How does your organization utilize reporting within Responsive?

Hi all!

Looking for some info on how you're all utilizing the reporting features within Responsive and what metrics/KPIs you track regarding questionnaires, etc.

For example: turnaround time, number of projects, number of questions, average time spent per question, YOY projects, win rates, $ contribution, all of that good stuff.

Would love to know what other teams are doing to create provable quantitative impact of your team on the organization and revenue overall.

Appreciate the help!

Reporting

Comments

Sarah Biskup

@Andrew Mersman uses a ton of reporting and tracks all sorts of metrics in Responsive! Do you have any insight Andrew?

Andrew Mersman

Oh @Nick DeMarco do I have some metrics! :) Happy to connect with you to show you what we've done but here is what I track.

Proposal count by Quarter, monthly, and YoY
Go Forward Rate (by Year and Quarter)
We conduct internal surveys (sales survey's the proposal team and the proposal team then completes a survey on the sales team) to measure how we can get better at collaborating and putting our knowledge of our IP and win themes into the proposals better.
I look at project hours and annualized booking values (I hope to lower the hours on the average project so that we can raise the value per hour worked on a project.
I set goals for tracking efficiencies by quarter for the various items: using content from the library, use of auto response, use of the AI.
Legal Reviews: Measuring use of our legal team by business unit, hours per quarter overlayed with annualized bookings for each project
Annual metrics to see YoY change in count of project by product (we have many here at Netsmart) and then our survey score changes YoY
A new one is looking at Average Proposal days (i look at two things...how long between the release date of a proposal to the date the intake is created...then how long it takes from project creation to completion). i did this since I noticed a few sales people waiting to submit...so for one of our business unit we are leaving 10 days on the table to work a project because the intake isn't submitted quickly.

Nick DeMarco

Thank you @Sarah Biskup and @Andrew Mersman !! This is super helpful; some of that we're already doing, but you gave me a couple of great ideas right off the bat that we can explore.

Appreciate the help!!

Andrew Mersman

Glad we could help @Nick DeMarco! Have a great day!

Kelly Barnard

@Andrew Mersman May I ask how you have it set up to track the go-forward rate? We have integrated with Salesforce, so now we are connected to the Opp stages, but I am not sure the most efficient way to capture that we were shortlisted, since the stage will eventually change.

Andrew Mersman

@Kelly Barnard Morning! We unfortunately have to manually track this change because the RFP go forward is tracked by either progressing to the demo round (90% of the time) but the other % may not require a demo so we have to watch the stage of going to contract negotiation. I don't tie our go forward rate to the salesforce opp stage because we may lose for things outside of the RFP (such as our price was too high compared to a competitor). So, I do track win rate by opportunity as well (which is of course the salesforce opp stage field). I hope this helps. Have a great day!

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