Citizant Case Study:Increasing PipelineWith CRM and MarketIntelligence Bruce Milligan Vice President, Marketing CitizantFe...
Agenda Introduction     Michael Hackmer, Senior Community Manager, GovWin, Deltek     Chris Gildea, Sr. Director, Sales...
Bruce MilliganVice President, Marketing, Citizant    As Vice President of Marketing, Bruce Milligan is responsible for dev...
Building PipelineQuality and Volumewith GovWinBruce MilliganVice President, MarketingCitizant
Keys to Growth at Citizant Increase speed and quality in Sales, Staffing, and Service In BD, pipeline management is crit...
Snapshot of Citizant Full life cycle IT services for the federal government Focused on Justice Dept., DHS, Treasury Fou...
Current and future challenges Customer intimacy – gathering and sharing knowledge Effective capture management Strong P...
A View of the BD Process8   6/19/2012   ©2012 Deltek, Inc. All Rights Reserved
Point Solutions Hindered Sharing                                                          Opportunity, Market             ...
Reset: Mapping BD Workstreams                                                               Program      Financial &      ...
Citizant’s New Quest End-to-end BD life cycle management system Key capabilities:        Broad, flexible open data stru...
Evaluating BD Platform Options                                                                                            ...
Getting Management Buy-In Justification was made easy by the licensing costs alone –  replacing:      Salesforce.com lic...
GovWin CRM – Purpose-Built14   6/19/2012   ©2012 Deltek, Inc. All Rights Reserved
Easy Integration with GovWin IQ15   6/19/2012   ©2012 Deltek, Inc. All Rights Reserved
Easy Integration with GovWin IQ16   6/19/2012   ©2012 Deltek, Inc. All Rights Reserved
More Capabilities, Fewer Systems                                                                    Program      IDIQ/GWAC...
Operational Benefits More information sharing, accessibility      100% of opportunities in GovWin CRM      Authoritativ...
Measurable Impact Pipeline has grown from $250 million to $960 million in 12 months      Total pipeline management vs. d...
Learn More                Call 888-994-6788, email                info@govwin.com or visit           govwin.com/crm to lea...
Questions?22   6/19/2012   ©2012 Deltek, Inc. All Rights Reserved
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Win and Manage more Government Business with GovWin CRM

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Win and Manage more Government Business! In this Webinar presentation Bruce Milligan, Vice President of Marketing at Citizant, shares how Citizant uses GovWin CRM and GovWin IQ to manage its business development lifecycle, grow its pipeline, and improve both speed and quality of their business development processes.

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Win and Manage more Government Business with GovWin CRM

  1. 1. Citizant Case Study:Increasing PipelineWith CRM and MarketIntelligence Bruce Milligan Vice President, Marketing CitizantFebruary 23, 2012
  2. 2. Agenda Introduction  Michael Hackmer, Senior Community Manager, GovWin, Deltek  Chris Gildea, Sr. Director, Sales, Deltek Building Pipeline Quality and Volume with GovWin  Bruce Milligan, Vice President, Marketing, Citizant Q&A2 6/19/2012 ©2012 Deltek, Inc. All Rights Reserved
  3. 3. Bruce MilliganVice President, Marketing, Citizant As Vice President of Marketing, Bruce Milligan is responsible for developing and leading the marketing, communications, and sales support operations of Citizant in support of the company’s plan for strategic growth. Milligan also oversees the company’s internal IT group, as well as the facilities and real estate functions. He joined the company in February 2007, at which point he assumed responsibility for the company’s branding program and began leading the company’s marketing and communications agencies. Milligan reports to CEO Raymond Roberts. With 20 years of marketing and communications experience in the technology industry, he previously served as senior director of communications for AOL’s corporate services groups, including HR, Legal and Finance. Milligan also oversaw internal communications programs for the AOL’s brand strategy and compliance programs. He first joined AOL after serving as director of corporate communications for Redgate Communications, the pioneering interactive marketing company owned by Ted Leonsis, which was acquired by AOL in 1994. Milligan also represented marketing as a senior officer for two Internet startup companies in Research Triangle Park, N.C., and has consulted on interactive marketing and communications solutions with dozens of business-to-business technology companies of all sizes. Milligan is a strategic advisor to several start-up companies, including NewVision Health in Virginia and FullSteam Brewery in North Carolina, and has advised several non-profit organizations on growth strategy, management, marketing, and communications. He has a bachelors degree in Communication from the University of Alabama.3 6/19/2012 ©2012 Deltek, Inc. All Rights Reserved
  4. 4. Building PipelineQuality and Volumewith GovWinBruce MilliganVice President, MarketingCitizant
  5. 5. Keys to Growth at Citizant Increase speed and quality in Sales, Staffing, and Service In BD, pipeline management is critical:  Identifying opportunities  Managing & sharing data in CRM to increase opportunity quality  Tracking process & critical success factors to increase P-Win  Collaborating during Capture to facilitate Proposal development Citizant has coalesced around the GovWin toolset for end-to-end BD lifecycle as the most effective way of pursuing these goals5 6/19/2012 ©2012 Deltek, Inc. All Rights Reserved
  6. 6. Snapshot of Citizant Full life cycle IT services for the federal government Focused on Justice Dept., DHS, Treasury Founded in 1999 2011 Revenue: $29 million (+33%) 5-yr growth rate: 116% 93% of revenue as prime contractor Graduated from 8(a) in 2009; hope to lose small business status this year!6 6/19/2012 ©2012 Deltek, Inc. All Rights Reserved
  7. 7. Current and future challenges Customer intimacy – gathering and sharing knowledge Effective capture management Strong PDC for strong, rapid response to task orders Integration between pipeline and long-range revenue forecasting Full life cycle opportunity-to-contract management Customer & vendor management vís a vís contracts7 6/19/2012 ©2012 Deltek, Inc. All Rights Reserved
  8. 8. A View of the BD Process8 6/19/2012 ©2012 Deltek, Inc. All Rights Reserved
  9. 9. Point Solutions Hindered Sharing Opportunity, Market & Agency InsightsOpportunity Data(no customer data) ProposalsCorporate FinanceAR & AP PresentationsOperations Reports Forecasts File StorageContract Data Past Performance Resumes9 6/19/2012 ©2012 Deltek, Inc. All Rights Reserved
  10. 10. Reset: Mapping BD Workstreams Program Financial & IDIQ/GWAC Management CMO Systems PMO Opportunity Capture Proposal Task Order Tracking Management Development Response Account Management Document Past Perf. Management Management Contact Management Resume Collaboration/ Management Automation Partner Management10 6/19/2012 ©2012 Deltek, Inc. All Rights Reserved
  11. 11. Citizant’s New Quest End-to-end BD life cycle management system Key capabilities:  Broad, flexible open data structure  Process automation capabilities  Integration with MS Office, SharePoint, Outlook  Integration with INPUT (now GovWin IQ)  Integration with Costpoint  Sales forecasting Purpose built for government contractors11 6/19/2012 ©2012 Deltek, Inc. All Rights Reserved
  12. 12. Evaluating BD Platform Options Process Automation Feature Past Performance INPUT Integration Office Integration Opportunities Contract Data Workspaces Task Orders Dashboards Proposals Reporting Accounts Resumes Contacts Partners Capture Platform Privia                 GovWin CRM*                 Salesforce                 MS CRM                 SharePoint                  = No Solution |  = Partial Solution |  = Full Solution12 6/19/2012 ©2012 Deltek, Inc. All Rights Reserved
  13. 13. Getting Management Buy-In Justification was made easy by the licensing costs alone – replacing:  Salesforce.com licenses and required customizations  Privia annual maintenance  Contract Analyst upgrades and maintenance Equally important – functionality met our business needs  End-to-end lifecycle management The rest is gravy:  Fewer licenses to track/renew, systems to host, and relationships to manage  Increased productivity with fewer systems to use  Better experience for new employees in BD/Capture  Less out-of-sync data in multiple systems  Confidence in a partner that is completely focused on our industry13 6/19/2012 ©2012 Deltek, Inc. All Rights Reserved
  14. 14. GovWin CRM – Purpose-Built14 6/19/2012 ©2012 Deltek, Inc. All Rights Reserved
  15. 15. Easy Integration with GovWin IQ15 6/19/2012 ©2012 Deltek, Inc. All Rights Reserved
  16. 16. Easy Integration with GovWin IQ16 6/19/2012 ©2012 Deltek, Inc. All Rights Reserved
  17. 17. More Capabilities, Fewer Systems Program IDIQ/GWAC Financial & Management PMO CMO Systems GovWin CRM SharePoint Opportunity Capture Proposal Task Order Tracking Management Development Response Account Management Contract Document Past Perf. Management Management Management Contact Management Resume Collaboration/ Management Automation Partner Management GovWin CRM17 6/19/2012 ©2012 Deltek, Inc. All Rights Reserved
  18. 18. Operational Benefits More information sharing, accessibility  100% of opportunities in GovWin CRM  Authoritative data source for pipeline contribution to LRP  All licensed users have access to all data Fewer systems to manage and integrate  Replaced Salesforce.com with GovWin CRM  Sunset Privia, Contract Analyst  Fewer license pools & renewals to manage Effective for BD & Operations staff  Fewest possible systems for managing data  Clarity for new employees from purpose-built systems/templates  Less time managing data in duplicative systems – more focus on customers!18 6/19/2012 ©2012 Deltek, Inc. All Rights Reserved
  19. 19. Measurable Impact Pipeline has grown from $250 million to $960 million in 12 months  Total pipeline management vs. discrete opportunities  Integration between CRM and LRP increases strategic impact Pipeline quality has grown “immeasurably”  More complete and accurate opportunity data  Customizable fields for relevant categorization  Easy reporting creates visibility and accountability Time spent in CRM has grown from “when I can” to >1 hour daily  Intuitive design encourages regular use  CRM-to-Outlook integration allows easy updates to core data 100% of pipeline review meetings now managed within CRM instead of Excel spreadsheets19 6/19/2012 ©2012 Deltek, Inc. All Rights Reserved
  20. 20. Learn More Call 888-994-6788, email info@govwin.com or visit govwin.com/crm to learn more about how GovWin CRM can help you increase win rates and grow pipeline. Resources •White Paper: When Should Government Case Study: NCI Contractors Invest in a •Demo: GovWin CRM Information Systems, Inc Business Capture Solution?21 6/19/2012 ©2012 Deltek, Inc. All Rights Reserved
  21. 21. Questions?22 6/19/2012 ©2012 Deltek, Inc. All Rights Reserved

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