S&OP MasterClass1 Okt 2025

Skip the honeymoon and make vendor selection work | Ep. 20

Mastering vendor selection = cut risk and pick the right partner.

Are you still choosing vendors based on pitch decks and checklists? You're absolutely not alone. It's aslo costing more than you think.

In this episode of the S&OP Masterclass, Søren Hammer Pedersen talks with Benjamin Obling from Roima. Benjamin brings 15+ years of integrated business planning experience, offering insights into what works, what fails and what often slips under the radar.

We cover what to look out for beyond the first demo, why finance should always be at the table early in the RFP process and how to spot misalignment before it slows everything down. This one's short, sharp and full of smart ways to fine-tune your vendor selection process.
If you’re planning for a new IBP tool, or want to make sure your current setup supports the big picture, this is for you.

In this episode, you'll learn about:
1. Importance of aligning management before vendor selection.
2. How to demo and validate vendors effectively.
3. Key factors for a successful RFP process.
4. Four critical tracks to focus during RFP.
5. Role of concrete proof-of-concept in evaluations.
6. Avoiding common pitfalls in vendor selection.

Episode Content

02:42 Importance of a good vendor selection process
07:35 Defining business outcomes and requirements
09:40 Stakeholder management in vendor selection
14:02 Shortlisting vendors: Number and criteria
15:31 Importance of live demos during vendor evaluation
26:05 Value of proof of concepts in selection
30:43 Finance’s role in strengthening the business case
32:05 Four tracks to consider in the RFP process
33:58 Importance of cultural fit and vendor relationships
39:01 Reinforcing simplicity and avoiding overcomplication

Production
This podcast is brought to you by Roima.
This podcast is produced by Montanus.

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