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. |