Salesforce integration is an important component for any technology stack used by RFP responders. Coupled with RFP software, it connects the dots between sales and marketing teams, proposal managers and SMEs to make the RFP response process run smoothly.
Technology fatigue is a common occurrence with busy teams. Ironically organizations are investing in solutions to encourage success, but one look at this year’s Martech Supergraphic tells us everything we need to know. Organizations are facing more inefficiencies by taking on too many tools.
This is why having an intelligent tool stack with beneficial integrations is a good move. For RFP responders, a solution like Responsive offers a true bi-directional integration with CRMs, including Salesforce, to bring every stage and insight of the RFP response project into one dedicated platform.
Recently we met up with the PerfectMind proposal management team to discuss their progress with Responsive. Today Randy, Catherine, and Garrett are pulling back the curtain on their RFP response process and sharing how Salesforce integration is an essential piece of their strategy.
Proposal Specialist at PerfectMind
Describe your involvement in the RFP response process.
Once assigned new RFPs by the Senior Proposal Specialist, I create and import projects into Responsive. I project manage the authors and reviewers for question/answer responses, create new responses and maintain section templates and other content within Responsive. I also export, edit, and finalize RFP documents.
Why was the Salesforce integration important for you?
Our company is using Salesforce widely as a one-stop place to maintain client information. So integration with Responsive seemed like a natural addition.
What was the primary reason you chose to purchase RFP software?
Before Responsive we were using MS Word documents to store boilerplate content, which was slow and resulted in copy/paste errors. Additionally we responded to questions on spreadsheets—with hundreds of questions per RFP.
To respond to new questions, authors would need to manually search through old Excel documents to find answers. We decided it was time to make a change, so we explored RFP software options until finding Responsive.
In Responsive, the bonus features of tagging and assigning content to Subject Matter Experts is particularly important as SMEs play a critical role in maintaining content. The central access point to content eliminates inconsistencies and potential discrepancies when developing RFP responses.
How important was the integration with Salesforce in determining your decision?
I was not involved in that decision.
How have your RFP process and strategy changed since using Responsive? What part does the connection to your CRM play in that?
Our process is more structured and more collaborative. Each response we complete builds upon the experience of previous responses (good and bad). Our account executives spend a significant amount of time in Salesforce and the integration is valuable to them once a project has been submitted.
My first RFP response using Responsive reduced prep time by almost 70%, so now we can focus more on customised content instead of boilerplate responses.
Catherine Lauzon
What is your role at PerfectMind?
Senior Proposal Specialist
Describe your involvement in the RFP response process.
I oversee the entire response process. I receive new RFPs and create and import projects into Responsive. I project manage the authors and reviewers for question/answer responses, create and maintain section templates and other content within Responsive. Additionally, I export, edit, and finalize RFP documents.
Why was the Salesforce integration important for you?
My manager required that we have an integration to Salesforce, since our company is moving towards using that platform company-wide as a one-stop place to maintain client information.
What was the primary reason you chose to purchase RFP software?
Prior to Responsive, we were using Word documents to store all of our content. We often responded to hundreds of questions within spreadsheets as well. We decided to purchase RFP software to increase efficiency, reduce errors, and create one place where we could store approved content for clients.
How important was the integration with Salesforce in determining your decision?
Salesforce integration was not important for me personally, but my manager really wanted this feature.
How have your RFP process and strategy changed since using Responsive? What part does the connection to your CRM play in that?
Absolutely, we have a more streamlined, collaborative process now. Our team works more easily together than ever before. I don’t really use the Salesforce integration that much, but it’s nice to have it available. If someone is looking at a Salesforce record, it is really convenient for them to be able to click on the Responsive project to see those details.
Connect with Catherine on LinkedIn
“63% of survey respondents said that Salesforce was the CRM their company used.”
– IBD Lucep Survey
Garrett Ungaro
What is your role at PerfectMind?
Enterprise Sales Manager
Describe your involvement in the RFP response process.
I am the final approver and content contributor.
Why was the Salesforce integration important for you?
As I review open accounts in Salesforce, it is great to see the Responsive add-in so I know what the status is. It’s also helpful to be able to click on the add-in and drill down further for more response project details.
What was the primary reason you chose to purchase RFP software?
All of our business is RFP driven and as such, we were losing track of commonly requested questions/answers, deadlines, contributors etc. We needed an overall RFP management platform to keep track of each response and re-purpose the answers.
How important was the integration with Salesforce in determining your decision?
Salesforce integration was a mandatory requirement for our purchase decision.
How have your RFP process and strategy changed since using Responsive? What part does the connection to your CRM play in that?
The main benefit with Salesforce integration is being able to stay within the CRM—and not having to swivel-chair into Responsive to see data or information on an account opportunity.
Beyond that, our overall RFP process is night-and-day better and the quality of our responses has increased significantly. We have structure and defined processes now and we couldn’t manage the volume of RFPs we handle without Responsive.
Connect with Garrett on LinkedIn
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