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InfoSec teams have bigger ambitions than simply ticking off checkboxes to stay compliant.
They want to drive real business outcomes for their organization—yet too often they’re stuck in a cycle of reactive firefighting, scrambling through audit seasons, and being viewed as a cost center that slows down deals rather than accelerating them.
This disconnect between InfoSec’s potential and its daily reality costs organizations more than they realize.
The audit gap report confirms what forward-thinking security leaders already know: 72% of InfoSec professionals identify improving security posture as their top priority, and they see it as a direct pathway to building customer trust and driving business growth.
When organizations get security right, certifications stop being expensive hurdles and start becoming strategic differentiators that open new markets and win enterprise deals.
The solution isn’t more compliance tools or stricter controls. It’s a fundamental shift in perspective: treating compliance as a customer-led growth vector, instead of a cost center. Organizations that make this shift transform their InfoSec teams from overhead into revenue enablers.
Security excellence accomplishes more than protecting data—it creates the conditions for sustainable business growth. When InfoSec teams strengthen their security posture, they build a foundation that supports every other strategic business initiative, from market expansion to operational efficiency.
The connection between security and business outcomes becomes clear when you consider what your customers actually need from you:
A robust security posture delivers on these business needs:
Trust has become the currency of modern business relationships, particularly in B2B environments where data sharing and system integration are standard practice.
In an era marked by supply chain attacks, massive data breaches, and increasing regulatory scrutiny, organizations can no longer rely on reputation or relationships alone to win and retain customers.
Your security certifications serve as tangible proof of your commitment to protecting customer interests. These are more than badges to display on your website—they’re keys to unlocking market opportunities.
Here are four certifications to prioritize:
This isn’t compliance theater—it’s market access. The organizations that understand this stop viewing certifications as costs and start seeing them as investments in business growth.
A strong security posture ensures business continuity in an environment where new threats are a frequent occurrence. Every security improvement you make reduces the likelihood of incidents that could damage customer relationships, trigger regulatory penalties, or disrupt operations.
The risk reduction benefits of robust security extend throughout your organization. When your security controls are properly implemented and regularly audited, you’re better positioned to identify vulnerabilities before they become incidents. This proactive approach protects not just your data, but your reputation, customer relationships, and market position.
Consider the cascade effect of a security incident: immediate response costs, regulatory investigations, customer notifications, potential lawsuits, and long-term reputational damage. Each layer of security you add, each control you strengthen, reduces the probability and potential impact of these costly events.
Mature security practices don’t add overhead—they eliminate it. When security processes are well-defined, automated where possible, and integrated into daily operations, they actually free your team to focus on innovation instead of firefighting.
During audit season, organizations with strong security postures gain significant advantages:
Elise Spitzer, Senior Customer Success Manager at Thoropass, shares a revealing metric from a recent customer review: “Compared to last year, Thoropass saved them 25% more time on audit.”
This particular metric—less time spent on audit—actually captures something essential: when security programs run efficiently, audits validate existing practices rather than disrupting operations.
Moving from reactive compliance to proactive security excellence requires deliberate planning and consistent execution. Here are some recommended best practices to help you strengthen your security foundation:
Success starts with visibility. Document every certification deadline, renewal date, and audit milestone before you begin any audit cycle. Comprehensive planning helps everyone involved stay on track and demonstrates to customers that you take their security requirements seriously.
To start, create a comprehensive audit calendar that includes both final deadlines and key milestones: evidence collection periods, internal reviews, remediation windows, and buffer time for unexpected findings.
Share this timeline across teams so everyone understands their role and timing in the process. When working with audit specialists, you can reduce audit timelines by up to 50%—but only if you start with clear visibility into what needs to happen when.
Customer trust is especially fragile when you’re dealing with time-sensitive reports like SOC 1 financial audits. Your customers need these reports by specific dates for their own compliance requirements. “If you miss that deadline, you’re eroding that level of trust,” Spitzer says.
Start with the date by which you promised to deliver a certification to your customer, then work backwards to establish realistic milestones for each phase of preparation. This reverse-engineering approach ensures you never miss those critical deadlines, while setting clear expectations for your team.
Security excellence isn’t achieved once—it’s maintained through constant refinement. After each audit, conduct thorough reviews of findings, not just as a way to identify failures, but as an opportunity to strengthen your security posture.
“We start by reviewing findings from previous audits—looking for patterns and opportunities for improvement,” says Spitzer. This proactive approach requires a continuous improvement mindset, which means taking identified risks and vulnerabilities and building those insights directly into the implementation plan from day one.
Auditors communicate in precise technical language that serves their professional requirements but often confuses business stakeholders. Your InfoSec team must bridge this gap, translating audit findings into clear business implications and actionable improvements.
“Post-audit review is where we add real value,” Spitzer explains. “We take the technical jargon from audit findings and translate it into plain English so teams can understand the actual business implications.”
The goal is to go beyond theoretical best practices into actionable takeaways, helping teams identify the practical changes they can make to improve their security posture. When you help stakeholders understand how security issues impact their specific areas—like helping sales understand how clean audits accelerate deals—you transform security from an abstract concept into tangible business value.
The organizations winning in today’s market understand a simple truth: security excellence creates compound returns. Every certification you earn, every audit you pass, every security control you strengthen—these build on each other to create momentum that extends far beyond compliance.
Sales cycles shorten, customer retention improves, and operational costs decrease when security runs smoothly year-round instead of creating quarterly chaos. This transformation from compliance burden to business accelerator requires more than new tools or processes. It demands a shift in how you think about security’s role in your organization.
The audit gap report reveals how organizations are bridging the divide between where their security programs are today and where they need to be tomorrow. Download The audit gap report to see how your peers are closing their audit gaps and turning security investments into measurable business value.
