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Oracle Tips by Burleson

Initial Elimination

• Functional requirements - evaluate product based on its ability to solve the business problem.
   

• Technical requirements - evaluate product based on its technical capabilities.

• Create a general requirements document containing a compliance matrix that uses weighted measures to show how each vendor meets the requirements.
   

• Create and distribute a Request for Information (RFI) document using the evaluation metrics created above as the basis for the document.
   

• Evaluate the vendor responses to the Request for Information request.
   

• Reformulate the requirements based on vendor input.
   

• Create a vendor short list to keep evaluation costs to a minimum.

Vendor Evaluation

An in-depth evaluation of each of the remaining products takes place in this phase. The processes and methods created in this step are more detailed than those created in the initial elimination phase. Vendor responses to the Request for Information may also require alterations to both evaluation processes and evaluation metrics. Remember that any product is usually a compromise of function, speed and cost.  You need to determine which factors are most important to you and weight them more heavily during your evaluation. A Request For Proposal (RFP) helps to formalize the evaluation process. The Request For Proposal details the scope of the sales process and defines the procedures and rules to be followed by the vendors. Vendors are more enthusiastic about committing resources to the sales process when it is clear to them how they are to respond and how their responses will be evaluated.
 

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