Discuss Accessibility Requirements in a Software Evaluation

The buyer moment

A buyer asks whether the application meets specific accessibility standards before inviting end users.

Accessibility questions should lead to a review of real user journeys. Ask which assistive technologies, workflows, and internal standards matter to the buyer. A procurement checklist may require documentation, while the users need to test keyboard navigation in a task people perform often. Bring approved evidence and make room for the buyer’s evaluation method. This approach respects accessibility as a product requirement and gives the seller a clear follow-up: confirm the journeys, materials, and owner for the validation. Ask the buyer to name the reviewer who will record the test result and decide whether the evidence is sufficient.

A useful way to open

“Which user journeys and assistive technologies are most important for your team to validate?”

Move the decision forward

Avoid a blanket yes. Accessibility needs can vary by workflow and audience. Identify the buyer’s standards, required documentation, and test needs in actual use.

Coach sellers to bring approved evidence and make space for user testing instead of relying on a single assertion.

Practice before the next call

Roleplay an accessibility lead who asks for proof. Practice clarifying their evaluation method and offering relevant documentation.

Next step

Agree on the user journeys to validate and the documentation needed before the next review.