The first time a prospect asks "Can you send us your VPAT?" most B2B founders react one of two ways. Either they panic and forward the email to a developer, or they reply "What's a VPAT?" and lose the deal to a competitor who already had one ready. Neither is necessary. A VPAT is a template, not a certification, and any company can produce one if they understand the document, do the underlying accessibility work honestly, and resist the temptation to overstate what their product actually supports. This guide explains what a VPAT is, what an ACR is, when you genuinely need one, when you don't, what it costs to produce a credible report, and the most common mistakes that turn a VPAT from a competitive advantage into a legal liability. None of this is legal advice; if you are about to publish a VPAT or sign a contract that references one, talk to an accessibility-experienced attorney for your jurisdiction.…