Martech

MARCH 22, 2023

Consider this: 17% of companies are planning RFPs this year, according to the 2023 State of the ESP RFP. Rethink that RFP Before you replace or add technology, ask yourself whether you maxed out your current functionality. Review your price structure on promotions. Enterprise companies have not slowed down or pulled back.

Enterprise Management 93

Enterprise Management Marketing & Strategy Marketing Strategy RFP 93

Martech

FEBRUARY 24, 2022

But since these systems often come with hefty price tags, it’s important to cover all of your bases when navigating the purchase or upgrade process. To start, set up demos with your shortlist of vendors within a relatively short timeframe after receiving the RFP responses to help make relevant comparisons.

Marketing Automation Services 116

Marketing Automation Services Marketing Management Vendors Marketing Automation 116

BOP Design

APRIL 26, 2023

Navigating the RFP and Proposal Process The proposal process is typically informational and somewhat confusing. Be very cautious with outliers on price, schedule, project scope, etc. Once you’ve got internal buy-in and the resources, it’s time to vet potential partners and evaluate proposals. But what about the less tangible things?

Marketing Agencies 2 94

Marketing Agencies 2 Advertising Agencies Paid Search Agency Ad Agencies 94

Zoominfo

MAY 7, 2021

Between an 11-month sales cycle, a $0 deal, and a request for proposal (RFP) with 67 people on one call, Lyon’s greatest challenge — despite hurdle after hurdle — was keeping the faith. We had one call where the RFP audience was a total of 67 people.” Read on to find out how he did just that. For free. “We And they didn’t take it.”

RFP 100

RFP Zoominfo Work Management Data Hygiene 100

Lead Forensics

APRIL 2, 2024

Objections: Price & Budget 1. Offer tiered pricing options or highlight hidden costs associated with their current solution. ” Response: Emphasize value beyond price. “Your competitor offers a similar product for a lower price.” Don’t get into a price war. ” (Most common objection!)

Effectiveness 40

Effectiveness Work Management RFP Case Studies 40

Hubspot

AUGUST 31, 2018

Have you been tasked with the job of creating a request for proposal, or an RFP? We’re diving into the specifics of what an RFP actually is, why you might need one, and how to create your very first one today. RFP vs. RFQ. An RFQ, or request for quotation, is slightly different than an RFP since it’s just the quote itself.

Work Management 93

Work Management RFP Marketing Management Marketing Proposals 93

Marketing Insider Group

SEPTEMBER 14, 2020

I learned that the firm: Experiences 12 to 18-month sales cycle on enterprise accounts with most efforts leading to RFP automatically reducing margin growth. JDA, Oracle, and the other platforms are looking to create a low “upfront” price to compete.

Differentiation 182

Differentiation Enterprise Management Work Management Marketing Management 182

ViewPoint

AUGUST 16, 2018

They’re looking to you for what is frequently called column fodder, or price comparison after-the-fact, to justify the purchase of a competitive offering. If on the other hand, all 80 are worked appropriately, and sales closes 20% of the total at an average selling price of $250,000, revenue is doubled.

Lead Scoring 136

Lead Scoring Lead Ranking Sales Qualified Leads Leads 136

Customer Experience Matrix

OCTOBER 7, 2018

(This comes from vendors who are now receiving many poorly written CDP RFPs.) These questions are intertwined: use cases determine the capabilities users need; requirements are the heart of an RFP, and finding which vendors have which capabilities is the goal of vendor selection. Since it exists, you can leave it out of the RFP.

RFP 266

RFP Generation Vendors Ad Building 266

Hubspot

JUNE 22, 2018

Whether you’re working for a small agency or a major marketing firm, you’re probably eventually going to need to fill out a Request for Proposal, or RFP. An RFP allows you to collect offers from various vendors and select the vendor that best meets your criteria, both in regards to skill and budget. Possible Roadblocks.

Sample 97

Sample RFP Work Management Template 97

Hubspot

APRIL 13, 2021

RFI vs RFP. Both RFIs and RFPs are tools used when procuring new tools, services or vendors. However, a Request for Proposal (RFP) is different from a Request for Information (RFI) in a few ways, including the timing and the type of information required. Then, they'll usually send out an RFP. Request for Success.

RFI 80

RFI RFP Marketing Proposals Vendors 80

Biznology

JUNE 3, 2020

Technology accelerated the change, with databases, email, social networks, digital advertising, online RFP price bid systems, all dramatically impacting the nature of customer engagement—and increasing the importance of marketing and IT. Marketing is no longer just about advertising, brand and leads.

B2B Marketing 166

B2B Marketing B2B Thought Leadership B2B Marketing Management 166

Martech

SEPTEMBER 30, 2021

Regarding the fear of slowing things down, remember that RFI or RFP processes aren’t always warranted. While they are legally and ethically obligated to deliver the work contractually agreed to, they don’t have to do extra nice things like overlooking when a client has an overage of a pricing factor. More than just price.

Work Management 98

Work Management Marketing Management RFI RFP 98

Biznology

OCTOBER 29, 2019

They want fast, personalized service, pricing transparency, ease of use, a human face, seamless integration across contact channels, and mobile access. Buyers are bringing their consumer expectations with them to work. We know this, but are we stepping up? Enterprise buying platforms mature.

Enterprise Management 135

Enterprise Management Work Management Buy Marketing Management 135

PathFactory

MARCH 4, 2021

It’s resulting in commodity messaging and price-based conversations as competitors are also responding to the same insights with similar capabilities, just worded differently. If you create a buying vision with this market, you will get significantly higher deal sizes and you will not have to worry about an RFP. Urgency is not created.

Top of Funnel 111

Top of Funnel Account Based Marketing Paid Search Agency ABM 111

Hubspot

OCTOBER 9, 2018

In a solicited business proposal, the other organization asks for a proposal with an RFP (request for proposal). Ensure it includes three main points: a statement of the problem the organization is facing, proposed solution, and pricing information. It's a common misconception that business proposals and business plans are the same.

Examples 97

Examples Terms and Conditions RFP Tips 97

Martech

FEBRUARY 2, 2023

Finally, decide whether or not you need to engage in a formal RFI/RFP process. Questions for vendor about pricing Although not all vendors require an annual contract, many do. Submit a list of the requirements you’ve identified to each potential partner and set a timeframe for them to reply. This is an individual preference.

Marketing Automation Services 100

Marketing Automation Services Enterprise Management Work Management Marketing Management 100

ViewPoint

AUGUST 9, 2016

They’re looking to you for what is frequently called column fodder, or price comparison after-the-fact, to justify the purchase of a competitive offering. If on the other hand, all 80 are worked appropriately, and sales closes 20% of the total at an average selling price of $250,000, revenue is doubled.

Sales Qualified Leads 120

Sales Qualified Leads Lead Scoring Lead Ranking Demand 120

Hubspot

APRIL 26, 2023

Sales reps are used to hearing “We don’t have the budget,” and “I can’t afford that price.” But that shouldn’t be your cue to give up — many prospects use price as a convenient excuse to get off the phone. And even if you turn down an RFP, that doesn’t mean the opportunity is lost. "If Should we table this conversation?”

Work Management 79

Work Management Lead Scoring Lead Ranking RFP 79

Hubspot

AUGUST 21, 2023

In a solicited business proposal, the other organization asks for a request for proposal (RFP). Make sure it includes three main points: A statement of the organization's problem Proposed solution Pricing information Before writing your business proposal, it's crucial you understand the company. Include pricing options.

Template 69

Template CMS Development Examples Marketing Proposals 69

Hubspot

DECEMBER 9, 2020

Solution selling is effective because it focuses on the ROI of a product, not its feature set or sticker price. They give an example of a top business services salesperson who walked into an hour-long RFP presentation with several executives. The executive team dismissed the other two vendors and began the RFP process from scratch.

Work Management 94

Work Management RFP Phishing Bundling 94

Bionic

NOVEMBER 8, 2018

Bionic today revealed new automation aimed at streamlining the painful RFP process for media planners, media buyers, and ad salespeople. This software upgrade was inspired by insights gleaned from handling more than 6,000 RFPs for hundreds of advertising agencies and thousands of media vendors over the past five and a half years.

RFP 40

RFP Automation Marketing Management Paid Search Agency 40

Martech

FEBRUARY 16, 2023

If people don’t know who we are or what we do, they aren’t going to reply to our e-mail, send us an RFP or answer our phone call. Knowing this informed their pricing strategy for ad buying. “If “When we consider programmatic advertising, I tend to put things in two different buckets … brand and demand,” says Andrews.

Paid Search Agency 109

Paid Search Agency Ads Campaigns Account Based Marketing 109

Martech

FEBRUARY 21, 2022

In any RFP/tender/demo, ask “how” questions instead of “what” to better illuminate the inner workings of the toolset. Price and contract negotiations are an iterative process that you should start as early as possible. Adopt and modify a “SWOT”-based decision analysis to fit your culture.

Vendors 86

Vendors Tips Allocation SWOT 86

Strategic-IC

FEBRUARY 16, 2021

Jo: We recently had this question from our New Logo team who were actually answering an RFP, so already in that process. And we debated this, because we don’t know them [the prospect] well, we’re just answering an RFP and there could be ten of us answering an RFP. So you’ve really got to consider this.

Account Based Marketing 71

Account Based Marketing ABM Ideal Customer Profiles Demand Generation Agencies 71

Martech

DECEMBER 7, 2021

We recommend setting up demos within a relatively short time frame after receiving RFP responses to help make relevant comparisons. Be sure to find out what onboarding and support is included in pricing and what is an add-on. What kind of ongoing support and client engagement will your account team provide?

Work Management 95

Work Management Enterprise Management Digital Asset Management Marketing Management 95

Stevens & Tate

JULY 1, 2020

Don’t Rely Solely on RFPs. RFPs ( requests for proposals ) can be quite helpful, but you shouldn’t base your decision solely on an RFP. Many agencies excel at RFPs but only because they are opportunistic. Don’t Make Low Prices Your Main Priority.

Advertising Agencies 60

Advertising Agencies Paid Search Agency Ad Agencies Advertisements 60

thePoint

JULY 21, 2020

As you review the stages and the associated notes you can see a buyer progresses to search for and consider different alternatives before developing some actual “intent” to purchase where they develop an RFP/RFQ (for some businesses) or simply informally or formally know what features/benefits they are particularly looking to purchase.

Buyer's Journey 52

Buyer's Journey B2B Marketing RFP B2B 52

Jackie Walts

DECEMBER 13, 2017

Now draft that into an RFP. Your RFP should state exactly how you want the relationship to work, what the needs are, expectations for staffing, budget, typical projects etc. My no-fail format for an RFP is a comprehensive list of client needs and then questions that let the agency show how well they meet them.

Marketing Automation Services 48

Marketing Automation Services Advertising Agencies Vendors Paid Search Agency 48

Hubspot

NOVEMBER 5, 2019

For buyers, there are many benefits of conducting a reverse auction, including: Competitive pricing — Because sellers are competing with one another to win over the buyer, pricing is a major factor in the decision-making process. A reverse auction must start with either a request for proposal (RFP) or request for quotation (RFQ).

RFP 49

RFP Paid Search Agency Marketing Proposals Pricing 49

Vision Edge Marketing

MARCH 7, 2012

Requesting pricing information. Requesting an RFP. Conducting an internal review of all RFPs. Holding meetings with the top 1 to 2 suppliers selected from the RFP process. Requesting pricing information and scheduling an appointment with the decisionmaker represent the lead stage. Offering buying criteria.

Sales Qualified Leads 100

Sales Qualified Leads High Quality Lead Lead Scoring Lead Ranking 100

ClickZ

OCTOBER 1, 2020

Often, the decision to begin offering subscription sales triggers an RFP (request for proposal) for software vendors, or for smaller companies – research and direct outreach to vendors. Pricing is usually fairly transparent on their websites but there will also be some setup costs and additional costs.

Enterprise Management 122

Enterprise Management Work Management Marketing Management Budget Programs 122

BOP Design

JANUARY 13, 2021

Advise them to complete a RFP form. Show them where your pricing sheet is located. Guide them to the information that discusses the features and benefits you offer. Let them know where to follow you on social media. Read more: Easy tips to close website leads.

Marketing Websites 119

Marketing Websites B2B Top of Funnel Case Studies 119

Litmus

OCTOBER 1, 2018

What ESPs advertise and what they deliver (pun intended) can sometimes be very different, so talking to people that use, or have used, a particular ESP is a great way to learn more before starting the RFP process. Learn more about our pricing. Doing an ESP RFP: Improving Your Vendor Selection Process [Blog Post]. Any surprises?

Marketing Automation Services 40

Marketing Automation Services Webinar Metrics Marketing Budget RFP 40

ViewPoint

SEPTEMBER 13, 2016

It’s like responding to the RFP that you haven’t written. Your only way to win is by price and even that is low odds. If you are selling a relatively low-priced commodity, then it is probably OK if you go the inbound, arrive late route. High performers don’t care about this. They engage the customer as early as they can.

B2B Thought Leadership 120

B2B Thought Leadership Cold Calling Thought Leadership Business 120

SpotMe Blog

JUNE 28, 2023

Users can set up online registration for their events, create customizable event pages, manage ticket pricing, and even embed ticket sales on their own websites or blogs.

Enterprise Management 52

Enterprise Management Webinar Metrics Marketing Management Best Practices 52

SpotMe Blog

MAY 17, 2022

The simplicity comes at a price. RFP guide and free template. We prepared a guide to virtual event RFPs. Includes a free virtual event RFP template. This helps users create an event app faster than most other tools. Top features include drag and drop app creation, networking, and basic engagement. . Swapcard session.

Conference 52

Conference Best Practices Webcast RFP 52