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

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

The Problem with Pursuits Our client is a global professional services firm. Their pursuits and strategic account teams are responsible for creating innovative, integrated customer-centric sales and marketing programs, to support high-stakes deal origination, competitive RFI/RFP proposals and orals presentations. Complex sales 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 one solution had been able to deliver everything they needed. Against this backdrop how could RELAYTO help? The opposite to good experience is always bad experience.

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 Any file type can be presented in immersive way, keeping the users in the experience Non-immersive, interrupting flow Some content types not supported (e.g, typical microsite kicked users out to download static PDFs) Track and optimize shared content with deep dive analytics and insights Lack of granular analytics Personalized sharing with robust and compliant back-end security and GDPR Limited security / access / GDPR compliance

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. PRE-RFI/RFP Create & Ideate ABM/ABS Sales origination Design thinking Co-creation RFP Submission Differentiate & Disrupt Bring the deal to life Create and share personalized sales content Orals + Communicate & Close Interactive orals presentations Virtual site visits On-going communications Interactive presentations for digital selling Immersive thought leadership and demos Track & optimize shared content with deep-dive analytics

New Best Practice 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”

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

“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