 isn't a setback, it's a signal that your business is ready for a bigger stage. The process takes time, but it's entirely achievable with the right preparation and support. Start by clarifying what's needed, run a gap analysis, remediate systematically, and engage a qualified auditor when you're ready. Each step builds on the last, and the result is a report that opens doors.

If you'd like to understand your current compliance posture before committing to a timeline, Securance offers a no-obligation consultation to help you map the path forward.