The Request For Proposal process has many challenges that can make it difficult to identify the best solution for your needs. Yes, you have a list of requirements or features thoroughly researched from vendor sites and notes from meetings with analyst firms. But what those review sites or notes may not provide is how to validate vendor claims.
Knowing the questions to ask is only half the job. Understanding what the answers mean for your business is how you can best determine if the solution is right for your account engagement strategy. We suggest that the P in RFP be changed to mean proof — and that you ask your shortlist of vendors to prove their claims.