Page 45 - Voice policy H2 2020

RFP Process : Actors and contributors are identified beyond a SPOC

Sales
SPOC  Strategy Sales Account
 Timeline and AM (Customer) Managers
resources are
optimized
Contributors Hubbing BSM
Customer SPOC Specific Routing
Validation
Requestor DM Identified as
SPOC : A DM SPOC
 Key roles : Technical
– representing the DM side Services
– building strategy / AM owner Short List DM
– responsible for the final offer Destinations Specific Routing
Short List
 Why ? Destinations Feasibility
– transversal area overview
– IC strategy holder
– able to arbitrate

Contributors     
 Hubbing BSM Requirements RFP Work File Offer Definition RFP final
– responsible for specific routing validation customization Initialization response
– validation of non standard offers
– contact with the Technical team
– responsible for specific routing study
– Implementation & delay Example of RFP Managed on June
 Account Managers (AMs) Free RFP – 3 months Q3 2020
– negotiate with providers
– support DM in purchase strategy
Results : 382K€ /Quarter - (20% of RFP revenue won) – 27 destinations