Exactly. And the answer is almost always the same nobody thinks about it until a deal is on the line. By then, you're scrambling to find evidence that should'v

Exactly. And the answer is almost always the same nobody thinks about it until a deal is on the line. By then, you're scrambling to find evidence that should've been collected months ago. The teams that don't stall are the ones that treated compliance as a revenue unlock early, not a checkbox after the fact.