If you like a vendor’s live software demo, be aware that the product itself is not the only consideration in your trade promotion management (TPM) software selection.  The stability, focus, commitment and professionalism of your vendor might be as important to your project success as the software functionality itself.  The following are additional questions to ask your vendors.  (Consider using Google searches and 5 to 10 client references to confirm the accuracy of your vendors’ responses.)

1. What is the financial history of your TPM vendor?   Has you vendor ever gone through bankruptcy / insolvency in the US or other country?  What are the financial results / tax returns for the past several years?  If the vendor has changed names, been purchased or sold in the past 10 years, be sure to include responses for all related legal entities.
   
   
2. What is the financial future of your TPM vendor?   What is the pro-forma for the current year?  Does your vendor require outside investment to cover current expenses, or can they cover expenses with their current client base?  How dependant on new business is your TPM vendor?
   
   
3. What is your TPM vendor’s legal track record?   Has your vendor ever sued a client, ex-employee or third party?  Has a client, ex-employee or third-party ever sued the TPM vendor?  Ask for a list of all legal activity and outcomes.  If you vendor has gone though bankruptcy, reorganized, been sold, or changed corporate names be sure to include the previous entity name(s).
   
   
4. How flexible is your TPM vendor?  Will your vendor commit to software and process enhancements?  Does your TPM vendor listen well and understand your requests for enhancements?  What percent of their annual revenue is re-invested back into R&D specific to TPM features and functionality?
   
   
5. How organized and process oriented is your TPM vendor?   Will your vendor put all promises and commitments in writing as part of the contract?  What will your vendor charge for these enhancements?  Are these costs fixed-fee, or time-and-material estimates?  Is the software functionality and project plan well documented?
   
   
6. Does your TPM vendor stand behind their product?  What assurances and guarantees will they provide that you will be a satisfied client?  What is their policy on the length of the contract?  Do you have a no-penalty escape clause if they don’t deliver as promised?
   
   
7. Who owns your TPM vendor and why?  How long has the present owner actually owned the TPM vendor?  Are they committed to long-term success, or are they looking to divest when the return is best?  Check the owner’s track record of investment.  What is the status of the owners’ portfolio from three/four years ago?  Do they still own those companies, or have they been sold? 
   
   
8. What is management’s track record at your TPM vendor?  Does the current management have a track record of building business and selling them, or have they been focused on simply building their business?  Over the past 10 years, how many management changes have there been at your TPM vendor?  What prompted those changes?
   
   
9. Is your vendor really a TPM vendor?  How long has your TPM vendor been in the CPG space with a full closed-loop TPM product?  What percent of their revenue is generated exclusively from TPM?  Has your vendor ever been in another business and/or vertical with other product offerings?
   
   
10. What are the actual results of past implementations?   Were the TPM projects on schedule?  Were the projects on budget?  Were they fixed-fee or time-and-materials?  Are all of the clients referenceable?  Can you have an on-site demo at two or more clients?