- 01Buyer · Procurement
The security questionnaire that kills offshore deals.
Enterprise buyers hand offshore agencies a SIG or CAIQ and quietly disqualify half of them inside the first ten answers. Here is which questions actually decide the memo, which are theater, and what a substitute for SOC 2 looks like when the agency does not have one yet.
8 min - 02Buyer · Legal
Data residency and the EU buyer.
EU buyers write "data stays in the EU" into every SOW and then discover, two months in, that it did not. Here is what GDPR actually requires from an offshore development contract, why SCCs are not a substitute for residency, and the four misstatements that void the paragraph.
7 min - 03Buyer · Pricing
The nearshore premium you are actually paying for.
US buyers routinely pay a 30 to 45 percent premium for nearshore over offshore and describe the reason with the word "communication." The word is doing a lot of work. Here is the arithmetic the premium is actually funding, and the two conditions under which the premium clears its bar.
6 min