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How RFP Software Added Value to Advance a Sales Team

How RFP Software Added Value to Advance a Sales Team
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DTI was responding to a significant amount of RFPs and RFIs, and the documented response procedure Jonathan Gudger had in place still required 20-30 hours per RFP. Although adopting SharePoint was a step in the right direction, the DTI team didn’t utilize the tool because it wasn’t user-friendly.

Lacking a centralized ability to collaborate at the transactional level, Jonathan continued the search for a solution. Ultimately, relying less on spreadsheets and focusing more on a quality RFP response would enable their sales team to improve their win rate.

Jonathan’s team sought to improve their RFP process in 3 ways:

  1. Find the right tool to complement their existing documented procedure and depend less on email and spreadsheets.
  2. Centralize and standardize RFPs as they arrived, then track progress in real-time to project completion.
  3. Add value to his team with a tool that was easy to use and promoted easy collaboration at the transactional level.

These 3 factors contributed to Jonathan’s newfound success with RFP response:

  1. Automating completed 75% of the questions at the start of the project.
  2. Improving consistency brought high-quality deliverables to every deal.
  3. Cutting response time in half for more than 40 users elevated the company.

Click here to read his story.

“An answer library was something we have tried to get our hands on for a long time with other solutions. Nothing came close to being as streamlined and purpose-built as RFPIO. Within the first two weeks, we were able to show upper management 1,000 questions and answers already populated in the tool. It was a huge selling point!”

– Jonathan Gudger, DTI


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