How do you win leads from the DORA regulation when you sell software to the financial sector?

You win leads from the DORA regulation by answering the questions banks, insurers and fintechs now ask their software suppliers. Think data location, service level, incident support, exit and audit rights. Build one page per question that shows how your software helps. That way buyers and compliance teams find you, without Google Ads.

This week sales received yet another questionnaire from a bank, with a chapter titled “DORA”. A prospect asks whether your contract is “DORA-proof”. You notice that question comes up more often than questions about your product. You can turn those questions into pipeline with content marketing. How to keep that content accurate and current is covered in regulation as a lead source.

What do you need to know about DORA as a software supplier?

You do not need to become a lawyer. You need a few facts, as of 28 September 2026.

The first two facts are on the DORA page of EIOPA. The critical providers were designated based on the registers of their clients, according to the announcement by the supervisors.

If you are not on that list, DORA mainly reaches you through your client. Your client keeps a register of all contracts with ICT suppliers. The FSMA collected those registers in 2025 and reported that in 2026 only a limited number of companies have to resubmit their register. What can still change: the details of that register and the technical standards, so follow the supervisors’ announcements.

What questions do banks and insurers ask their software supplier?

Most questions follow the contract rules in Article 30 of DORA. The AFM lists what every contract with an ICT supplier must contain at a minimum. Think of a full description of the service, the countries where data is processed, the service level, support during incidents and termination rights. For critical or important functions, audit rights, reporting and tested continuity plans are added.

Every question is a search query, and therefore a page.

The last page saves the client work, and whoever downloads it is a warm lead.

What does a bank ask for on top if your software supports a critical function?

Then due diligence gets heavier, and your content has to keep up. According to the same AFM page, the contract then also requires you to report and to have and test continuity plans. You also cooperate with their threat-led penetration tests. The bank or an appointed third party also gets inspection and audit rights.

On top of that comes a duty that is not in your contract but sits with your client. If a critical or important function relies on an ICT supplier, the client must have an exit strategy. So they need to know how to carry on without you.

For you, that means four pages sales attaches to every file:

Add the exit page to that: export formats, timelines and help with the switch. A supplier who makes it open and concrete looks less risky than one who stays silent.

Which pages do you build around the DORA regulation?

Work from broad to specific:

• An explainer page: “What does DORA mean for [your software category]?” with the facts and a link to the source.
• A “does this apply to us” page: for clients in doubt, with a pointer to their supervisor.
• A checklist: the contract points from Article 30, with for each point where you handle it.
• A deadline page: around the supervisor’s register moment, updated every year.
• A comparison page: how your approach compares to alternatives, honestly.

If you sell software for compliance or risk management, this becomes your core offer. If you sell something else to financial clients, this is your answer to due diligence. How to build trust in that sector is covered in SEO for fintech and GEO for fintech.

How do you create DORA content for fintechs without giving legal advice?

Separate what DORA asks of your client from what your product does. The obligations sit with the financial entity: it manages its ICT risk, keeps the register and writes the exit strategy. You provide the proof that you make those tasks easier.

That changes your wording. Do not write “our software is DORA compliant”, because your client is DORA compliant, not your tool. Do write “our contract contains the points from Article 30” or “our supplier sheet fills in the fields of the register”. A compliance team can check those sentences. And a sentence that can be checked builds trust.

One question you always pass on: “Does our entity fall under DORA?” For that, you refer to the supervisor, such as the FSMA in Belgium or the AFM in the Netherlands. You help with the facts about your service.

How much search volume is there around DORA, and what does it cost through Google Ads?

Little, because DORA is a regulation with very specific questions. This is the average monthly search volume over the last twelve months (Google Ads data, 28 September 2026):

We do not count the single word “dora”: it is too ambiguous. Someone searching “dora compliance” wants to understand the rule. Someone searching “compliance software” is buying. That click costs about USD 68 in Belgium and USD 56 in the Netherlands, six to eight times more. Work out what an article returns against those clicks with the click-or-article calculator, or check the CPC benchmarks by industry.

Content with us starts from 950 euros per month for 5 articles, with a minimum of three months. It fits into a broader plan to reduce your dependence on Google Ads.

When are we not the right choice?

If you are looking for legal advice on your own DORA obligations, we are the wrong address: you need a lawyer or consultant for that. If you do not have clients in the financial sector yet, do not start with DORA content. And if you want leads from new pages within two weeks, nobody can honestly promise you that.

Frequently asked questions