How solutions engineers met growing RFP demand with RFPIO

Key results

If you’ve ever logged into a website with a traditional email or through social login, it’s likely you’ve used Janrain in the process. Founded in 2002, the company was a pioneer in the area of Customer Identity and Access Management (CIAM). They work with many global enterprises and high profile consumer brands to help manage the login process for their web and mobile properties.

Information about a user’s login behavior has become a foundational element of many companies’ marketing strategy. According to Manuel Cruz, Janrain’s Director of Solutions Engineering, for those organizations, “the notion of a single identity across multiple brands or multiple divisions is like the Holy Grail.”

The demand for Janrain’s turn-key CIAM solution and GDPR readiness resources has increased as marketing strategy evolves to require more personalized and secure user experiences across web and mobile. From 2016 to 2017, the number of RFPs they received more than doubled, and that number was on trend to keep pace in the current year.

As the volume of RFPs increased, it became apparent that Janrain would need to bring in a response automation solution like RFPIO. Without a more efficient process, Manuel and his team of solutions engineers were beginning to feel stretched beyond their means.

It was important for Manuel’s team to find an RFP solution that would support these 3 things:
1. Collaboration among multiple users and departments
2. Quick implementation of their historic question and answer pairs
3. Functionality to store multiple answers for similar questions

With RFPIO, they were able to refine their RFP strategy in these 3 ways:
1. Have all their RFP content in one place, accessible to all contributors
2. Provide some relief for the increasingly busy solutions engineering team
3. Form a relationship with RFPIO’s customer success team for ongoing support

The subject matter experts

With 15 years experience as a solutions engineer, Manuel Cruz has seen his fair share of RFPs.

It is a solutions engineer’s job to assist in the technology sales process by offering technical knowledge of the product or service, and to deliver that information in a way that translates to the potential buyer. This often makes them the subject matter expert on technical questions that accompany an RFP.

In the past, Manuel’s experiences responding to RFPs were varied. He’d save questions and answers in spreadsheets or shared documents and go on elaborate quests to find the right content.

At times, he’d worked for companies that had a dedicated “RFP guy” who would independently manage the process. Since he’s been at Janrain, he has experimented with RFP automation software, but it wasn’t until RFPIO came along that the future started to look brighter.

A solution for the solutions engineers

To get ahead of their expanding number of RFPs, the team at Janrain decided to align people and processes. They started with a content exercise that would bring together representatives from all the departments that contribute to any given RFP.

They collected and combined all the question and answer pairs they could come up with. Because they work with buyers of all levels of technical prowess, it was necessary for them to store different answers for similar questions.

Manuel and team needed the right solution for storing all this content, and managing the collaborative process of responding to their growing number of RFPs. They decided on RFPIO’s response automation software, and once they were up and running, the first project was to upload the Q&A so they could get to work.

“Getting started with RFPIO was really easy. The team helped us with the initial seeding of the answer repository and a quick tutorial, which got us up to speed,” Manuel said. “The tool itself is very intuitive.”

A true customer success

Since deployment, Manuel and team have been able to meet their increasing RFP demand with time to spare and a newfound sense of relief. “I’m still not crazy about RFPs, but you guys definitely make it a more satisfying experience.”

That doesn’t mean that they went without challenges, though. Because the Janrain team was so eager to use RFPIO when they secured it, they realized after a few months that they hadn’t fully embraced the tool’s complete functionality.

So Manuel invited RFPIO customer success manager, Andrew Stone, to their office to help them manage roadblocks and take advantage of features that would address their particular needs.

“It was incredibly helpful to have that health check with Andrew,” Manuel said. “Now we know more about how to use the tool, and we have the resources to train people internally as the need arises.”

Ready for easier RFP response? Schedule a Demo with our team.

“RFPIO has absolutely been able to provide efficiencies that have allowed us to answer more RFPs with the same number of people, in less time.”

– Manuel Cruz, Janraint

Manuel Cruz is the Director of Global Solutions Engineering at Janrain, a Portland-based pioneer in Customer Identity and Access Management (CIAM). He has been a Solutions Engineer and Product Manager within the Financial Services, CRM, and Telecommunications industries over the past fifteen years, and has extensive experience selling and deploying web- and telephony-based solutions within large companies like AT&T, Walmart, Banamex, Telcel, and Mondeléz. As a Solutions Engineer with Janrain, Manuel has worked closely with global enterprise customers across the US, South America, Europe, and Asia helping deliver technical and digital strategy to Qantas, Electrolux, the NBA, and Coca-Cola. He received his B.S. from Yale and his Ph.D. from UC Berkeley.

You deserve an upgrade

Find out how the leading strategic response management platform can help you
better manage RFPs, RFls, DDQs, security questionnaires and more.

More Customer stories

How JAGGAER uses Responsive AI for double-digit win-rate increase, 15X ROI

How Netsmart accelerates response time 10X with Responsive AI

Jumio increases RFP win rate by 20% and doubles response volume without adding headcount