Selling Compliance Technology

This white paper sets out recommendedpractice for buying and selling compliance technology. It offers practicalguidance 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 fromdemonstrations and sandbox testing, and select and contract with the rightvendor. The recommendations draw on surveys of compliance technology buyers andvendors conducted in 2026, and the paper includes verbatim, anonymizedobservations from both sides of the table.

Because the buying experience is shaped asmuch by vendors as by buyers, we also offer guidance to compliance tech vendorson the practices that build trust with buyers and those that destroy it, fromfirst marketing contact through to contract signature. This is not a counsel ofperfection, but rather practical steps to help buyers run processes thatserious vendors will invest in, and to help vendors respond in ways that win.Technology configuration and deployment will be addressed in a companion paperin 2027.

The buyer and vendor surveys that inform thispaper remain open. If you have practices, experiences or lessons learned fromyour own compliance technology purchases or sales, we would love to hear aboutthem. QR codes for both surveys are provided below. Alternatively, please clickon the feedback button below.