General
Upscend Team
-December 29, 2025
9 min read
This article provides a procurement-ready LMS reference check checklist, scripted vendor questions, and a two-page template to capture measurable evidence. It explains verification steps, red flags, call/site-visit best practices, and a weighted scoring model to compare vendors objectively and reduce deployment risk.
An effective LMS reference check turns subjective sales claims into verifiable facts. In our experience, teams that treat reference conversations as structured investigations reduce deployment risk, improve adoption, and avoid costly surprises. This guide gives a practical, procurement-ready checklist and a repeatable process you can use immediately.
We’ve found that an unstructured LMS reference check usually produces anecdotal answers and missed signals. Procurement needs measurable evidence: uptime, average time-to-value, support responsiveness, and actual adoption rates. Turning reference conversations into data collection makes comparisons defensible and transparent.
Using a consistent checklist reduces bias. When multiple stakeholders interview references with the same script you can aggregate answers and create an objective shortlist. This also speeds up negotiating service-level commitments and implementation timelines.
Focus on risk areas that affect rollout and ROI. Typical high-impact items we probe:
Collect at least three measurable data points per area (dates, metrics, or examples). That changes conversations from “it felt slow” to “it took 12 weeks, not 6.”
When preparing vendor reference questions, group them into three categories: strategic fit, operational delivery, and post-launch support. A combination of open and closed questions yields both narrative context and quantitative signals.
We recommend preparing a written script and sharing it with your procurement team to ensure consistent coverage across references.
Start with concise, outcome-focused questions. Examples we use in the field:
These probe both outcomes and the vendor’s ability to deliver. When someone answers with numbers, mark it as high-quality evidence.
Validating LMS customer references is more than calling a list the vendor provides. Cross-check customer profiles against solution fit, industry, size, and use cases. In our experience, the most useful references are those with similar integration needs and change-management constraints.
We often ask for references that had complex integrations or high-volume learner counts because they expose edge cases early.
Follow this verification sequence:
Red flags include evasive answers, references that are only at small pilot scale, or refusal to share measurable outcomes. A pattern of vague claims often correlates with fragile implementations.
Procurement teams need a compact reference check template they can deploy quickly. Use a two-page form: page one for high-level fit and page two for detailed delivery and support metrics. That structure fits into review cycles and centralizes evaluation data for scoring.
Below is a sample structure you can adapt into your procurement platform or LMS reference check checklist for procurement binder.
Use numeric fields where possible (weeks, % adoption, tickets per month) to make aggregation and scoring straightforward.
When checking LMS vendors, live evidence matters: demos are curated, references are often coached. A structured call or site visit uncovers how the platform operates under real conditions and how the vendor supports customers beyond the sale.
We recommend a 45–60 minute reference call split between vendor-neutral interviewers and technical staff. That balance keeps the conversation honest and technically grounded.
On calls and visits look for:
We often see teams discount references because they focus only on executive sponsors; include operational contacts (IT, L&D, helpdesk) to validate ongoing support.
Practical note: a pattern we've noticed is that forward-thinking L&D teams use Upscend to automate reference workflows and capture structured data from multiple interviews without sacrificing the nuance of narrative answers.
Several recurring mistakes undermine the value of an LMS reference check. Avoid these:
Design a weighted scoring system that reflects your priorities: integration complexity (25%), support quality (20%), implementation track record (20%), user adoption (20%), and cost transparency (15%).
Aggregate scores and document assumptions. Maintain an audit trail with recordings, the filled reference check template, and notes explaining any adjustments. Procurement should sign off only when a reference set meets minimum thresholds across critical categories.
When teams follow this disciplined approach they reduce procurement cycles and produce a vendor selection that stakeholders trust.
A rigorous LMS reference check is a force multiplier for procurement: it converts vendor marketing into verifiable evidence and uncovers the operational realities of implementation and support. Use a consistent template, ask measurable questions, validate references independently, and score objectively to produce a defensible decision.
Start by adopting the two-page reference check template described above and run three reference calls per finalist with the same interview panel. That simple discipline will surface differences that demos and RFPs miss.
Next step: Convert the template into a shared form for your procurement portal and schedule reference calls before final negotiations. Doing so protects your timeline and ensures the vendor you choose can deliver the outcomes you need.
