The State of Digital Accessibility in B2B Tech
For business-to-business technology (B2B tech) companies, digital accessibility is not optional—it's integral to growth. Enterprise and public-sector buyers increasingly require accessible software—not only to meet the needs of users with disabilities, but also to uphold their compliance obligations. Failing to provide accessible products can compromise or delay deals and jeopardize renewals.
So, how are B2B tech vendors adapting to the market’s demand for inclusive software? What are their priorities when it comes to digital accessibility, and what challenges are holding them back? For the Seventh Annual State of Digital Accessibility Report, we surveyed professionals at B2B tech companies across the U.S. and Europe. Below are our key findings.
Faster deal cycles, stronger revenue
Accessibility drives new business and retention.
Accessibility is becoming a strategic advantage for B2B companies, especially those selling into highly regulated sectors like government, finance, healthcare, and education, and those serving enterprise markets.
Three in four professionals across industries say accessibility is a requirement most or all the time when they purchase digital products—so it’s not surprising that B2B tech respondents link accessibility to improved customer acquisition, stronger retention, and bottom-line revenue growth.
-
89%
of B2B tech professionals agree accessibility is a competitive advantage.
-
74%
of B2B tech professionals say it improves customer retention.
-
77%
of B2B tech professionals say accessibility improves customer acquisition.
-
71%
of B2B tech professionals say accessibility improves revenue.
Embedding accessibility at scale
B2B professionals aim to scale digital accessibility proactively.
As digital portfolios expand—encompassing software platforms, mobile apps, websites, and documentation—B2B tech professionals’ top focus is managing accessibility at scale. Their other two most common priorities, proactivity and AI adoption, are aligned with this goal: by addressing accessibility early in the software development life cycle (SDLC) and automating manual processes, teams can operate more efficiently and cost-effectively, enabling them to support accessibility across more experiences without additional resources.
48%
of B2B tech professionals rank “ensuring accessibility across all digital asset types” among the top three priorities for their program.
44%
of B2B tech professionals say “approaching accessibility more proactively when creating new digital experiences” is a top priority.
43%
of B2B tech professionals say “using AI to automate and scale processes” is a top priority.
What’s holding B2B tech back—and how to move forward
Competing priorities limit progress.
Even though B2B tech leaders understand that digital accessibility is a growth lever, respondents report struggling to balance it with competing priorities. When accessibility is sidelined in favor of other initiatives, teams may feel less empowered to dedicate time to it or advocate for crucial resources like training—and many professionals also grapple with limited capacity and knowledge.
De-prioritizing accessibility ultimately hurts business’ bottom lines: by the time a vendor receives an RFP requiring accessibility, it’s often too late to address issues and make a competitive bid.
To ensure accessibility remains an organizational priority—and remain RFP-ready—program leaders need to consistently show executive stakeholders how their work supports broader business objectives like customer retention and revenue growth. Reporting tools, like those in the Level Access Platform, make it easy for accessibility champions to demonstrate their programs’ impact and secure ongoing buy-in.
57%
of B2B tech professionals rank “competing organizational priorities” among the top three challenges facing their programs.
34%
of B2B tech professionals cite “insufficient time to address accessibility issues” as a top challenge.
33%
of B2B tech professionals cite “lack of technical knowledge” as a top challenge.
To fast-track impact, teams harness platforms, AI, and expertise.
To scale efficiently while navigating multiple priorities, many B2B technology teams are leveraging platforms—which can help streamline accessibility management across multiple digital assets—and AI-powered tools. But they’re also seeking guidance from human experts. Support from specialists is particularly critical when documenting product accessibility for procurement, as buyers are more likely to trust a Voluntary Product Accessibility Template (VPAT®) report from a credible third party.
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53%
of B2B tech professionals currently use a digital accessibility platform.
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30%
rank a platform among the top new or additional accessibility tools or services they would invest in.
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48%
of B2B tech professionals currently use accessibility consulting services.
-
83%
are incorporating tools with AI capabilities into their accessibility strategies.
Key takeaways for B2B tech leaders
Accessibility is integral to staying competitive in B2B tech today. Based on this insight, leaders can take the following actions to consistently deliver high-quality, RFP-ready products.
1. Make the business case for accessibility by aligning it with sales goals.
With buyers increasingly requiring accessible products, make the case for accessibility as a core part of your go-to-market strategy. Regularly reporting on progress can help build tighter alignment between accessibility, sales, engineering, and product teams—ensuring teams have the resources they need to prevent accessibility gaps from stalling deals or jeopardizing renewals.
2. Embed accessibility into product workflows early to scale efficiently.
Reduce revenue and operational risk by building accessibility into the SDLC rather than relying on late-stage fixes. Integrating accessibility into design and development workflows saves time and helps teams proactively meet procurement requirements—instead of scrambling at the last minute to avoid losing a deal.
3. Strengthen internal capability through training and governance.
Inefficiency often stems from limited knowledge and unclear ownership. Establish dedicated accessibility roles, document processes, and upskill teams to streamline workflows and pave a clear path to progress.
4. Obtain a VPAT report from a third-party expert—and keep it up to date.
To stand out in competitive procurement cycles, work with a trusted third party to obtain a completed VPAT. An up-to-date VPAT report from a reputable expert can dramatically speed up the procurement process and increase buyer confidence.
Unlock revenue streams with a trusted partner for B2B product accessibility.
Product accessibility is now a standard requirement in B2B sales cycles—and a core focus for competitive technology vendors. But to achieve sustainable outcomes, organizations need a solution that combines the efficiency of automation with expert support.
Level Access meets this need through our Hybrid Intelligence model, bringing together a unified platform, AI agents, and deep human expertise. Contact our team today to learn how our solution can help you close deals with confidence and scale your efforts for long-term growth.