Group Demand Management

Agenda

Complexity of Managing eRFPs

Cvent’s LeadScoring Suite• Cvent RFP Score• Cvent Hotel

Fit Score

DemandManagement Software

Complexity of Managing eRFPs

Pain PointsYou’re spending too much time qualifying leads

It’s hard to identify the most profitable leads

You need faster decision-making

Be Responsive & Thoroughplanners are looking for prompter responses32%planners say suppliers lack thoroughness42%

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

Introducing Cvent’sLead Scoring Suite

Lead Scoring Suite

Real-time RFPscoring based onsize, profitability, availability, hotel fit & market dynamics

Two products:

• Cvent RFP Score

• Cvent Hotel Fit Score

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

Cvent RFP Score

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

CventRFP Score

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

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

Cvent HotelFit Score

Hotel Fit ScoreScore leads instantly based on four factors:

• Size• Profitability• Available rooms

and space• Hotel fit

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

Demo

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

Demand Management Software

Escalation & Routing RulesAutomatically route RFPs to the appropriate stakeholderEnsure you’re notified of RFPs that meet a certain criteria

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

LeadLinkHighlightsTrack and monitor leads at all levels: individual, property, and region

Messaging tools

RFP templates

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

Thank You