Sales engagement platform RFP template
Sales engagement platforms look alike in a demo: sequences, a dialer, templates, a task list. They differ in the parts a demo skips, such as how activity is written back to the CRM, what happens to your sending domains at volume, and who can change a sequence that 40 reps are running. This RFP focuses on those parts.
- Category:
- Vendor & Buying
- Formats:
- PDF + CSV + web view
- Sections:
- 5
- Updated:
What you get
- Requirements grouped by deliverability, CRM sync, sequence governance, AI, and admin
- A demo script that tests CRM write-back and sequence changes live
- Deliverability questions that show how the platform protects your domains
- Questions on AI-written messages, approval steps, and what data the AI is trained on
Who it's for
- RevOps teams selecting or replacing a sequencing tool
- SDR and sales leaders defining outbound workflow
- Marketing ops teams who share sending domains
What's inside
- 1
Requirements
8 columns, 14 worked example rows
- 2
Demo script
3 columns, 5 worked example rows
- 3
Deliverability questions
6-point checklist
- 4
Commercial questions
6-point checklist
- 5
Why CRM sync depth decides these evaluations
Guidance notes
Preview of section 1
Requirements
Response scale: 5 Native, 4 Configuration, 3 Custom, 2 Roadmap (give a date), 1 Not supported. Weights across all requirements add up to 100; the example rows use 90, leaving 10 for your own. Vendor total = sum of (Response x Weight) / 5, out of 100.
| ID | Area | Requirement | Priority | Weight | Vendor response (1-5) | Explanation | Evidence link |
|---|---|---|---|---|---|---|---|
| DL-01 | Deliverability | Per-mailbox and per-domain daily sending limits set by admin | Must | 8 | |||
| DL-02 | Deliverability | Automatic pause of a mailbox when bounce or complaint rate crosses a threshold | Must | 7 |
The preview shows part of section 1. The full template has all 5 sections (4 not previewed here), with blank rows ready to fill in. Download the full template
How to use it
- 1
Decide the governance model first
Will reps build their own sequences, or will ops publish approved ones? That choice changes which requirements are Must. Settle it before the RFP goes out.
- 2
Test CRM sync with a trial, not a slide
Ask for a sandbox connection to your CRM sandbox. Send a sequence step, log a call, and check exactly which objects and fields were written, and how fast.
- 3
Get deliverability answers in writing
Sending limits, warm-up handling, bounce and complaint thresholds, and what the platform does automatically when a domain's health drops. Vague answers here are a warning sign.
- 4
Treat AI features as a separate evaluation
Score them on what a rep or manager must approve before a message is sent, what data is used, and whether you can turn them off per team.
Frequently asked questions
What should a sales engagement platform RFP cover?
Deliverability controls, depth and direction of CRM sync, sequence governance and permissions, AI features and their approval steps, admin and security, reporting, and commercial terms including renewal caps and data export.
How do you evaluate sales engagement platforms?
Use weighted requirements with a response scale that separates native from custom, run the same scripted demo with every vendor, and test CRM sync in a sandbox with your real configuration before deciding.
What deliverability features matter in a sales engagement tool?
Admin-enforced sending limits, automatic pausing when bounce or complaint rates rise, warm-up handling, send throttling, synced unsubscribe lists, and reporting on mailbox and domain health.
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