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:
- Spend less time combing through complex RFPs and spreadsheets to find relevant information.
- Better collaboration by automating RFP response data directly into Accolade’s CRM.
- Ability to analyze the performance of their RFP responses and optimize them for future success.
In the end, they decided to trust Responsive 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 Content 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 Responsive, Accolade released knowledge that was locked in the heads and hard drives of individuals into the Responsive Content Library. Within days of launching Responsive, they immediately added 600 question-answer pairs to their Content Library.
The more projects they complete in Responsive, the more robust their Content Library becomes. Three years after implementing the software, they’ve grown their Content Library to over 14,000 question-answer pairs.
According to the 2019 Responsive Responder Survey, 89% of Responsive users agree the Content 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 Responsive, 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 Responsive.
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.
Responsive'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 Responsive'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.
“Responsive’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
