​Not all security questionnaire answers carry the same weight.

​An enterprise buyer sends you a security questionnaire. Some answers need a document, others will trigger follow-up questions, delay approval or put the deal at risk.

​This session breaks down how enterprise buyers evaluate security reviews, what makes them ask for more, and how to respond strategically when the answer is “no” without putting the deal at risk.

​Key Takeaways

• ​Which questions in a vendor review carry the most weight.

• ​How quickly procurement and security reviewers form their view, and what shapes it.

• ​Why evidence matters more than simply providing the “right” answers.

• ​How to understand the different roles of your business champion, procurement, and security reviewers.

• ​How to prioritize your next security questionnaire and respond when you lack a requested control without losing the deal.

​Who This Is For

• ​Founders and business owners navigating customer security requirements as they scale.

• ​Senior and executive leaders at growing technology and regulated companies.

• ​Companies selling to enterprise customers and facing security questionnaires.

• ​Businesses in fintech, healthtech, SaaS, and other security-sensitive industries.

​Speakers

​Michael Smith — Co-Founder & CEO, Threat Unknown

​Michael Smith is the Co-Founder and CEO of Threat Unknown. He previously worked as a security engineer at Amazon and Robinhood, protecting millions of users and billions in transactions, with earlier roles at RBC and Unity Health Toronto. His background spans threat modeling, penetration testing, and AI/LLM security. He holds the OSCP and AWS Certified Solutions Architect credentials.

​Keelan Lothian-Williams — Co-Founder & Sales/Business Development Lead, Threat Unknown

​Keelan Lothian-Williams is Co-Founder and Sales & Business Development Lead at Threat Unknown. He brings six years of risk management and underwriting experience across Property & Casualty lines at Travelers Insurance, Progressive Insurance, and Berkley Meridian. He also served as a Logistics Officer and Captain in the U.S. Army Reserve for over a decade.

​Details

​Date: November 4, 2026
Time: 1:00 - 2:30 PM ET
Location: Virtual - link shared after registration

​Register

​Register to learn how enterprise buyers evaluate security reviews and how to prioritize your responses to move the deal forward.

​About Threat Unknown

​Threat Unknown helps startups and growing companies automate security through AI agents that build security roadmaps, address gaps, and help teams stay ready for customer security reviews, insurance renewals, and audits. Founded by ex-Amazon and Robinhood security engineers after building and operating infrastructure to protect millions of users and billions in transactions.