Digital RFP and Orals Experience | Case Study | Sanitized

Powering pursuits, Winning opportunities. How RELAYTO helped Pursuits & Strategic account teams to create new value at the intersection of sales and customer experience

AT A GLANCE The Client The Challenge The Solution The Result One of the top 3 professional Improve competitive win Strongly differentiates Competitive win rate services firmsworldwide rates for complex sales from competition doubled WOW customers with Cost effective and easy $4BN sales pipeline interactive experiences, to scale at speed supported optimized for storytelling Support remote selling Integrates customer experience, interactions in a world that’s sharing and analytics 2,087x ROI digital by default/post COVID

CHALLENGE Common concerns in complex sales I would feel like a fraud COVID has changed the We need to walk-the-talk of How can we improve our delivering an innovation waywe reach and engage AI powered storytelling competitive win rate program on PPT customers universally We need to deliver more A digital vision delivered The customer sometimes immersive digital on paper/PDF is just doesn’t think we’re experience to differentiate hallucination innovative enough and help us win

The Problem with Pursuits Our client is a global professional services firm. Their pursuits and The opposite to strategic account teams are responsible for creating innovative, integrated customer-centric sales and marketing programs, to goodexperienceis support high-stakes deal origination, competitive RFI/RFP proposals always badexperience. and orals presentations. Complexsales involve delivering the right content to the right people at the right point in the customers’ journey. But how do you bring it all together as an immersive digital experience that delivers the wow factor, differentiates and helps you win? Our client had experimented with various internally developed and external microsites, but uptake from deal team was low and no onesolution had been able to deliver everything they needed. Against this backdrop how could RELAYTO help?

IDEAL MICROSITE SOLUTION Quick to deploy Long lead time (average 2 weeks) Easy integration of existing PPTs & PDFs Need to recreate all content as code Cost effective. AVG spend -.05% of BD budget Cost prohibitive for custom experiences Fully customized & flexible for scrolling & slides Limited to templates of 5-10 scrollable pages Easy to self-author and update in real-time Need to freeze content days/weeks before event, impractical in 90% of scenarios Fluid for all content Non-immersive, interrupting flow Any file type can be presented in immersive way, Some content types not supported (e.g, typical keeping the users in the experience microsite kicked users out to download static PDFs) Track and optimize shared content with deep dive Lack of granular analytics analytics and insights Personalized sharing with robust and compliant Limitedsecurity / access / GDPR compliance back-end security and GDPR

SOLUTION: PLATFORM-POWERED PURSUITS

Supporting Digital Interactions Across Customer Journey At every critical point of the sales process, customers are provided with an easy to navigate, interactive experience in a customized format, which can be secured, kept up-to-date and monitored with deep-dive analytics to support sales. RFP Submission Orals + PRE-RFI/RFP Differentiate & Disrupt Communicate & Close Create & Ideate Bring the deal to life Interactive orals presentations ABM/ABS Create and share Virtual site visits Sales origination personalized sales content On-going communications Design thinking Co-creation Interactive presentations Immersive thought Track & optimize shared content for digital selling leadership and demos with deep-dive analytics

Due to COVID-19 the orals session was changed to a virtual meeting with only a few days’ notice. In over 20 years I have never had to run a full-day client meeting remotely. You took all of our content and quickly converted to an on-line experience with real time poling embedded, so that we could run a very interactive and immersive session. The client congratulated us for a very engaging session” New Best Practice

RESULTS A valuable difference 2KXROI $4BN 83% For every $1 invested the Value of business Win rate average return is $2,087 pipeline supported 2X increase YoY Average deal size supported Average RELAYTO spend - This study looked at a sample of competitive sales opportunities $52M .05%of BD budget supported by RELAYTO in 12 months Deal type: Technology (13) Deal stage for all opportunities Interactive (9) Strategy & Consulting ranged from Pre-RFP to Orals (8) Operations (9) Digital (5)

“This was the most brutally competitive sales process I have ever been involved with. We had to work incredibly hard to differentiate ourselves from the competition and the experience we created for the client was undoubtedly a critical factor in us winning the deal” SVP, Media & Telecoms