y g o l o chn I e t V t r M a B Make the right decision P A Training and customer support What should be included in your RFP? We’ve created an RFP template you can use, Make sure you understand how much training is We suggest a written Request For Proposal (RFP), organized into three must-have categories: needed to use the software, and what kind of as it improves both the buying and selling process. training is available. Ask vendors what level of 1. Account-Based Data and Operations customer support they offer, and when it is available (e.g. 24/7 vs. 8/5). Ask about professional “ When written properly, an RFP will 2. Account-Based Analytics and Insights services or support for the transition to ABM, as facilitate the sales process and well as the long-term product roadmap and dates. ensure that everyone involved on 3. Account-Based Plays Ask your peers both sides comes to a shared Download the template yourself at Customer references are an important source understanding of the purpose, http://resources.engagio.com/abm-worksheets/ of insight, either from your network or supplied requirements, scope and structure abm-rfp-template by the vendor. Ask: of the intended purchase.” • Why did you select this tool over others? Account-Based Marketing Tools: • How long did the system take to implement? A Marketer’s Guide, A MarTech Today • Were there any surprises that you wish you’d known about beforehand? Research Report • Where have you seen the most success? The biggest challenges? • Why would you recommend this tool? Source: Account-Based Marketing Tools: A Marketer’s Guide, A MarTech Today Research Report 167