As a B2B SaaS startup we must complete time consuming security documents before some deals. Is it accepted practice to charge customers for the time?

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JASON LEMKIN

It isn’t.  It will clearly send the wrong message.  That you don’t know what you are doing.

I know this takes so, so much time in the early stage.  In the early-ish days, doing this will be supremely frustrating.  The key is to get big enough so it’s part of someone’s job to just do this.  And then … the questions all start to repeat.  So it gets easier.  Although, still, very time consuming.  But once you are big enough — time consuming for someone on the team.  Not you.  Suck it up until then.

But.  It’s totally OK to charge any customer asking for a SecOps audit 15-20% of the ACV in professional services fees overall.

Do that instead.

more here: SaaStr | Don’t Forget the Services Revenue

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Published on January 19, 2016
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