group demand management
TRANSCRIPT
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Group Demand Management
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Agenda
Complexity of Managing eRFPs
Cvent’s LeadScoring Suite• Cvent RFP Score• Cvent Hotel
Fit Score
DemandManagement Software
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Complexity of Managing eRFPs
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Pain PointsYou’re spending too much time qualifying leads
It’s hard to identify the most profitable leads
You need faster decision-making
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Be Responsive & Thoroughplanners are looking for prompter responses32%planners say suppliers lack thoroughness42%
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Industry Facts• If response time is longer than 24 hours,
planners will book elsewhere 80% of the time
• One of the first 2–3 hotels torespond usually wins
• Lack of thoroughness on RFPresponse loses business
• Usually see over 50% of turndowns were for leads where the planner was open to alternate dates
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Introducing Cvent’sLead Scoring Suite
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Lead Scoring Suite
Real-time RFPscoring based onsize, profitability, availability, hotel fit & market dynamics
Two products:
• Cvent RFP Score
• Cvent Hotel Fit Score
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Cvent Lead Scoring
Hotel Fit ScoreRFP Score
CSN-only Data RFP Score + Hotel Availability
Planner
Geography
Market Context
Hotel Context
Profit
Rooms & Space Availability
Size
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Cvent RFP Score
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What We Hear From the Market
Tell me more about the planner sending this RPF
Tell me how this lead compares to others in the market
Tell me more about the leads I’m not seeing
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CventRFP Score
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PlannerVariables
Cvent RFP Score Factors
• Has the planner ever awarded to Cvent? To my brand? To my property?
• First time planner? First timeplanner org?
RFPScore
• Room night size, within context of booking window and time of year
• Demand period
• Geographic concentration of search
• Date flexibility
Additional Information
• Relative distance from center of search, compared to historical searches in a cluster
• Peak exceeds venue capacity
• Over a need date
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CventRFP Score Benefits
Understand the RFP within the context ofthe industry
Learn more about the planner to cater your response to them
Benchmark against the leads you aren’t seeing
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Cvent HotelFit Score
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Hotel Fit ScoreScore leads instantly based on four factors:
• Size• Profitability• Available rooms
and space• Hotel fit
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Score Leads Upon Key Criteria
Size
Pattern Fit
Competition
Profit Per Room/sq ft.
Space to Guest
Room Ratio
Account Relationship
Sleeping Room & Meeting
Space Availability
Planner Quality
Pace Helper
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Demo
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Cvent Hotel Fit Score Benefits
Respond more quickly to leads
Focused creativeenergy on the most important leads
Easily identifyalternate dates
More time to sellinstead of qualify
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Demand Management Software
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Escalation & Routing RulesAutomatically route RFPs to the appropriate stakeholderEnsure you’re notified of RFPs that meet a certain criteria
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LeadLinkLead management tool for hotel chains and management companies to support their portfolios
Send and receive RFP's to single or multiple hotels through one portal Full integrated with Elite Meetings, SpeedRFP and Cvent
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LeadLinkHighlightsTrack and monitor leads at all levels: individual, property, and region
Messaging tools
RFP templates
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Key Takeaways
Identify profitable leads for faster response time
Score leads based on industry and hotel fit
SpeedRFPTechnology built as an eRFP system for your website
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Thank You