How to Build a Minimum Viable Evidence Package (And Stop Wasting Time on Security Questionnaire Response)

You’re in a sales call. Things are going great. Then the prospect says: “Great! Can you fill out our security questionnaire? It’s just 150 questions.”

Your stomach drops.

You know what happens next: Your team spends 40+ hours digging through documentation, guessing at answers, and creating evidence they don’t have. You miss the deadline. The deal stalls. And the prospect moves on to a competitor who had their act together.

Here’s the brutal truth: Most companies don’t have a Minimum Viable Evidence (MVE) package. They’re reactive. Every time a prospect asks a security question, they scramble to find the answer.

But there’s a better way.

A Minimum Viable Evidence package is a simple, organized collection of documentation that proves you take security seriously. It’s not a full compliance program (yet). It’s not a SOC 2 audit (yet). It’s the bare minimum you need to respond to security questionnaires, close deals, and buy time to build a real compliance program.

And here’s the best part: You can build one in 2–4 weeks for $5K–$15K. No auditor required. No massive project. Just smart, strategic documentation.

Let me show you how.

Why You Need an MVE Package (And Why You Probably Don’t Have One)

Most early-stage companies operate in a state of security chaos:

• You have security controls, but they’re not documented

• You have policies, but they’re scattered across Google Drive

• You have processes, but they only exist in people’s heads

• You have evidence, but you don’t know where it is

Then a prospect asks a security question, and you panic.

Here’s what happens:

1. Sales asks engineering: “Do we have encryption?”

2. Engineering says: “Yeah, we use AWS KMS… I think?”

3. You spend 6 hours finding the documentation

4. You realize it’s incomplete, so you spend another 6 hours creating it

5. You miss the deadline, and the deal stalls

Sound familiar?

An MVE package solves this. It’s a pre-built library of answers and evidence that you can pull from instantly. Instead of scrambling, you’re ready.

What Is a Minimum Viable Evidence Package?

An MVE package is a simple, organized collection of documentation that answers the most common security questions prospects ask.

It includes:

• Policies & Procedures (what you do)

• Control Documentation (how you do it)

• Evidence (proof that you actually do it)

• Questionnaire Responses (answers to common questions)

It’s not comprehensive. It’s not audit-ready. It’s just enough to answer 80% of prospect questions and buy time to build a real compliance program.

Key characteristics:

✅ Organized — Easy to find things

✅ Complete — Answers most common questions

✅ Evidence-backed — Not just claims, but proof

✅ Accessible — Non-technical people can understand it

✅ Maintainable — Easy to keep updated

The 5 Components of an MVE Package

1. Security Policies (The “What”)

These are the rules you follow. They don’t need to be perfect—they just need to exist and be documented.

Essential policies:

• Information Security Policy — Your overall security framework

• Access Control Policy — Who can access what and why

• Data Protection Policy — How you handle customer data

• Incident Response Plan — What you do when something goes wrong

• Acceptable Use Policy — What employees can and can’t do with company resources

• Vendor Management Policy — How you assess and manage third-party vendors

• Password Policy — Requirements for passwords (length, complexity, rotation)

• Encryption Policy — What data you encrypt and how

How to create them:

1. Start with templates (there are free ones online)

2. Customize for your business (don’t copy-paste generic policies)

3. Get legal review (especially for data protection and incident response)

4. Get executive sign-off (shows commitment)

5. Document the date and version (so you can track updates)

Time to create: 1–2 weeks

Cost: $0–$5K (if you hire a consultant)

Owner: Security Lead or Consultant

Why this matters: Policies show you have a plan. Evidence shows you execute the plan.

2. Control Documentation (The “How”)

For each control, document:

• What it is — Brief description

• Why you have it — Business justification

• How it works — Step-by-step process

• Who’s responsible — Owner and escalation

• How you test it — Proof that it works

• Evidence — Screenshots, logs, reports

Example: Access Control

Control: Role-Based Access Control (RBAC)

What it is: We use role-based access control to ensure employees only have access to systems and data they need for their job.

Why we have it: To prevent unauthorized access to customer data and reduce the risk of insider threats.

How it works:

1. New employee gets hired

2. Manager defines their role and access needs

3. IT creates account with appropriate permissions

4. Employee gets trained on security policies

5. Access is reviewed quarterly and updated as needed

6. When employee leaves, access is revoked within 24 hours

Who's responsible:

• Owner: CTO

• Escalation: CEO

How we test it:

• Monthly: Review all active accounts and verify permissions match roles

• Quarterly: Test access controls by attempting unauthorized access

• Evidence: Access control audit log (attached)

Evidence:

• Screenshot of access control system

• Monthly audit report

• Quarterly test results

How to create them:

1. List all your security controls (access, encryption, monitoring, etc.)

2. For each control, document the 6 elements above

3. Gather evidence (screenshots, logs, reports)

4. Organize in a shared folder (Google Drive, Notion, etc.)

5. Assign an owner for each control

Time to create: 2–3 weeks (depends on number of controls)

Cost: $0 (internal) or $5K–$10K (if you hire help)

Owner: CTO + Security Lead

Why this matters: This is what auditors will ask for. Getting it right now saves rework later.

3. Evidence Library (The “Proof”)

For each control, you need evidence that it actually works. This might include:

• Screenshots of systems and configurations

• Logs showing activity (access logs, audit logs, etc.)

• Reports from security tools (vulnerability scans, penetration tests, etc.)

• Certificates (SSL certificates, software licenses, etc.)

• Training records (employee security training completion)

• Test results (control testing, disaster recovery drills, etc.)

• Agreements (vendor agreements, NDAs, data processing agreements)

How to organize it:

Create a folder structure like this:

Evidence Library

├── Access Control

│   ├── Screenshots

│   ├── Audit Logs

│   └── Test Results

├── Encryption

│   ├── Configuration Docs

│   ├── Key Management Logs

│   └── Test Results

├── Incident Response

│   ├── Policy

│   ├── Incident Logs

│   └── Tabletop Exercise Results

├── Monitoring & Logging

│   ├── Tool Configuration

│   ├── Sample Logs

│   └── Alert Examples

└── Vendor Management

    ├── Vendor Assessments

    ├── Agreements

    └── Risk Assessments

How to gather it:

1. Access Control: Export access control reports from your systems

2. Encryption: Document your encryption approach (AWS KMS, etc.) with screenshots

3. Monitoring: Take screenshots of your monitoring tools and sample logs

4. Incident Response: Document your process and include any past incident logs

5. Vendor Management: Create a vendor registry and assessment forms

6. Training: Export training completion reports from your HR system

7. Backups: Document your backup strategy and test results

Time to gather: 1–2 weeks

Cost: $0 (internal)

Owner: CTO + Security Lead

Why this matters: Evidence is what turns claims into proof. It’s the difference between “we do this” and “here’s proof we do this.”

4. Questionnaire Response Templates (The “Answers”)

Most security questionnaires ask the same questions repeatedly. Instead of answering from scratch each time, create templates.

Common questions:

• “Do you encrypt data in transit?” → Yes, we use TLS 1.2+

• “Do you encrypt data at rest?” → Yes, we use AES-256 encryption

• “How do you manage access?” → We use role-based access control with SSO

• “Do you have an incident response plan?” → Yes, documented at [link]

• “How do you handle vendor risk?” → We assess all vendors with a security questionnaire

• “Do you have business continuity?” → Yes, we have documented RTO/RPO and test quarterly

• “Do you have security training?” → Yes, all employees complete annual security training

• “How do you handle data retention?” → We retain data for [X] days and delete securely

How to create templates:

1. Collect 3–5 recent security questionnaires from prospects

2. Identify common questions (you’ll see patterns)

3. Create a template answer for each question

4. Include evidence references (where to find proof)

5. Organize by topic (access, encryption, incident response, etc.)

Example template:

Question: Do you have a documented incident response plan?

Answer: Yes. We have a documented incident response plan that defines:

• What constitutes a security incident

• Escalation procedures

• Communication protocols

• Investigation and remediation steps

• Post-incident review process

Testing: The plan is reviewed annually and tested through tabletop exercises.

Evidence:

• Incident Response Plan (attached)

• Tabletop Exercise Results (attached)

• Incident Log (last 12 months)

Time to create: 1 week

Cost: $0 (internal)

Owner: Security Lead + Sales

Why this matters: Templates save time and ensure consistency. You’re not making up answers on the fly.

5. Organization & Accessibility (The “System”)

All of this documentation is useless if you can’t find it when you need it.

How to organize:

1. Create a shared folder (Google Drive, Notion, etc.)

2. Use a clear folder structure (by control, by topic, by question type)

3. Create an index (spreadsheet with links to all documents)

4. Version control (track updates and dates)

5. Assign owners (who maintains each document?)

6. Set review schedule (quarterly or annually)

Example folder structure:

Lodestone Security - MVE Package

├── README (overview and how to use)

├── Index (spreadsheet with all documents)

├── Policies

│   ├── Information Security Policy

│   ├── Access Control Policy

│   ├── Data Protection Policy

│   ├── Incident Response Plan

│   ├── Acceptable Use Policy

│   ├── Vendor Management Policy

│   └── Password Policy

├── Controls

│   ├── Access Control

│   ├── Encryption

│   ├── Monitoring & Logging

│   ├── Incident Response

│   ├── Business Continuity

│   └── Vendor Management

├── Evidence

│   ├── Access Control Evidence

│   ├── Encryption Evidence

│   ├── Monitoring Evidence

│   ├── Incident Response Evidence

│   ├── Business Continuity Evidence

│   └── Vendor Management Evidence

├── Questionnaire Responses

│   ├── Access Control Q&A

│   ├── Encryption Q&A

│   ├── Incident Response Q&A

│   ├── Business Continuity Q&A

│   └── General Security Q&A

└── Supporting Documents

    ├── Vendor Assessments

    ├── Training Records

    ├── Audit Reports

    └── Agreements

How to maintain it:

1. Assign an owner (usually Security Lead or Compliance Coordinator)

2. Set a review schedule (quarterly or annually)

3. Update when things change (new policy, new control, new evidence)

4. Track versions (date and version number on each document)

5. Brief the team (everyone should know where to find things)

Time to set up: 1 week

Cost: $0 (if using free tools) or $50–$200/month (if using paid platforms)

Owner: Security Lead

Why this matters: Organization is the difference between a useful resource and a useless mess.

The 4-Week MVE Build Plan

Here’s how to build your MVE package in 4 weeks:

Week 1: Foundation & Policies

What to do:

• Assess your current security posture (what do you already have?)

• Create a list of essential policies (see component #1)

• Start drafting policies (use templates)

• Get legal review (especially for data protection and incident response)

Deliverables:

• Draft of all essential policies

• Legal review feedback

• List of controls to document

Time: 40 hours

Owner: Security Lead + Legal

Week 2: Control Documentation & Evidence Gathering

What to do: - Document each control (see component #2) - Gather evidence for each control (see component #3) - Create questionnaire response templates (see component #4) - Organize everything in a shared folder

Deliverables: - Control documentation for all major controls - Evidence gathered and organized - Questionnaire response templates - Folder structure set up

Time: 40–60 hoursOwner: Security Lead + CTO

Week 3: Finalization & Review

What to do:

• Finalize all policies (incorporate legal feedback)

• Complete any missing evidence

• Create an index of all documents

• Internal review (make sure everything is accurate)

Deliverables:

• Final versions of all policies

• Complete evidence library

• Index/directory of all documents

• Internal review checklist

Time: 30–40 hours

Owner: Security Lead

Week 4: Testing & Training

What to do:

• Test the MVE package (can you find everything quickly?)

• Brief your sales team (how to use it)

• Brief your team (who owns what, how to keep it updated)

• Create a maintenance plan

Deliverables:

• MVE package ready to use

• Sales team trained

• Maintenance schedule set

• Owner assignments

Time: 20–30 hours

Owner: Security Lead + Sales

What Your MVE Package Should Answer

By the time you’re done, your MVE package should answer these questions:

Access & Authentication: - How do you manage access to systems and data? - Do you use multi-factor authentication? - How do you handle access when employees leave? - How do you review access regularly?

Encryption: - Do you encrypt data in transit? - Do you encrypt data at rest? - How do you manage encryption keys? - What encryption standards do you use?

Monitoring & Logging: - What do you log? - How long do you retain logs? - Who can access logs? - How do you detect suspicious activity?

Incident Response: - Do you have an incident response plan? - What’s your incident response timeline? - How do you communicate during an incident? - How do you prevent similar incidents?

Business Continuity: - Do you have backups? - How often do you test backups? - What’s your recovery time objective (RTO)? - What’s your recovery point objective (RPO)?

Vendor Management: - How do you assess vendors? - What security requirements do vendors have? - How do you monitor vendors? - What happens if a vendor has a breach?

Data Protection: - How do you handle customer data? - Do you have a data retention policy? - How do you delete data securely? - Do you comply with GDPR/CCPA?

Security Training: - Do you train employees on security? - How often do you train? - Do you track completion? - How do you handle security violations?

Common Mistakes to Avoid

Mistake 1: Making It Too Comprehensive

Wrong: Trying to document everything perfectly.

Right: Document the 80% that matters. You can add details later.

Why: Perfect is the enemy of done. Get something out there, then improve it.

Mistake 2: Making It Too Generic

Wrong: Using generic templates without customizing for your business.

Right: Customize everything to match your actual processes.

Why: Prospects can tell when you’re using boilerplate. Customized answers build trust.

Mistake 3: Not Including Evidence

Wrong: Just writing policies without proof you follow them.

Right: Include screenshots, logs, and reports that prove you do what you say.

Why: Claims without evidence are worthless. Evidence turns claims into proof.

Mistake 4: Not Maintaining It

Wrong: Building it once and never updating it.

Right: Review quarterly, update when things change, assign an owner.

Why: Outdated documentation is worse than no documentation. It destroys trust.

Mistake 5: Not Making It Accessible

Wrong: Storing it in a way that’s hard to find or share.

Right: Organize clearly, create an index, make it easy to share with prospects.

Why: If your team can’t find it, you can’t use it. If you can’t share it, it’s worthless.

How to Use Your MVE Package

Once you have it, here’s how to use it:

In Sales Conversations

When a prospect asks a security question: 1. Check your questionnaire response templates 2. Provide the answer + evidence 3. Build trust by showing you’re organized

In Security Questionnaire Responses

When a prospect sends a questionnaire: 1. Check your templates for similar questions 2. Customize the answer for their specific question 3. Include evidence references 4. Submit on time (you’re ready!)

In Proposals

Include a section like: “Security & Compliance: We take security seriously. Here’s our approach to [access control, encryption, incident response, etc.]. [Link to evidence]”

On Your Website

Create a “Security” page that includes: - Overview of your security approach - Links to key policies - Proof of certifications/compliance - Contact for security questions

In Onboarding

Share with new customers: - Your security policies - How you protect their data - Incident response procedures - Contact for security issues

From MVE to Full Compliance Program

Your MVE package is not your final destination. It’s a stepping stone.

Timeline:

• Months 1–2: Build your MVE package (you are here)

• Months 3–4: Use it to close deals and gather feedback

• Months 5–8: Build on it (add more controls, expand documentation)

• Months 9–12: Pursue formal certification (SOC 2, ISO 27001, etc.)

The MVE package buys you time. It lets you close deals while you build a real compliance program.

Your Next Steps

This Week: - [ ] Assess your current security posture - [ ] List your essential policies - [ ] Identify your major controls - [ ] Assign an owner

Next Week: - [ ] Start drafting policies (use templates) - [ ] Begin documenting controls - [ ] Start gathering evidence - [ ] Create folder structure

By End of Month: - [ ] Complete MVE package - [ ] Brief your sales team - [ ] Use it to respond to questionnaires - [ ] Track time saved

Ready to Build Your MVE Package?

An MVE package is the fastest way to get security-ready without a full compliance program.

At Lodestone Security Group, we help companies build MVE packages in 2–4 weeks. We’ll:

✅ Assess your current security posture

✅ Create essential policies and procedures

✅ Document your controls with evidence

✅ Build questionnaire response templates

✅ Organize everything for easy access

Let’s talk. We’ll spend 30 minutes understanding your security posture and your sales challenges—then give you a roadmap for building your MVE package.

Schedule a call with Lodestone

Key Takeaways

✅ MVE package = organized security documentation (policies, controls, evidence, questionnaire responses)

✅ You can build one in 2–4 weeks for $5K–$15K

✅ It answers 80% of prospect questions without a full compliance program

✅ It buys you time to build a real compliance program later

✅ It’s a stepping stone to SOC 2, ISO 27001, and other certifications

Stop scrambling every time a prospect asks a security question. Build your MVE package and be ready.

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