What Implementation Teams Want Organizations to Know About Enterprise RFPs

The useful part

Devine, Drew Messinger-Michaels September 24, 2026 RFPs are common in the world of enterprise software. Well-run RFPs get right to the heart of requirements, match enterprises with the right solutions, and build solid plans to launch those solutions. Disorganized RFPs significantly lengthen the decision-making process without adding the intended value.

How it works

• You'd be surprised at how many RFPs end without a vendor decision being made.
• However, there's a challenge that comes with finding the right level of detail: highly detailed, nuanced questions often invite exactly the kind of deeper, looser discussion that a formalized RFP process...
• RFPs run more smoothly when the issuing company has already done some data gathering.
• A well-structured RFP can show you which vendors are willing to do exactly that and to step outside of their comfort zones when and where you'll need them to.
• Enter the process with eyes open and schedule planned, gather your key data and metrics before kicking off, and build a core set of meaningful questions.

What to take from it

An RFP can be a highly effective tool for internal interrogation, so you can clarify what problems stakeholders truly want to address. Open communication between a business and prospective vendors creates better outcomes. At its best, an enterprise CX RFP is an opportunity to improve communication, surface assumptions, encourage honest dialogue, and make better-informed decisions before implementation begins.

Example or evidence

• For even more insights, watch this podcast session, and for more RFP process best practices and sample questions, check out the Martech RFP Guide.
• Let's delve into a systems integrator's perspective of what can go right, what can go wrong, and what purposes the whole process can actually serve.
• An RFP may fail to result in a decision for multiple reasons, including an unexpected business acquisition, a change in budget, timeline issues, and more.
• When done well, the RFP process will give you answers to questions about timelines, pricing, and staffing.

Details worth keeping

RFPs can be driven by compliance requirements or internal governance, but can also act as useful early discovery activities. Organizations use RFPs as a sort of first gate, or first hurdle, to see which vendors are worth having deeper discussions with. What makes a good RFP, and what makes a bad one?

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