Not all RFPs are created equal. In this blog post I categorize the 4 types of RFPs that I have worked and how a Sales Engineering team can increase their win rate.

Everyone wants the Sales Engineers to be cross trained across as many products as possible. In this blog piece I point out some issues which may make that not only difficult but counter productive to sales success.

Be sure to take the customer's best interests in mind during the sales cycle. Find out the hard earned lesson I learned if you don't do that.

As someone who has worked on so many RFPs over the years it always amazes me the incredible nuance that is required when talking about software systems. I’ll use credit and fraud decisioning as my example but I’m sure it’s true for other systems as well.

In a lot of respects, rules engines remind me of programming languages. One way this is especially obvious is how strongly typed the variables are in the data universe. For example in some programming languages (and rules engines) you simply state that a variable exists but you don’t really refer to its size or type.

I’ve been on the front lines of selling software for a long time. In that time I have developed a few opinions about how to be a good product manager.

Understanding credit decisioning vendors is a complex exercise. Features that sound the same on the surface can be vastly different once you begin implementation. Here are some tips to get the most out of your RFPs.