Test · Add-on
Get ready for enterprise customers
Large organisations need security, compliance, admin controls and support before they buy. Plan these early.
About 3-10 daysChanges yearlyLast reviewed 5 November 2026
Who this applies to
- Skills it builds
- Commercial and business senseTechnical and AI fluency
- PM types
- All
- Product types
- Business software (B2B / SaaS)
- Starting points
- All
- Ways of working
- All
- Experience
- All
- Size of organisation
- All
Steps, by experience
Beginner (under 1 year)
- Collect common enterprise requirements from sales.
- Check what you have for security, single sign-on, permissions and audit logs.
- Check data protection and contract needs.
- Prepare answers to security questionnaires.
- Plan the gaps on the roadmap.
Intermediate (1 to 4 years)
- Assess security, admin and compliance gaps.
- Prepare standard security answers.
- Plan enterprise features.
Experienced (5+ years)
- Decide which certifications are worth the investment.
- Package enterprise features in a plan.
- Build an enterprise support model.
Who can do this
Owner: Product manager
Can be delegated to
- Policy / Legal / Compliance: Review contracts and compliance
- Tech Lead or Architect: Assess security and admin features
Reviewed by: Policy / Legal / Compliance, Tech Lead
Tool examples
- Confluence
- Keep a security and compliance answers library.
- Jira
- Track enterprise gaps as epics.
Definition of done
- Requirements collected
- Gaps assessed
- Plan agreed
Common pitfalls
- Finding gaps in a sales deal
- Building custom features for one customer
- Underestimating compliance effort
If you lead the team
What good looks like: Security, compliance, admin controls and support are ready before chasing large customers.
Ask your PM
- What do large customers ask for that we can't yet provide?
- How long do security reviews take us?
Warning signs
- Deals stall on security questionnaires.
- Enterprise features are built deal by deal.