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I ran sales for a start up and as much as I hated these types of questionnaires - it was a huge competitive advantage to have someone who knows their stuff (a founder who wrote most of our code) complete them fast and get them back.

It's competitive out there. Using an advantage to your company's benefit as a founder is your job - not work that is beneath you. Fill it out and bring some money in.

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Yeah I agree with this. Dedicate 1 to 2 hours of focused work, fill it out, and move on.

This assumes that you're far enough along in the sales process that there's a high likelihood of close (you've already negotiated price and timeline), and the deal value should generally be five figures or above. This means it's worth your time.

Slightly risky hack: you can buy yourself some additional time by answering some questions with "Documentation will provided separately", and often times clients don't follow up to ask for it.

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