The growing VPAT requirements in the SaaS world: Accessibility as a strategic advantage!

VPATs (Voluntary Product Accessibility Templates) are no longer just a law to be left unattended or paperwork to attract government contracts. SaaS startups are increasingly publishing VPATs (Accessibility Conformance Reports) because procurement teams, enterprise buyers, and regulators are requesting them to do so. A clear and honest VPAT helps startups win new deals, reduce sales friction, and position accessibility as a brand advantage.

What is a VPAT – and why does it matter now?

A VPAT is a standardized template that helps organizations document how a product or service conforms to digital accessibility standards (WCAG, Section 508, EAA EN 301 549, etc.). When completed and published, it becomes an Accessibility Conformance Report (ACR) that buyers use to evaluate vendors. For purchasers (especially government agencies and organizations that receive public funds), a VPAT is often a required part of vendor evaluation.

Several market shifts have pushed VPATs into the spotlight for startups:

• Public procurement and grant-funded organizations increasingly demand accessibility evidence.
• Enterprises that treat accessibility as a vendor risk mitigation now request documentation early in the RFP process and during vendor screening.
• Awareness that accessible products reach more users (and reduce legal/brand risk) has grown across industries.

Why SaaS startups are creating VPATs (business reasons)

• Shorter sales cycles with enterprise & government buyers.

Buyers frequently require an ACR during procurement; having one ready prevents delays or being disqualified.

• Differentiation in a crowded market.

A transparent VPAT signals that the startup takes product quality and inclusive design seriously – useful when competing on trust rather than price.

• Lowered legal and procurement risk.

Explicitly documenting limitations and remediation plans reduces surprise issues later in implementations and audits.

• Access to bigger revenue pools.

Public sector deals and enterprise contracts frequently open only to vendors showing accessibility conformance. VPATs are a gateway to that business.

• Product improvement and user empathy.

Preparing a VPAT forces startups to audit, prioritize issues, and loop in users with disabilities – which often improves UX for everyone.

VPAT as a market differentiator – how to use it effectively

A VPAT alone isn’t a “certificate”; it’s a communication and commercial tool. Startups that use it as a differentiator do three things well:

• Publish an honest, up-to-date ACR: Show not just pass/fail but explain gaps, compensating controls, and remediation timelines. Buyers prefer transparent, actionable reports.
• Pair the VPAT with an accessibility page and roadmap: Include testing methods used, third-party audit credentials, and a public remediation timeline – this builds credibility.
• Lean into storytelling: Show customer success stories where accessibility reduced support calls, increased adoption, or enabled public contracts.

Practical roadmap for SaaS startups (quick checklist)

Phase 1 – Discover (2-6 weeks)

• Run automated scans + prioritized manual testing for core flows (signup, admin, reporting, and integrations).
• Document results aligned to VPAT sections (WCAG / Section 508 / EN).

Phase 2 – Create draft VPAT /ACR (1-3 weeks)

• Use the ITI VPAT template and map each success criterion to product evidence.
• Flag known limitations and planned fixes.

Phase 3 – Validate (2-6 weeks)

• Optionally engage an external accessibility auditor for an independent review.
• Incorporate feedback and finalize ACR.

Phase 4 – Publish and operationalize

• Host the ACR on product site; add an accessibility statement and contact.
• Add accessibility testing to the CI/CD and release process.

(Typical total time to a publishable draft ACR depends on product complexity; many startups can produce an initial ACR in 1-3 months with focused effort.)

Common challenges and how to overcome them

• “VPAT is expensive / technical” – true if an organization tries to do a perfect audit upfront. Start with a scoped ACR covering core user journeys and iterate. Automate tools + limited manual testing cut initial costs.
• “It looks like legalese, not product value” – annotate the ACR for product teams and buyers with plain-language summaries and practical mitigations.
• “We’ll be targeted if we admit gaps” – honesty decreases long-term risk. Buyers expect trade-offs; a remediation plan is often accepted.

Real-world signals: procurement and industry trends

Multiple accessibility consultancies and industry guides emphasize that VPATs are now procurement hygiene for vendors selling to public agencies and many large enterprises. Accessibility consultancies are seeing more startups ask for VPAT drafting services as a revenue strategy, not just a compliance checkbox. These signals point to VPATs becoming a mainstream expectation rather than a niche capability.

Best practices for using the VPAT to win business

• Make the ACR easy to find and easy to understand

Many SaaS startups bury their VPAT/ACR deep inside legal or compliance pages. But buyers – especially procurement teams – expect quick access.

Some practices include:

• Add a dedicated “Accessibility” link in the website footer.
• Include a short overview explaining what the VPAT represents and the testing methods used.
• 4.Provide both PDF and HTML formats to support assistive technologies.
• Add a plain-language summary at the top: “This ACR covers our web app (v3.0). Tested with manual, automated, and AT methods in Oct 2025.”

This makes evaluators confident that organizations understand accessibility, not just the document template.

• Train sales and customer success teams to speak confidently about accessibility

Having a VPAT is one thing; using it well in sales conversations is another.

Equip the sales team with:

• A short accessibility FAQ they can send during RFP discussions.
• A script for addressing common concerns like “Does this mean that a product is fully compliant?”
• Clear talking points around limitations and timelines so communication remains consistent.

This reduces back-and-forth during procurement and builds trust early.

• Update the ACR regularly – not just once

Enterprises expect current, version specific VPATs, especially for cloud products that change often.

Best practices:

• Review the VPAT after any major release or UI overhaul.
• Commit publicly to an annual accessibility audit cycle.
• Maintain version history on the website accessibility page for transparency.

This shows that accessibility isn’t a one-time exercise but an ongoing commitment.

• Use the VPAT as part of a broader accessibility story

ACR is stronger when paired with other signals, such as:

• A public accessibility statement outlining commitments, tools, and contact points.
• A roadmap that shows when known issues will be resolved.
• Independent audits or partnerships with accessibility consultants.
• Screenshots or examples of improvements made based on user testing with people with disabilities.

Procurement teams love vendors showing maturity, transparency, and continuous improvement.

• Align product, design, and engineering around accessibility metrics

A VPAT becomes more valuable when backed by real product improvements.

Organizations can strengthen their position by:

• Adding accessibility checks to CI/CD pipelines.
• Running automated scanning tools on every major build.
• Creating accessibility test cases for QA teams.
• Encouraging design teams to use accessible components and color systems.
• Tracking accessibility bugs separately so their progress is visible.

This allows organizations to show their buyers that accessibility is measurable and managed – not improvisational.

• Use the VPAT proactively in RFPs and negotiations

Instead of waiting for buyers to ask, attach ACR early in:

• RFP responses
• Security and compliance questionnaires
• Procurement documentation
• Proof-of-concept proposals

This reduces friction and positions a startup as enterprise-ready from the start.

• Communicate limitations honestly and offer clear remediation timelines

A strong VPAT is not one that says “Fully Supports” everywhere.

Buyers respect documentation that:

• Clearly states where there are partial or non-support areas.
• Suggests temporary workarounds.
• Provides a realistic remediation plan (e.g., within 2-3 releases).

This honesty builds credibility and avoids future disputes or support escalations.

Read more: PDF Tagging and WCAG PDF UA Accessibility

VPAT as strategic insurance and growth engine

For SaaS startups, a VPAT is both insurance and opportunity. It reduces procurement friction, signals trustworthiness to enterprise buyers, and – when paired with genuine accessibility work – expands the total addressable market. Early adopters treat the VPAT as a crucial document, and a public commitment to inclusion will likely see shorter sales cycles, fewer contract negotiations, and more competitive positioning in regulated or risk-averse markets.

If your SaaS platform is gearing up for enterprise growth, having a clear and accurate VPAT can make all the difference. We offer comprehensive website accessibility remediation services and VPAT/ACR services designed to meet customer expectations, strengthen compliance, and present your product with confidence. Our team provides efficient, detail-driven support to demonstrate accessibility in a way that builds trust and opens new opportunities. Let us assist you in moving forward with a VPAT that truly reflects the quality of solution. Reach out hello@skynettechnologies.com for more information.