# Revenue systems inventory and vendor scorecard

Andrew Kurau · Material Impact Group

Use one copy per system or candidate. Apply must-have and risk gates before comparing weighted scores.

Source: https://materialimpactgroup.com/revenue-operations-tech-stack/

Initiative or system: 
Accountable owner: 
Review date: 

## System, capability, and owners

Record the system, business owner, technical owner, administrator, users, and purpose.

Your response:

Illustrative example: CRM receives a qualified-account signal. RevOps owns the business workflow; Business Systems owns the integration; Sales owns follow-up.

## Cost, contract, and use

Record annual license, implementation, maintenance, renewal date, users, adoption, and exit cost.

Your response:

Illustrative example: Use actual contract and usage records. Count all implementation and maintenance costs. Do not equate purchased seats with adoption.

## Authoritative data and interfaces

Which entities and fields does this system own? What moves in which direction and at what latency?

Your response:

Illustrative example: Product owns workspace events; CRM owns commercial account and owner. Send account ID, qualification reason, version, and timestamp, not the full event stream.

## Reliability and recovery

Document retries, duplicate handling, alerting, failure impact, and manual recovery.

Your response:

Illustrative example: One action per account per pilot. Failed identity matches go to review. Named technical owner receives alerts and can replay failed records safely.

## Must-have gates

List functional, security, privacy, export, and continuity requirements. Record evidence and pass/fail.

Your response:

Illustrative example: Approved data use, least-privilege access, required API capability, export access, and recoverable integration failure. A failed mandatory gate prevents selection regardless of score.

## Weighted comparison

Set weights before demos. Score candidates from 0 to 5 against the same test cases. Record evidence.

Your response:

Illustrative example: Illustrative weights: functional fit 30%, integration and data model 25%, administration and reliability 20%, adoption 15%, total cost and portability 10%. Weighted score = sum(weight × score), with weights totaling 100%. These weights are not a benchmark.

## Decision and next review

Keep, repair, consolidate, replace, or retire? Who approves and what happens to data and users?

Your response:

Illustrative example: Pilot the highest-risk workflow before purchase. Document migration, retained history, user training, rollback, and a review date.

## Before you act

- [ ] Document evidence behind each score; use 0 for absent capability, not for missing research.
- [ ] Treat unknown requirements as unresolved rather than assuming they pass.
- [ ] Do not allow a high weighted score to override a failed mandatory gate.
- [ ] Verify the complete workflow and recovery path, not only the vendor demo.

## Decision and next action