Selling Compliance Technology

This white paper sets out recommended practice for buying and selling compliance technology. It offers practical guidance for compliance teams on how to develop a compliance technology strategy, build the business case and budget, plan a competitive sourcing process, identify credible bidders, design a clear RFP package, get the most from demonstrations and sandbox testing, and select and contract with the right vendor. The recommendations draw on surveys of compliance technology buyers and vendors conducted in 2026, and the paper includes verbatim, anonymized observations from both sides of the table.

Because the buying experience is shaped as much by vendors as by buyers, we also offer guidance to compliance tech vendors on the practices that build trust with buyers and those that destroy it, from first marketing contact through to contract signature. This is not a counsel of perfection, but rather practical steps to help buyers run processes that serious vendors will invest in, and to help vendors respond in ways that win.

Technology configuration and deployment will be addressed in a companion paper in 2027.

The buyer and vendor surveys that inform this paper remain open. If you have practices, experiences or lessons learned from your own compliance technology purchases or sales, we would love to hear about them. QR codes for both surveys are provided below. Alternatively, please click on the feedback button below.