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How regtech vendors reach the compliance, financial crime and reporting heads at banks and insurers, and the third-party risk rules that shape the sale.
By Moe Alhosni · Published 1 November 2026 · 5 min read
Short answer: Regtech lead generation means booking meetings between a compliance, risk or reporting technology vendor and the people at banks, insurers, asset managers and payments firms who own that problem: usually the head of compliance, financial crime, regulatory reporting or operational risk. The sale is slow because the buyer must run third-party risk checks on you. We charge $200–$500 per qualified meeting that took place, after a $1,000–$3,000 setup. We have not run a regtech campaign yet.
Who wrote this. I'm Moe Alhosni and I run ROI Maximizer. I spent four and a half years in sales at Moody's in London, most recently as Assistant Director, Sales, and earlier worked in settlements at BLOM Bank France in London, including customer due diligence and AML/KYC record updates. I've been both the user of compliance processes and the vendor selling into risk teams. Neither firm has any connection with ROI Maximizer.
This page is for vendors of regulatory technology: KYC and AML screening, transaction monitoring, regulatory reporting, conduct surveillance, model risk, operational resilience and compliance workflow tools. If you sell into banks generally, start with lead generation for selling to banks. This page covers what's different when the buyer is a compliance or risk function.
| Product | Usual owner | Who else has a say |
|---|---|---|
| KYC, onboarding, screening | Head of financial crime or KYC operations | Front office (onboarding speed), IT, data protection |
| Transaction monitoring | MLRO or head of financial crime | Operations, model risk, IT |
| Regulatory reporting | Head of regulatory reporting, finance or CFO office | Data, IT, external auditors |
| Conduct and communications surveillance | Head of compliance or surveillance | Legal, HR, IT security |
| Operational resilience, third-party risk | COO, head of operational risk | Procurement, information security |
The owner feels the pain. They rarely hold the budget alone, and they're often the busiest people in the building after a regulatory finding.
Your buyer is the person who checks vendors. Compliance and risk teams know what a vendor risk review involves because they run them. Expect early questions about security certifications, data location, subcontractors and exit plans.
Third-party risk rules shape the timeline. In the US, the Federal Reserve, FDIC and OCC issued interagency guidance on third-party relationships in June 2023. It expects banks to plan, run due diligence, negotiate contracts and monitor third parties over the whole relationship. In the UK, the PRA's SS2/21 on outsourcing and third-party risk management has applied since 31 March 2022. In the EU, the Digital Operational Resilience Act covers ICT third-party risk and key contractual provisions. None of these stops a bank buying from a start-up, but each adds steps your sales plan must allow for. This is general information, not legal advice.
Timing beats volume. The best moment to reach a compliance team is after something changes: a new rule, an enforcement action in their sector, a regulator's review, a merger or a new market. A short email that names the change gets read. A generic pitch doesn't.
Regtech contracts are often large and long, so a single qualified meeting can be worth a lot even with a low close rate. Use the financial services cost per meeting calculator: enter your average contract value, your close rate from first meeting and your margin. It shows the break-even price for a meeting and what you pay now, in-house or through an agency.
Compliance teams sit inside some of the best-defended email domains anywhere. In our Financial Services Outbound Index, 52.5% of enterprise fintech firms (regtech, data, banking infrastructure and finance software) publish a DMARC policy of reject, more than the 46.7% across all 478 firms checked. If your sending setup is weak, your email is filtered before a person ever decides. Our free email setup checker shows where yours stands.
The person who owns the problem day to day: head of KYC operations, financial crime, regulatory reporting or surveillance. Add one adjacent role so the conversation isn't stuck with one person.
Often two to three quarters from first meeting to contract, longer at large banks, because of third-party risk reviews. Smaller banks and credit unions can move faster.
Selling a B2B product to a company is ordinary B2B marketing. The rules depend on the country; see is cold email legal for financial services. This is general information, not legal advice; check with your compliance team or counsel.
No. We haven't run a regtech campaign. Our published results are from PR agencies, and per-meeting pricing means you pay only when a qualified meeting takes place.
Ask the vendor how it finds the problem owner, not just "compliance". Ask for a written definition of a qualified meeting and what happens to a no-show. And have your due-diligence pack ready before the first meeting, because a good meeting creates a request for it. To talk it through, book 30 minutes or email moe@roimaxi.com.
About the author: Moe Alhosni, founder of ROI Maximizer. Before that he spent four and a half years in sales at Moody's in London, most recently as Assistant Director, Sales, working with banks, asset managers and private equity firms. He runs the campaigns behind the first-hand data on this site. LinkedIn
After Moody's he was Sales Director at Coinshift, a Web3 treasury management company (2024). Before Moody's he worked at BLOM Bank France in London on settlements and customer service, including AML/KYC record updates. Full career
Or run the free GTM teardown on your own site for the ICP, cold email and numbers specific to your company.
ROI Maximizer is a trading name of M Ventures LTD, registered in England and Wales, company no. 15554493. Registered office: 4 Beau Street, Bath BA1 1QY, United Kingdom. moe@roimaxi.com
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