What You Get

Five battle-tested components, refined across 50+ enterprise evaluations.

📋 Vendor Question Bank (100+ Questions)

Platform-specific questions for AEM, Sitecore, Optimizely, Acquia, Liferay, Kentico across 10 categories.

Architecture & Deployment (15 Qs)
Headless & API Maturity (12 Qs)
Authoring & Visual Editing (10 Qs)
Personalization & Experimentation (12 Qs)
Search & Discovery (8 Qs)
DAM & Media Management (10 Qs)
CDP & Marketing Integration (10 Qs)
Security, Compliance & Governance (10 Qs)
TCO & Vendor Viability (12 Qs)
Exit Strategy & Lock-in (8 Qs)

📊 RFP Template + Scoring Worksheet

Excel workbook with weighted scoring built in. Auto-calculates vendor scores from your answers.

120+ requirements pre-organized by category
Stakeholder weight input sheet (auto-normalizes to 100%)
Vendor response columns (Yes/Partial/No/Custom)
Auto-scoring: Score = Weight × Response Value
Radar chart + ranked summary tab
Export-ready for steering committee decks

⚔️ Concession Tracker

Track every ask, counter, and give/get across negotiation rounds.

Round-by-round log (up to 5 rounds)
Ask vs. Got vs. Gave matrix
Monetary impact calculator
Risk flag column (legal/technical/commercial)
Decision rationale capture for audit trail

📝 Contract Redline Library

Pre-marked contract clauses to push on for each vendor.

License metrics & true-up protections
SLA tiers, credits, escalation paths
Data ownership, export fidelity, portability
Termination for convenience / cause
Price cap & renewal cap language
IP indemnification & warranty extensions

🎯 Negotiation Runbook

Step-by-step process from prep to signature.

Phase 1: Internal alignment & budget sign-off
Phase 2: RFP issuance & vendor shortlist
Phase 3: Demo scripts & proof-of-concept criteria
Phase 4: Scoring & leverage identification
Phase 5: Multi-vendor negotiation strategy
Phase 6: Contract review & execution

Platform-Specific Intelligence

Each vendor gets a dedicated chapter with pricing intelligence, discount levers, and known gotchas.

Adobe Experience Manager

License tiers: Sites, Assets, Forms, Cloud Manager
Typical discount range: 15-25% (multi-year)
Leverage: Adobe Creative Cloud bundle, multi-brand, partner
Watch: True-up audits, premium support upsell

Sitecore XM Cloud

Consumption-based pricing (page views + authors)
Typical discount: 10-20% (year 1)
Leverage: XP → XM Cloud migration, partner commitment
Watch: Overage fees, preview environment limits

Optimizely One

Suite pricing (CMS + Experiment + CDP + Commerce)
Typical discount: 20-30% (suite bundle)
Leverage: Experimentation volume, .NET team, partner
Watch: Feature flag limits, CDP event pricing

Acquia Cloud Platform

Tiered: Starter, Professional, Enterprise, Gov
Typical discount: 10-15% (multi-year)
Leverage: Drupal expertise, public sector, Site Factory
Watch: Environment limits, Edge/CDN overages

Liferay DXP

Per-server or per-user (SaaS)
Typical discount: 20-35% (source access included)
Leverage: Open source core, portal use case, partner
Watch: Support tier gaps, marketplace add-ons

Kentico Xperience

Editions: Xperience, Xperience by Kentico (SaaS)
Typical discount: 15-25% (new logo)
Leverage: .NET 8, marketing features, fast TTM
Watch: Contact limits, marketing automation caps

Who This Is For

🎯

Procurement / Vendor Management

Structured evaluation process, documented scoring, audit trail for stakeholders.

🏗️

Technical Architects

Deep technical questions to validate vendor claims. Proof-of-concept criteria.

💼

Digital / Marketing Leaders

Personalization, experimentation, CDP questions tied to business outcomes.

🤝

Consultants / Agencies

White-labelable framework. Run evaluations for your clients with confidence.

DXP Negotiation Playbook