According to a recent LinkedIn post from 1up, the company is emphasizing a more selective approach to responding to requests for proposals, particularly when competitive dynamics or buyer intent suggest a low probability of winning. The post points to scenarios such as competitor-shaped RFPs, entrenched preferred vendors, and checkbox exercises where buyers may have limited interest in differentiation.
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The post suggests that vendors should scrutinize RFP requirements for signs of competitive bias and generic fit, and avoid reusing outdated boilerplate content that weakens answer quality. For investors, this focus on stricter qualification could indicate a strategic effort by 1up to improve sales efficiency, reduce wasted pre-sales effort, and concentrate resources on higher-conversion opportunities.
If executed effectively, such discipline in opportunity selection may support improved customer acquisition economics and potentially higher margins over time. It may also position 1up as a partner that encourages more thoughtful procurement processes, which could be a differentiator in competitive software or services markets that rely heavily on RFP-driven deals.