How Salesforce integration with RFP software unified a team

Healthcare
Industry Healthcare Company Size 1,001-5,000 employees Location Plymouth Meeting, PA

Alison Moeller was tasked with improving her team’s RFP response process, and she knew finding RFP software that integrated with Salesforce CRM was critical. With over 600 question and response pairings, she also needed a solution that would centralize their content.

When the Accolade team isn’t interacting with prospects and customers, they turn to Salesforce for information. A strong CRM integration was key to successful user adoption as Alison set out to find the most beneficial RFP software option for her team.

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

  1. Spend less time combing through complex RFPs and spreadsheets to find relevant information.
  2. Better collaboration by automating RFP response data directly into Accolade’s CRM.
  3. Ability to analyze the performance of their RFP responses and optimize them for future success.

In the end, they decided to trust RFPIO to digitally transform their response process. A few months after implementing the solution, they’re already seeing incredible results.

Leveraging historical information with a centralized RFP answer library

Without a central location for their growing, Accolade lost hours combing through complex RFPs and spreadsheets to find relevant information and possible answers for every new response.

After implementing RFPIO, Accolade released knowledge that was locked in the heads and hard drives of individuals into the RFPIO Answer Library. Within days of launching RFPIO, they immediately added 600 question-answer pairs to their answer library.

The more projects they complete in RFPIO, the more robust their answer library becomes. Three years after implementing the software, they’ve grown their answer library to over 14,000 question-answer pairs.

According to the 2019 RFPIO Responder Survey, 89% of RFPIO users agree the Answer Library helps them save time. They love its ability to store, organize, and access responses in a centralized content hub.

Optimizing performance with built-in analytics

Being a data-driven organization, Accolade longed to analyze the performance of their RFP responses and optimize them for future success.

With RFPIO, they can perform a win-loss analysis on every RFI and RFP response. Discussions with their sales ops team uncovered actionable insight that resulted in improvement in teamwork and efficiency. Just three months after Accolade onbarded, they could respond to complex questionnaires like RFPs and RFIs in half the time.

The Accolade team is responding to complex questionnaires like RFPs and RFIs in 50% of the time thanks to RFPIO.

Streamlining opportunity management with a fully linked system

Automatically plugging RFP response data directly into Accolade’s CRM saved even more time and resulted in better collaboration across the board.

RFPIO’s Salesforce integration gives Alison’s team the visibility they need to track opportunities involving an RFP response with their other opportunity level as they continued to grow. The team uses RFPIO’s executive dashboard to track next steps for all active RFP responses. At a glance, the sales and management teams can now track all sales together.

New research of 2,900 sales professionals found that 75% of business buyers agree that connected processes are very important to winning their business.


“RFPIO’s Salesforce integration is helping our business be more efficient and organized with RFPs and RFIs. We can easily view insights and progress with every RFP right from Salesforce. Our team is very big on data, and the new project custom fields have been really helpful for reporting to management. Cutting our RFP completion time in half has allowed us to focus more on process and data as a whole.”

– Alison Moeller, Accolade


Angela Earl

Angela Earl is Vice President Global Marketing at RFPIO, a cloud-based software that enables companies to streamline their proposal response process. Her mission is to empower motivated teams to produce quality work that drives results. She is also the founder of The High Bar Media and host of MarTalk, a podcast for marketing professionals. She has been a contributor at industry events and for industry publications including MarTech Today, MarTech Advisor and MarTech Series. In 2016, she was named one of the top 30 Marketing Technology Experts to Watch.

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