# Osolix · Mid-Market RFP Playbook — v1

**Status:** Wave-B Foundation evidence · 2026-Q2
**Owner:** Sales / Customer Success
**Audience:** Account executives + presales engineers
**Updated:** Per quarter, or when a competitor materially changes their offer.

This playbook gives the Osolix sales team a fast path through the typical
mid-market RFP. Every section is paired with the canonical artefact a
customer's evaluation team is likely to demand.

## 1 · The five things every RFP asks for first

| RFP demand | Osolix answer | Evidence link |
|---|---|---|
| "Show us your security posture." | OWASP Top 10 checklist + RBAC test matrix + SOC 2 Type II control matrix | `/docs/61-soc2-control-matrix.md`, `/docs/62-owasp-top10-checklist.md`, `/docs/63-rbac-test-matrix.md` |
| "What's your performance at our scale?" | k6 baseline at 100k assets / 50 VUs with p95 < 500ms thresholds in CI | `tests/load/k6-100k-assets.js` + `/system-status` (live latency) |
| "What's your DR / RTO / RPO?" | Restore-drill runbook (RTO 1h / RPO 5min) + cross-region failover documented | `/docs/64-restore-drill-runbook.md`, `/docs/46-cross-region-failover-drill.md` |
| "Show us your audit + compliance." | Public 25-dimension Audit Scorecard at /admin/audit + 36 issued certificates + quarterly re-attestation | `/admin/audit` (public dashboard) |
| "How does this compare to competitors?" | 19-section side-by-side matrix vs 27 competitor products on the public Compare page | `/compare` |

## 2 · Solution-level battle cards

### Asset Management
* **Strongest vs:** Asset Panda, Asset Tiger, Snipe-IT — beats all on UX, AI co-pilots, and indoor mapping.
* **Closest peer:** Oracle FA + SAP — Osolix wins on UX + AI, they have deeper consolidation.
* **Killer feature:** Live audit scorecard with 25 dimensions + 90-day re-attestation. No competitor publishes one.
* **Watch out for:** Big-Four-led RFPs may insist on a named ERP; Osolix's connector pack covers all 10 majors.

### Maintenance
* **Strongest vs:** MaintainX, UpKeep, Limble — Osolix wins on AI predictive + RCA-FMEA + integrated FAR.
* **Closest peer:** Maximo, Aveva — they win on heavy-asset RCM depth; Osolix wins on UX + mid-market price.
* **Newer entrants:** Tractian (AI-native + IoT), Fluke eMaint (IIoT) — Osolix matches on AI, beats on lease-accounting integration.
* **Killer feature:** Maintenance Budget Forecaster pulls from FAR's useful-life data; competitors require manual entry.

### Lease
* **Strongest vs:** ERP-bundled lease modules — Osolix wins on dedicated IFRS 16 / ASC 842 / GASB 87 / IPSAS 43 coverage.
* **Closest peer:** LeaseQuery, Visual Lease — they cover edge cases deeper; Osolix wins on native FAR integration (ROU lives in the same register).
* **Killer feature:** AI lease-misclassification detector + automatic ROU re-measurement on modification.

### Inventory
* **Strongest vs:** Cheqroom, Snipe-IT inventory — Osolix wins on bin-level visibility + AI demand forecaster.
* **Closest peer:** Manhattan Active, Blue Yonder — they're full WMS; Osolix is the right size for mid-market.
* **Killer feature:** Reservation-driven picking from PM schedules — no manual parts-pull.

### Fleet
* **Strongest vs:** Generic fleet apps without telematics.
* **Closest peer:** Geotab, Samsara — they have deeper telematics; Osolix wins on integration with the asset register (vehicles live in the FAR alongside non-vehicles).
* **Killer feature:** AI driver-risk scorer + fuel-anomaly detector + native compliance-renewal dashboard.

### Asset Budget (CAPEX)
* **Strongest vs:** SAP CAPEX module, Workday Adaptive Planning (CAPEX module).
* **Closest peer:** Anaplan — they cover enterprise budgeting depth; Osolix wins on the CAPEX → CWIP → FAR audit chain.
* **Killer feature:** AI Trajectory Summary forecasts cost overruns at the project level.

### CWIP
* **Strongest vs:** Most ERPs require customisation; Osolix ships CWIP as a first-class module.
* **Closest peer:** Oracle Projects, Procore — they cover construction depth; Osolix wins on lifecycle integration with FAR.
* **Killer feature:** Stalled-CWIP detector + CFE fraud lens on PO stream.

## 3 · Pricing leverage

* **Self-service signup** — sub-1-minute trial start; no sales conversation required for 1–25 users.
* **Modular pricing** — every solution independently buyable; tier-priced ($10/$15/$20/mo Starter/Growth/Scale).
* **Per-user pricing** — $4.50/$6 with tier discount.
* **Asset-band ladders** — Free ≤100 / Starter 101-1000 / Growth 1001-5000 / Scale 5001-15000.
* **Public comparison** — `/compare` + `/pricing` + `/roi` give buyers everything they need before contacting sales.

## 4 · "Hard NO" objections + answers

| Objection | Answer |
|---|---|
| "We need on-prem." | We're SaaS-first; for tenants requiring on-prem we offer a connected-tenant pattern where ERP integration runs at the customer's edge. |
| "Your AI sends our data to OpenAI / Anthropic." | Two engines: Online (Anthropic, polished prose grounded in deterministic answer) and Offline (no LLM call; runs entirely in-tenant). Per-tenant flag — switch Online → Offline anytime. |
| "We need ITAR / FedRAMP." | Not yet certified; roadmap committed for Wave-Z; vendor risk assessment pre-cleared via Azure Government region. |
| "Your competitor has been around for 20 years." | And their UX shows it. We have 36 issued audit certificates against a public scorecard — what's their evidence? |

## 5 · Demo script (30-min canonical)

1. **0–5 min** — Welcome page → live TrustStrip (audit pass %) → "Why Osolix" / Compare table.
2. **5–10 min** — Login → Dashboard → HowItWorks panel → click any KPI → drill into FAR.
3. **10–15 min** — FAR → smart filter → natural-language search → asset detail → telemetry → tag designer.
4. **15–20 min** — Atlas chat → "how do I transfer an asset?" → procedural answer → "list top 10 by value" → ranked answer.
5. **20–25 min** — Public Audit Scorecard at `/admin/audit` → drill into a passing solution → show certificate.
6. **25–30 min** — Status page → live latency → operational events → cross-region DR runbook → close.

## 6 · Open items
* Build a self-service ROI report-generator that the prospect can run from `/roi` (currently calculator only).
* Add a public webhook-event playground for partner developers.