When prospects question Equinix and specifically Equinix Australia’s security, we build confidence through transparency and rigorous standards. Trusted by security-sensitive sectors, we ensure confidentiality, integrity, and availability with certifications like ISO 27001, SOC 1 & 2 Type II, and PCI DSS. Equinix Australia employs NV1 and NV2-cleared staff at critical sites, managing secure access to sensitive environments. Our layered security approach includes 24/7 personnel, multi-factor authentication, biometric access, and real-time monitoring. Partnering with top cybersecurity firms, we help customers meet compliance confidently. With Equinix, you gain a trusted ally dedicated to securing your operations locally and globally.

Governance and compliance are crucial priorities when evaluating a product. Enhanced features such as end-to-end encryption in messaging applications are integral for privacy assurance. It's essential to prominently display relevant certifications, including third-party and all the partnership agreements, which may differ by region—such as CPRA in the US and GDPR in the EU. Additionally, incorporating testimonials and case studies provides social proof and justifies the product's effectiveness. Collectively, these elements form a comprehensive approach to reinforcing trust with potential customers.

I find that sharing details about the security certifications and compliance standards met by the solution, such as ISO 27001, GDPR, or GLBA, really helps reassure customers of the security measures put in place. Adding relevant customer references from the prospect’s industry takes it a step further, building further trust.

To reassure clients about product security, I focus on: - Clear Security Documentation: Providing an overview of our protection measures. - Customer Testimonials: Sharing feedback from clients who trust our product. - Hands-On Trial: Offering a demo for clients to experience security firsthand.

It is extremely important to understand the specific information security policies of the prospects which would be driven by controls emanating from regulatory requirements and prospect’s internal policies. A clear view if the customer is governed by RBI, SEBI, IRDAI, US FDA (GMP segments) or any other regulatory body would give you the direction. Focus on interpretation of the regulatory security policy. Interpretation is often subject to regulated entity’s understanding. In a situation, where the product features do not exactly comply to requirements, for instance - SaaS apps should have a WAF component becomes a control to comply with OWASP Top 10. Thereby demonstrate how you meet OWASP Top 10 even without WAF in place.