Originally published on AI Tech Connect.
What you need to know The spreadsheet arrives on a Tuesday: 140 rows, a column headed "Vendor response", a column headed "Evidence", and a procurement contact who would like it back by Friday. You are a team of six in Pune or Manchester, your product is a retrieval-backed assistant on top of a frontier model API, and the buyer is a bank, an NHS trust, a council or a listed company whose security function has done this a thousand times. Nothing in the questionnaire is about your model's benchmark score. All of it is about where the buyer's data goes, who can see it, how long it lives, and what happens when something breaks. The good news is that these questionnaires barely change from year to year. They were written for SaaS vendors a decade ago and have had an AI section bolted on since…
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