Growth teams model CAC and payback; finance often models spreadsheet rows for compliance as “misc.” Below is how we surfaced real euros tied to SOC2, DPIA, DPIA-heavy markets, and vendor sprawl.
SOC2-ready vs SOC2-done
SOC2-ready usually means Slack threads. SOC2-done means annual cost: controls testing, tooling, external audit cycles, remediation sprints—not just $15k badges.
DPIA-first markets
Selling into regulated buyers without a DPIA stance means delayed deals — we quantify late quarters as pipeline risk, then capitalize tooling where durable.
Vendor sprawl
Each new SaaS adds SOC2 inbox items and SSO fees. Finance should see annual contract + security review hours rolled into approvals.
Where this breaks down
When procurement optimises sticker price alone. When nobody owns renewal creep alongside control scope.
Our read
Compliance is a product of how you operate, not PDF theatre. Tie line items to revenue timelines — boards listen.