2. "In what ways do customers outgrow your system?" 

   - Why ask: This question forces the sales rep to confront the scalability limits of their

system. Knowing how and why customers eventually outgrow the solution helps you

determine whether the platform can support your long-term growth. Identifying

these limitations early can save you from costly and time-consuming transitions in the future.

3. "What parts of your solution are acquired or white-labeled?" 

   - Why ask: Vendors may not want to admit that parts of their system are acquired or

white-labeled, as this could raise concerns about integration, support, and consistency across different modules. Acquired solutions may offer faster innovation, but they often come with drawbacks like a disjointed user experience, reporting limitations, or integration challenges. Understanding this isn’t necessarily a dealbreaker but provides transparency about the overall user experience and long-term product stability.

4. "What is involved in migrating data from our existing systems, and who is responsible for ensuring data accuracy?" 

   - Why ask: Data migration is a critical step in any HRIS transition, and sales reps may be reluctant to admit that issues could arise or that much of the responsibility for data accuracy falls on your team. While vendors often assist with the migration process, ensuring data integrity is usually your responsibility. Knowing this upfront helps you prepare for potential risks and ensures you allocate the necessary resources for a smooth migration.

5. "What is your annual customer turnover (what percentage of customers leave each year), and why do they leave?" 

   - Why ask: High customer turnover is often a red flag. Sales reps may hesitate to share these numbers, but knowing how many customers leave—and why—can reveal underlying issues with the product, support, or unexpected costs. Ideally, you want to see an annual turnover rate below 5-10%. A high turnover rate could indicate customer dissatisfaction and might prompt you to explore other solutions that have a more loyal customer base.

6. "What is the process for requesting new functionality, and how often do customer requests shape product updates?" 

   - Why ask: If a vendor’s product roadmap doesn’t reflect customer feedback, this could signal slow innovation and a lack of customer-centricity. You want a vendor who

listens to its clients and incorporates their needs into future updates. This shows that the solution will evolve in ways that align with your organization's needs, keeping the system relevant and adaptable as you grow.