Gartner Research

Five Critical Steps to a Successful Storage RFP

Published: 24 June 2016

ID: G00297191

Analyst(s): Joseph Antelmi , Matthew Brisse


For IT personnel, determining if a storage RFP satisfies business and technical requirements is difficult, but leaving money on the table is far worse. This document provides RFP guidance and an evaluation tool to translate business requirements to storage technical features while addressing costs.

Table Of Contents

Problem Statement

The Gartner Approach

The Guidance Framework

  • Step 1: Plan for Success
    • Follow Existing RFP Process and Methodologies
    • Define Corporate Initiatives for Storage Deliverables
    • Perform a Storage Assessment
    • Leverage the Gartner Storage Evaluation Tool
  • Step 2: Develop and Submit the Storage RFI
    • Define Key Business and System Requirements
    • Define General Terms, Conditions, Submission Requirements and Timelines
    • Define Current Storage Environment and Solution Objectives
  • Step 3: Develop and Submit the Storage RFP
    • Translate RFI Into RFP Requirements
    • Translate Business Requirements Into Technical Requirements for the RFP
    • Define Weighted Values to the Organization
  • Step 4: Perform the Vendor Down-Select
    • Use the Gartner Storage Evaluation Tool to Perform Vendor Ratings
    • Down-Select Out-of-Scope Vendors
    • Conduct Vendor Oral Presentation and Ranking
    • Perform POCs
  • Step 5: Perform Price Negotiations and Contract Reviews
    • Develop a Storage Solution Summary Presentation
    • Leverage Third-Party Consulting Services for Contract and Pricing Assistance
    • Select the Best Three Vendors for Contract Negotiations

Risks and Pitfalls

  • Time Is the Big Pitfall for Most Organizations
  • Follow-Up

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