Revenue intelligence RFP template
Revenue intelligence demos are built on clean demo data, where every call is recorded, every contact is matched, and every risk flag makes sense. Your data will not look like that. This RFP weights the unglamorous parts (activity capture accuracy, CRM write-back, recording consent, and whether a risk flag explains itself) and makes vendors prove them on your own calls and pipeline.
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What you get
- Weighted requirements across call capture, deal inspection, forecasting, CRM write-back, consent, and admin
- The standard five-level response scale with required evidence
- Scripted demo scenarios run on your own recorded calls and pipeline
- Commercial and exit questions, including what happens to recordings when you leave
- A note on where AI summaries need source citations
Who it's for
- RevOps leads evaluating conversation or revenue intelligence platforms
- Sales leaders who will use deal inspection and forecasting
- IT, security, and legal partners reviewing call recording
What's inside
5 sections, each listed with its own size. The first is previewed below; the remaining 4 come with the download, with blank rows ready to fill in.
| Section | Size | Previewed |
|---|---|---|
| Requirements | 8 columns, 11 worked example rows | Below |
| Scripted demo scenarios | 5 columns, 5 worked example rows | In the download |
| Commercial and exit questions | 9-point checklist | In the download |
| RFP timeline | 3 columns, 7 worked example rows | In the download |
| Where revenue intelligence evaluations go wrong | Guidance notes | In the download |
Preview of section 1
Requirements
Response scale: 5 Native (out of the box), 4 Configuration (admin setup, no code), 3 Custom (code or paid services), 2 Roadmap (give a date), 1 Not supported. Weights across all requirements add up to 100; the example rows sum to 72, leaving 28 for your own. Requirement score = Response x Weight; vendor total = sum of requirement scores / 5, out of 100.
| ID | Area | Requirement | Priority | Weight | Vendor response (1-5) | Explanation | Evidence link |
|---|---|---|---|---|---|---|---|
| CC-01 | Call capture | Records calls from our video meeting tools and dialer without rep action | Must | 8 | |||
| CC-02 | Call capture | Transcription accuracy on our own sample calls, including poor audio and accented speech | Must | 6 |
How to use it
1. Decide which job you are buying for
Coaching from calls, deal inspection, and forecasting are different jobs that some platforms bundle. Rank them before the RFP. The top job gets the heaviest weights; the others are Should or Could.
2. Hand over real calls and a real pipeline
Give shortlisted vendors a sandbox connection and a set of anonymized or consented recordings from your own team, including poor audio and non-native speakers. Transcription and matching accuracy on clean demo audio tells you nothing.
3. Check what gets written back to the CRM
Ask exactly which objects and fields the platform writes, how contacts are matched to opportunities, and what happens when matching fails. Activity landing on the wrong opportunity quietly corrupts deal inspection.
4. Make every risk flag explain itself
A deal risk score with no reason attached is not usable in a pipeline review. Score AI and risk features on whether a manager can see why the flag fired and click through to the source.
5. Bring consent and retention into the RFP, not the contract
Recording notices by region, retention periods, and deletion on request should be requirements with weights. Discovering a gap during legal review delays signature by weeks.
Frequently asked questions
What should a revenue intelligence RFP include?
Weighted requirements for call and activity capture, contact and opportunity matching, deal inspection, forecasting, CRM write-back, recording consent and retention, AI explainability, and admin, plus scripted demos on your own data and commercial and exit questions.
How do you evaluate revenue intelligence software?
Decide which job matters most (coaching, deal inspection, or forecasting), weight requirements accordingly, and test capture and matching on your own calls and CRM sandbox. Score risk and AI features on whether they explain their output.
What is the difference between conversation intelligence and revenue intelligence?
Conversation intelligence focuses on recording and analyzing calls, mostly for coaching. Revenue intelligence usually adds activity capture across email and calendar, deal inspection, and forecasting. Many platforms offer both, often in different editions.