SaaStr Outlines Steps After Losing RFP Over Vendor Size
SaaStr details six actions for startups that lose large RFPs due to perceived company size and risk.
Lost RFP Prompts Long-Term Prospect Strategy
A startup lost an enormous RFP because it was viewed as too small. According to SaaStr, the outcome creates an opportunity to prepare for future evaluations that often occur in one to three years for new initiatives. The publication recommends moving the prospect into a dedicated Lost Now (But Not Forever) Marketing Program and treating the account as a medium-warm, long-sales-cycle contact that already knows the vendor and category.
Invitations to customer conferences and webinars are advised to keep relationships active. According to SaaStr, personal updates on new releases should be sent periodically with offers to demo new features.
RFP Responses Used as Product Roadmap
The publication states that lost RFPs reveal repeated requirements around features and enterprise-grade capabilities. Startups are directed to treat these requests as a checklist for prioritized development so that future RFPs can be addressed more completely.
Security and compliance work is singled out as a frequent reason for loss. SaaStr advises completing SOC-2 and other relevant certifications to convert a common weakness into a competitive strength that can win deals on trust alone.
Team and Process Adjustments for Enterprise Deals
Startup teams are described as often reluctant to invest effort in deals that may not close. The guidance calls for leadership to shift culture toward embracing the additional work required for larger prospects.
Not every big-company RFP will be lost on size alone. According to SaaStr, CIOs and innovation officers already evaluate emerging vendors with measured risk thresholds, and repeated RFP participation improves performance over time even after multiple losses.
