Selling Solutions

© 2016 Information Services Group, Inc. All Rights Reserved.

Selling Solutions:Taking Advantage of the RFSBill Stout

© 2016 Information Services Group, Inc. All Rights Reserved 33

1.What has brought us to the RFS?2.What is the RFS and how is it different?3.What are the strengths and challenges of the RFS? 4.How to respond to an RFS and win!


Market Disruptors

What has brought us to the RFS?


Digital adoption is accelerating.

Legacy 80% 74% 67%

SaaS 9% 11% 12%

IaaS 11% 15% 21%

2014

2015

2016EMarket Percentage Mix (ACV

Based) Lack of skills to manage digital

transformation

Lack of capital to move to new service architectures

Incumbent providers’ unwillingness to transition from labor-based models to outcome-based

Incumbent providers’ failure to embrace “out with the old, in with the new”

Adoption is gaining momentum, but clients face challenges:


Response to Disruption

What is the RFS and How is it Different?


The RFS methodologyThe RFP

Buyer is prescriptive. Solution is pre-determined by RFP.

The goal of the contract is to mitigate risk and lock down changes.

The process limits participation.

In 8 weeks, clients are

already down-

selecting versus barely

releasing an RFP

The RFS Seller is encouraged to

be innovative & creative.

Parties get from contract to solution with a mutual understanding of risk

Solution phase is provider driven

The process allows for broader participation


Structured sales call

Step 1: Providers seize the opportunity to pitch ideas to aninterested buyer. Step 2: Advisor helps get the client stakeholders in the room.Step 3: Advisor helps provider with background data and insight into client business and technology objectives. Step 4: Expect a quick response. Total client time is usually less than eight weeks. (Provider participation is about six)


The consultative process for an RFS

Allows for a broader spectrum of approaches and implementation

Creates the opportunity for decision-making at each pivot point

Helps clients to be less prescriptive and make iterative decisions

Advocates a collaborative contracting approach to move from high level solutions to contract


What Are the Strengths and Challenges of the RFS?


RFS StrengthsGives an enterprise buyer looking for cloud and transformative solutions an understanding of the art of the possible.

Provides greater solution diversity and collaboration than traditional models but requires rapid, iterative decision-making to minimize project timelines


RFS Challenges

Most engagements today deliver a mix of traditional and cloud offerings.

This requires a blend of provider and client “paper,” more extensive due diligence and more complex contracting structures.


B Solution Development Collaborative Contracting6 – 8 weeks8 – 16 weeks 6 – 10 weeks

CHECKPOINT

RFS Divergent Project Paths

* or solutions!

A

RFS: Solution Exploration

Solution Development

Transition & Transformation

6 – 8 weeks 4 – 6 weeks

6 – 8 weeks

CHECKPOINT

The RFS Process

CHECKPOINT Collaborative

Contracting


ISG is making changes to meet these challenges.


How to Respond to an RFS and Win!


Responding to the RFS: The Basics First impressions count.

Bring the right people. Showcase your “best practices.” Demonstrate innovation, creativity and a unique solution.

Answer the mail. Respond to the requested deliverables. Reflect back to the client their goals, vernacular and unique

circumstances. Show how your solution adds value.


Show your work. Take the client through the

thought process you went through to evaluate the environment and develop options.

Articulate those options and their relative value along the spectrum.

Provide the rationale for your recommended approach.


Offer integrated solutions

Deliver solutions that deal with industry-specific needs and trends.

Integrate both services and architecture to help the client envision the end-to-end solution.


Digital Journey!

Show the client how you can help them transform, be more agile and solve their business challenges.

Show how you can help today—and tomorrow—as the journey evolves.

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