ISP procurement

By the time a CPE RFP lands on your desk, the carrier’s P&L has already been written. Why CPE always comes last in the procurement stack — and why that’s the most underrated source of leverage in CPE business development.

When a CPE RFP lands, most vendors read the spec sheet first. That’s the mistake. ISPs only ever run RFPs for one of two reasons — and reading the wrong one loses the deal before page two.