Problem: Provide a simple way to assess value and fit of each RFP under consideration.
Challenge: Sales Engineers understand the requirements and need to communicate a qualitative response to each RFP under consideration.
Solution: Implemented a custom object which automatically rates a set of inputs used to evaluate the company’s ability to meet the RFP requirements.
Benefits/Results: The quality of the pipeline is easily understood by management. Sales reps easily enter the initial profile of the RFP and sales engineers easily add additional details. As the details emerge the viability of the opportunity is established and communicated upward.