Abstract
Most enterprise software programs get the platform decision right and the partner decision wrong. The result is a $2M license that delivers a $400K outcome, because the implementation partner descoped integration, customized the global, and disappeared 90 days after go-live. This checklist is the framework we'd use if we were on the buyer's side.
47 specific questions across capability, delivery model, commercial terms, and post-go-live support. Plus the 8 red flags that disqualify a partner, the things that show up in 80% of failed enterprise software programs and that experienced buyers learn to spot before signing.
Designed as a low-friction download (light-form gate) for buyers earlier in the cycle. Pairs with the Dynamics 365 Mid-Market Buyer's Guide (W6) for buyers who already know D365 is the platform.
Table of contents
- 01
Why partner selection decides the program
- 02
Capability assessment: 12 questions that filter the field
- 03
Senior-team verification: who actually shows up to the work
- 04
Reference check: the questions weak partners can't pass
- 05
Delivery model: SOW shape, change-order discipline, scope-creep absorption
- 06
Commercial terms: fixed-price vs T&M vs outcome-based
- 07
Security posture: SOC 2, BAA chain, sub-processor disclosure
- 08
Customization discipline: what gets put in writing
- 09
Post-go-live support: managed services maturity
- 10
8 red flags that disqualify a partner
- 11
Appendix: full 47-point scoring rubric (downloadable)