Selling to Banks & Enterprises¶
Definition¶
Enterprise sales for eKYC — long sales cycles, procurement requirements, compliance certifications, and what matters to bank buyers.
Enterprise Requirements¶
| Requirement | What They Need |
|---|---|
| iBeta certification | Level 1 minimum, Level 2 preferred |
| NIST FRVT ranking | Top-tier ranking for face recognition |
| SOC 2 Type II | Security audit certification |
| ISO 27001 | Information security management |
| GDPR compliance | DPA, DPIA support, EU data residency |
| On-premise option | Some banks require on-premise or private cloud |
| SLA guarantees | 99.9%+ uptime, <5s processing time, <4hr manual review |
| Document coverage | Support for all document types in their operating countries |
| Regulatory support | Help with compliance documentation and audit responses |
Sales Cycle¶
| Phase | Duration | Activities |
|---|---|---|
| Discovery | 2-4 weeks | Requirements gathering, demo |
| POC/Pilot | 4-8 weeks | Technical integration, accuracy testing |
| Security review | 4-12 weeks | InfoSec assessment, pen testing, SOC 2 review |
| Procurement | 4-8 weeks | Contract negotiation, legal review |
| Implementation | 4-12 weeks | Integration, testing, go-live |
| Total | 4-12 months |
Key Takeaways¶
Summary
- Enterprise sales cycles are 4-12 months — patience and process required
- Certifications (iBeta, SOC 2, ISO 27001) are table stakes — no shortcuts
- Security review is often the longest phase — prepare documentation upfront
- POC with real data is the most effective sales tool — let accuracy speak