So you’ve put various technology vendors through the RFP process and have narrowed down your list of potential winners.  Don’t be afraid to get into the weeds at this point.  More and more sourcing professionals are having cloud technology vendors actually demonstrate that their solution can do what it says.  You should be doing this as well.  I’ve seen RFP’s get completed only to find out that the answers were juuuust vague enough to call question into how they actually apply to a specific customers use case (the original intent of RFP).   Unfortunately, by the time most customers realize that a certain function isn’t going to do what it was intended, the contract has already been signed and the sales rep is off to the next deal.  In some cases the level of discount offered on the subscription is used to justify the perceived unknowns at the time of sale.  I've always found this perspective both interesting and deeply concerning. The best way to combat this, is to be thorough befo