Home › Blog › Selling to Banks: 16 Questions Fintechs and Vendors Ask, Answered
Short answers to what fintechs and vendors ask about selling to banks: the buying committee, procurement, SOC 2, due diligence, DORA, pilots and cold email rules.
By Moe Alhosni · Published 2 November 2026 · 7 min read
Short answer: These are the 16 questions fintechs and other vendors ask most about selling to banks, each with a short answer and a link to the full guide. The short version: start with the person who owns the problem, not procurement or the innovation team; prepare your security and due diligence file before anyone asks; and expect each reviewer to need time, because banks are supervised on how they buy.
I collected them from three places: searches people made before they landed on this site, the questions that the pages ranking for these topics answer (a stand-in for Google's "People also ask"), and the questions we track in AI assistants every week. They are paraphrased, not copied, and no one is named. Each answer is short and links to the page that goes deeper.
I spent 4 years and 7 months at Moody's in London (October 2019 to April 2024), most recently as Assistant Director, Sales, working with financial institutions and asset managers. We have not run a campaign for a finance client yet, so the answers below use published rules, our own published data and how buying works, not finance case studies. None of it is legal advice.
For wider questions on finance lead generation, pricing and agencies, see finance lead generation questions, answered.
Find the person who owns the problem you solve, write to them about that problem in their terms, and start the vendor-risk track as soon as there is interest. The main guide is lead generation for selling to banks and credit unions, and the bank buying committee map shows who to reach.
Usually a business sponsor, operations, IT, information security, third-party risk, model risk, compliance and legal, procurement, finance and a final approver. In smaller banks one person covers several roles. Our role-by-role guides cover the CFO, CISO, COO, procurement and compliance.
The budget holder signs within a delegated limit, and for larger or critical services a committee or the board may approve it. Signing comes last: procurement, vendor risk, information security, legal and compliance each have to clear you first. See how to sell to banks.
Because banks are supervised on how they choose and monitor suppliers. The US interagency guidance on third-party relationships, the EBA outsourcing guidelines, DORA in the EU and PRA SS2/21 in the UK all expect due diligence scaled to risk. Several teams review you, and each can ask for more.
Many start with smaller banks and credit unions: shorter chains, fewer reviewers and references that larger banks will ask for later. Big banks bring scale but much longer reviews. See how to sell to credit unions and a fintech's first bank pilot.
It can help you learn, but innovation teams rarely own a budget or a process. Deals usually close through the business owner of the problem. Treat the innovation team as a door, not the buyer, and ask who owns the problem day to day.
No. Procurement runs a process once the business has decided to buy. Start with the person who owns the problem, then ask them to bring procurement in. See how to sell to bank procurement.
Not by law, but most banks expect independent assurance such as a SOC 2 Type II report or ISO 27001. Without one, expect a longer security review. See how to sell to a bank CISO for the documents to prepare.
Company and ownership documents, financial statements, insurance, a security pack, business continuity plans, data protection terms with a sub-processor list, and policies such as anti-bribery. The checklist is in the bank buying committee map.
By proposing something small, measurable and time-boxed with a business sponsor who owns the problem, and by preparing the vendor file before it is requested. The structure is in a fintech's first bank pilot.
Usually not, if it sells a B2B product or service to the bank rather than inviting someone to invest. Email marketing law applies instead. See cold email and FSMA section 21.
Yes, indirectly at least. DORA has applied since 17 January 2025 and requires EU financial entities to manage ICT third-party risk, so they pass requirements to ICT vendors through contracts and monitoring. Expect DORA-driven contract terms.
The UK Prudential Regulation Authority's supervisory statement on outsourcing and third-party risk management. It sets expectations for how UK banks assess, contract with and monitor suppliers, including audit rights and exit plans. Expect its themes in UK banks' vendor reviews.
Emails to corporate subscribers are generally allowed under PECR, with a clear way to opt out, while sole traders and some partnerships are treated as individuals. UK GDPR still applies to the personal data you use. See is cold email legal for financial services.
Yes. Ask how it defines a qualified bank meeting, whether it charges for meetings that did not happen, and whether it has worked with bank-facing clients. We compare options in the best lead generation agencies for selling to banks, and explain appointment setting for bank vendors.
Deal value times close rate times margin. Bank contracts are often large, so even a low close rate can make one meeting valuable. Use the cost per meeting calculator for financial services with your own numbers.
If you hire anyone to book meetings in financial services, us included, get three things in writing first.
Then run your own numbers in the cost per meeting calculator for financial services. Our terms are a one-off setup of $1,000–$3,000, then $200–$500 per qualified meeting that took place, or a flat $5,000 a month, with no minimum term.
If you want to talk it through, book 30 minutes or email moe@roimaxi.com.
Moe Alhosni, founder, ROI Maximizer (M Ventures LTD, 4 Beau Street, Bath BA1 1QY).
About the author: Moe Alhosni, founder of ROI Maximizer. Before that he spent 4 years and 7 months at Moody's in London (October 2019 to April 2024), 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
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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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