Stop chasing moving targets. Ship a buyer‑visible compliance plan.
“Every time I think I’ve figured out the U.S. regulations, something changes.”
“I need clear guidance on U.S. regulatory compliance for my industry.”
If this sounds familiar, you’re not alone. What stalls U.S. expansion isn’t usually technology—it’s uncertainty. Buyers don’t say “no”; they say “later,” while Legal, Safety, and InfoSec push your file to the bottom of the stack.
Here’s the fix: treat compliance as sales enablement, not paperwork. Put a simple, credible plan in front of buyers that reduces perceived risk and shortens the last mile of procurement.
TL;DR (what to do this week)
- Publish a one‑page Compliance & Safety overview on your site.
- Build a 90‑day Regulatory Readiness Plan using the CLEAR framework below.
Assemble a Security Packet (see components in Article 4 of your main series) so InfoSec doesn’t become a surprise gate.
Why compliance = sales enablement
U.S. buyers don’t buy tech; they buy risk reduction. A concise, buyer‑visible plan tells them:
- You understand the regimes their counsel cares about.
- You have evidence (testing, runtime, certifications) that stands up to scrutiny.
- You’ve named owners and dates. Not “working on it”—when.
When your compliance posture is clear, enterprise champions fight for you.
When it’s vague, they default to the incumbent.
The CLEAR framework
Use this to structure your plan and your public page.
C — Classify
Pin down what you are and the risk you touch.
- Product/service category and use cases
- Data types handled (if any), safety/operational risk profile
- Buyer environment (industrial, municipal, defense, healthcare, etc.)
L — Label & License
What markings, certifications, or approvals apply now vs. later?
- Required labels/marks (e.g., UL/ETL, CE (for context), EPA method acceptance, relevant code compliance)
- Registration/licensing needs (by state or federal where applicable)
- Expected timelines and responsible labs or notified bodies
E — Evidence
Show proofs that matter to the buyer (not wishful thinking).
- Test reports, third‑party validations, runtime hours in comparable conditions
- Safety case summaries, failure modes, change control
- References or partner letters (credible, on letterhead when possible)
A — Agencies & Actors
Name the people and institutions that will touch approval.
- Regulators or authorities having jurisdiction (AHJs)
- Independent labs, integrators, primes/partners
- Insurers, auditors, and internal approvers (Legal, InfoSec)
R — Risks & Resolutions
List likely blockers and your mitigation with dates.
- “SOC 2 Type II in progress—pen test complete Q4; remediation by Nov 15.”
- “Sampling protocol agreed with utility; operator training scheduled.”
“Export controls screening SOP live; OFAC checks before onboarding.”
What to publish (today) on your Compliance & Safety page
- Plain‑English scope of what you do and don’t do.
- Data & safety summary: where data lives; what happens on failure; your incident process.
- Certifications & audits: what you have; what’s in flight; the quarter you expect completion.
- Subprocessors/partners (high level) + contact for security/privacy.
- Download: two things—your Security Overview (2 pages) and a Regulatory Readiness Snapshot.
A well‑done page is a green flag for champions who must justify you internally.
Your 90‑day Regulatory Readiness Plan (milestones that move deals)
- Days 1–14: Lock classification; confirm applicable labels/approvals; schedule lab work. Publish the Compliance & Safety page.
- Days 15–30: Produce your Security Packet (overview, pen test letter, DPA, incident process, subprocessor list).
- Days 31–60: Complete a third‑party validation (test report or runtime data) in a comparable U.S. environment.
- Days 61–90: Socialize findings with 3 target buyers. Co‑author a Compliance FAQ with their counsel’s input.
Month‑9 scale/kill: If certifications slip or validation is weak, narrow your wedge or change the entry path.
Avoid last‑mile InfoSec/Legal surprises
- Front‑load your packet: SOC roadmap, pen test summary, data flow diagram, access controls, DR targets, DPA template.
- Calendar the review window in your Mutual Close Plan (Article 6 in your main series).
- Name a security contact who actually replies.
Sector inserts (what buyers expect)
Water Technology
- Method approvals, sampling plans, chain‑of‑custody, operator SOPs
- Runtime hours by influent quality; warranty and uptime guarantees
Energy Technology
- Interconnection and utility approvals, incentive alignment
- Reliability/curtailment metrics; insurer/EPC letters for bankability
Advanced Buildings
- Code cycles (ASHRAE/IECC), AHJ sign‑offs, commissioning plan
- Payback documentation; rebate/program mapping
Next‑Gen Mobility
- Safety case; uptime SLAs; utility coordination for charging
- Fleet TCO proof; depot/site approvals
Defense / Dual‑Use
- Export controls posture (ITAR/EAR screening SOP)
- TRL clarity; ATO/FedRAMP path if cloud; teaming with primes
Template: Regulatory Readiness Canvas (copy/paste)
Product/Service: ______________________ Use Cases: ______________________
CLEAR Summary
C – Classify: category, risk profile, data types _________________________
L – Label & License: required marks/approvals + timelines ________________
E – Evidence: tests, runtime, third-party validations ____________________
A – Agencies & Actors: AHJs, labs, partners, internal approvers _________
R – Risks & Resolutions: blocker → mitigation → owner → date _____________
Public Artifacts
– Compliance & Safety page URL: ___________________
– Security Overview (2-pager): ready [Y/N]
– DPA template: ready [Y/N] Pen test letter: [date]
90-Day Milestones
– [Date]: Lab booking / certification step
– [Date]: Runtime validation start / location
– [Date]: Security packet complete
– [Date]: Buyer review sessions (3 targets)
Owners
– Compliance lead: __________ Security lead: __________
– Legal contact: __________ Partner/lab contact: __________
Plain disclaimer
This article is not legal advice. Use it to create buyer‑visible artifacts and timelines, then work with qualified counsel and compliance specialists on specifics.
