Fraud and AML Software Selling to Tier-1 and Tier-2 Banks — 60-Min Training

Question

Pulse RevOps · The Machine · Accepted Answer

### Direct Answer

> **Fraud and AML Software Selling to Tier-1 and Tier-2 Banks** is a 60-minute training for enterprise account executives, sales engineers, and BDRs running $400K–$3M ACV cycles against incumbents like **NICE Actimize**, **SAS Financial Crimes**, **Oracle Financial Crime and Compliance**, **Feedzai**, **ComplyAdvantage**, and **Hawk AI**. The session teaches sellers to qualify against the **two-buyer reality (Chief Risk Officer + Chief Compliance Officer)**, run a 90-minute structured discovery on false-positive-rate (FPR) economics, demo against the customer's actual sanctions-screening latency benchmark, and trap-set the displacement renewal at month 30 of the incumbent. Built on the **MEDDPICC qualification model**, **Force Management's Command of the Message**, and **Andy Paul's "Sell Without Selling Out"** discovery cadence.

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## Section 1 — Why Fraud-and-AML Selling Is Different (5 min)

Open the room by killing the SaaS-seller default. A fraud-and-AML deal is **not** a one-buyer software sale. The Chief Risk Officer cares about catch rate and fraud-dollars-blocked; the Chief Compliance Officer cares about regulator-defensibility and the Suspicious Activity Report (SAR) workflow. Lose either persona and the deal stalls in legal.

Set the frame on the whiteboard.

- **Two buyers, one budget.** CRO funds the line item; CCO blocks the contract if SAR-drafting workflow falls short. **Feedzai's 2026 customer survey** showed 62% of renewals are blocked by the CCO when SAR-drafting falls short of expectations, even when fraud catch rate beats benchmark.
- **Three stakeholders gate the deal.** Add the **Head of Financial Crime Operations** (the day-to-day user) as the third must-mobilize persona. Without operations buy-in, the platform sits unused after go-live and the renewal is contested.
- **Regulators are the silent fourth buyer.** Since the 2024 FinCEN AML Modernization Act and the EU's AMLA (Anti-Money-Laundering Authority) standing up in 2025, regulators run **direct technology reviews** of vendor explainability. A model the regulator cannot read is unsellable.

End the segment with a Manager Tools-style rule read aloud: *"You are not selling software. You are selling defensible decision-making under audit."*

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## Section 2 — The 90-Minute Discovery Block (15 min)

The discovery cadence the room must practice — verbatim. Walk pairs of AEs through this with one playing the CRO and one playing the seller. The script:

> 1. **Opening (3 min):** "Help me understand the last 12 months of fraud loss and AML alert volume — not the headline numbers, the operating numbers."
> 2. **Catch-rate baseline (15 min):** "What is your current true-positive catch rate by channel? What is your false-positive rate on AML alerts? **ACAMS 2025 data** puts the industry baseline at ~95% false-positive on AML alerts — where do you sit?"
> 3. **Model refresh cadence (10 min):** "How often do you retrain your fraud models today? Weekly is best-in-class in 2026; quarterly is now a competitive liability. Where is your team?"
> 4. **SAR workflow (15 min):** "Walk me through one SAR from alert to filing. How many compliance analysts touch it? What is your average time from alert to SAR filing today?"
> 5. **Regulator posture (10 min):** "What did your last OCC, FCA, or BaFin examination find? Were any model cards or explainability artifacts requested?"
> 6. **Per-transaction economics (10 min):** "Do you know your per-transaction inference cost today? Top-quartile platforms run under $0.001 per real-time fraud score. Where are you?"
> 7. **Renewal posture (12 min):** "When is your incumbent's renewal? What contractual obligations would we need to navigate?"

Coach the room on the **one-skill rule** — every AE picks one of these seven blocks to inspect on every discovery call this quarter. Force Management's command-of-the-message playbook insists you can only inspect one habit per call.

```mermaid
flowchart TD
    A[AE Schedules 90-Min Discovery] --> B[Send Pre-Discovery Brief 24 hrs Prior]
    B --> C{Both CRO and CCO on Call?}
    C -->|No| D[Reschedule No Exceptions]
    C -->|Yes| E[Opening 3 min + Catch Rate 15 min]
    E --> F[Model Refresh + SAR Workflow 25 min]
    F --> G[Regulator + Economics + Renewal 32 min]
    G --> H[Confirm Next Step Pilot Scope Workshop]
    H --> I[Pre-Workshop Brief Sent to Both Personas]
    I --> J[2-Hour Pilot Scope Workshop Within 14 Days]
    J --> K[Mutual Close Plan Signed]
```

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## Section 3 — The Demo That Wins (15 min)

Demo discipline matters more in fraud-and-AML than in any other category because the customer's evaluation team will **A/B test your alerts against their historical data**. Walk the room through the three demo-failure modes and the three demo wins.

**Demo failure modes to ban.**

- **"Show us the platform" demos.** Generic UI walkthroughs do not move a sophisticated fraud buyer. Refuse them. Insist on a structured agenda or no demo.
- **Syn

Fraud and AML Software Selling to Tier-1 and Tier-2 Banks — 60-Min Training

Direct Answer

Section 1 — Why Fraud-and-AML Selling Is Different (5 min)

Section 2 — The 90-Minute Discovery Block (15 min)

Section 3 — The Demo That Wins (15 min)

Section 4 — Handling the Incumbent Trap (10 min)

Section 5 — Pricing Conversation and Procurement (10 min)

Section 6 — The Trap-Set for Renewal at Month 30 (5 min)

FAQ

Sources

Fraud and AML Software Selling to Tier-1 and Tier-2 Banks — 60-Min Training

Direct Answer

Section 1 — Why Fraud-and-AML Selling Is Different (5 min)

Section 2 — The 90-Minute Discovery Block (15 min)

Section 3 — The Demo That Wins (15 min)

Section 4 — Handling the Incumbent Trap (10 min)

Section 5 — Pricing Conversation and Procurement (10 min)

Section 6 — The Trap-Set for Renewal at Month 30 (5 min)

FAQ

Sources

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