Hi, we’re Dan Morgan and Sameer Gulati, and we’re excited to launch Policy Function. After years in the trenches of tech policy—from government to in-house and consulting—we’ve seen firsthand how getting policy right can make or break tech companies. We’ve helped shape fintech regulations, navigated AI governance frameworks, and built policy teams from scratch. Now we’re here to share what works, what doesn’t, and why it all matters.
Policy Function isn’t just another tech blog. It’s a platform where we’ll dive into the nitty-gritty of building effective policy teams, share war stories from the regulatory frontlines, and analyse emerging trends that keep policy chiefs up at night. Expect candid conversations about the challenges of building policy functions that actually drive growth, not just tick compliance boxes.
Our content will range from serious deep dives into regulatory strategy to lighter takes on the occasional absurdities of policy life. We’ll feature guest posts from policy leaders who’ve been there, done that, and have the battle scars to prove it.
Gone are the days when tech companies could launch products first and deal with regulatory consequences later. In today’s complex regulatory landscape, policy teams aren’t just nice-to-have—they’re essential architects of sustainable growth strategies.
Why Policy Teams Are Your Secret Weapon for Tech Growth
Gone are the days when tech companies could launch products first and deal with regulatory consequences later. In today’s complex regulatory landscape, policy teams aren’t just nice to have—they’re essential architects of sustainable growth strategies.
The New Reality of Tech Growth
Tech founders often view policy and regulatory engagement as a defensive play—something to tackle only when regulators come knocking. But this reactive approach is increasingly becoming a recipe for failure, especially in regulated sectors like financial services, AI, and data management.
The reality is that policy expertise can be a powerful offensive tool in your go-to-market arsenal. Whether you’re a fintech seeking payment licences or an AI company navigating new regulations, your policy function can be the difference between smooth sailing and hitting regulatory roadblocks that delay your launch by months or even years.
Beyond Compliance: Policy as a Growth Driver
Smart tech companies are discovering that policy teams can drive growth in ways that might surprise traditional product and sales leaders:
First, policy experts can help shape regulations while they’re still being written. Take the EU’s Digital Operational Resilience Act (DORA)—companies that engaged early in the legislative process could influence technical standards in ways that aligned with their product roadmaps, while those that didn’t are now scrambling to adapt.
Second, regulatory expertise can become a powerful sales tool. When approaching regulated clients, deep knowledge of their compliance challenges can open doors that traditional sales pitches can’t. We’ve seen companies turn regulatory pressures into opportunities by creating compliance-led sales campaigns that position them as trusted partners rather than just vendors.
Building Your Brand Through Policy
Policy engagement also offers unique opportunities for brand building. Speaking slots at industry panels, contributions to regulatory consultations, and leadership roles in trade bodies can establish your company as a serious player in your sector. This visibility isn’t just about ego—it translates into tangible benefits like easier recruitment, more credible sales conversations, and smoother interactions with regulators.
The Strategic Imperative
For tech companies eyeing European expansion, a strong policy function is particularly crucial. The EU’s complex regulatory landscape, with its mix of EU-wide regulations and national requirements, demands sophisticated navigation. Whether it’s acquiring necessary licences, engaging with multiple regulatory bodies, or adapting products for different jurisdictions, policy expertise can significantly accelerate your time to market.
Starting Early Pays Off
The most successful tech companies don’t wait until they’re facing regulatory challenges to build their policy capabilities. They integrate policy considerations into their growth strategy from day one, treating regulatory engagement as an investment rather than a cost centre.
This might mean hiring dedicated policy staff, engaging with regulatory working groups, or building relationships with trade bodies. The key is to start before you need it—because by the time regulatory challenges become urgent, it’s often too late to build the relationships and expertise you need.
The Bottom Line
In today’s regulatory environment, policy expertise isn’t just about keeping compliant—it’s about creating competitive advantages. Companies that understand this are turning policy teams into growth engines, using regulatory knowledge to open new markets, win customers, and build lasting brands.
The question isn’t whether you need a policy function but how soon you can build one that drives your growth strategy forward.
What’s Next
Over the coming weeks, Policy Function will dive deep into how policy teams work across the entire GTM spectrum. We’ll explore how policy experts collaborate with product teams to build regulation-ready features, partner with legal to navigate compliance challenges and work alongside communications teams to build compelling narratives.
We’ll bring you practical insights from policy professionals who’ve successfully integrated regulatory strategy into every aspect of their companies’ operations. Whether you’re a startup founder thinking about your first policy hire or a scale-up leader looking to optimise your policy function, our upcoming series will provide actionable insights for your journey.
Follow Policy Function for weekly insights into the art and science of tech policy strategy.
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