They usually appear in the form of Excel spreadsheets or Word documents with a list of questions posed to a vendor about a potential cybersecurity procurement: Does the product work with big data? Is the solution compatible with Microsoft 365? Will I need to increase on-site storage for log data?
The vendor then checks off the yes-no boxes, and sends the responses back to the customer prospect. If the checked boxes and accompanying explanations work for the prospect, then the vendor advances to the next stage of a big sale.
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