When every vendor's deck says "AI-powered," buying becomes harder, not easier. This is a 10-criteria scorecard we use to evaluate AI vendors for B2B clients — covering both the AI claims and the boring fundamentals that matter more than the AI.
For each shortlisted vendor, score each of the 10 criteria 1-5. Total possible: 50. Anything under 35 is a probable no. 35-42 is a worth-piloting. 43+ is a strong candidate. Use the comments column to capture deal-specific notes.
The two most-skipped criteria — and the two that most often kill rollouts — are #6 (data handling specifics) and #10 (real total cost). Spend extra time there.
| # | Criterion | What 5/5 looks like |
|---|---|---|
| 1 | Specific use-case fit | Vendor can describe 3 customers like you who solved your specific problem with their tool, with measurable outcomes. |
| 2 | Underlying model quality | Vendor uses a current frontier model (Claude, GPT-4 class, or current Gemini). Disclosed which model and version, with rationale. |
| 3 | Workflow integration depth | Native integration into the systems you already use (CRM, ticketing, email). Not just "export to CSV." |
| 4 | Customization & control | You can edit prompts, add knowledge, tune behavior. Not a sealed black box. |
| 5 | Reliability & output quality | You ran a real pilot on your data. Quality met or exceeded what your team produces. |
| 6 | Data handling | Documented: where data is stored, who can access it, whether it trains models, retention period, deletion rights. SOC 2 / ISO 27001 attestations provided. |
| 7 | Support & onboarding | Named CSM, documented onboarding plan, response SLAs in writing. Not just email-only. |
| 8 | Pricing transparency | Pricing is clear, predictable, and scales reasonably. No surprise per-token billing or hidden usage fees. |
| 9 | Roadmap fit | Vendor roadmap aligns with where your needs are heading. Quarterly release cadence visible. |
| 10 | Total cost of ownership | Includes: license, implementation, training, internal admin time, integration build, and likely future expansion. Realistic 3-year view. |