Win and Manage more Government Business with GovWin CRM

Citizant Case Study: Increasing Pipeline With CRM and Market Intelligence

February 23, 2012

Bruce Milligan Vice President, Marketing Citizant

Agenda

6/19/2012 2 ©2012 Deltek, Inc. All Rights Reserved

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&A

Bruce Milligan Vice 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 bachelor's degree in Communication from the University of Alabama.

Building Pipeline Quality and Volume with GovWin Bruce Milligan Vice President, Marketing Citizant

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 goals

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!

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 contracts

A View of the BD Process


Point Solutions Hindered Sharing


Opportunity Data (no customer data)

Corporate Finance AR & AP Operations Reports

Proposals

Presentations Forecasts

File Storage Past Performance Resumes

Contract Data

Opportunity, Market & Agency Insights

Reset: Mapping BD Workstreams


Contact Management

Opportunity Tracking

Capture Management

Account Management

Partner Management

Proposal Development

Task Order Response

Past Perf. Management

Resume Management

Document Management

Program Management

IDIQ/GWAC PMO

Collaboration/Automation

Financial & CMO Systems

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 contractors

Evaluating BD Platform Options


Platform Acco

unts

Con

tact

s

Part

ners

Opp

ortu

nitie

s

Cap

ture

Wor

kspa

ces

Prop

osal

s

Task

Ord

ers

Past

Per

form

ance

Res

umes

Rep

ortin

g

Das

hboa

rds

Con

trac

t Dat

a

Offi

ce In

tegr

atio

n

Proc

ess

Auto

mat

ion

INPU

T In

tegr

atio

n

Privia

GovWin CRM*

Salesforce

MS CRM

SharePoint

Feature

= No Solution | = Partial Solution | = Full Solution

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 industry

GovWin CRM – Purpose-Built


Easy Integration with GovWin IQ


Easy Integration with GovWin IQ


More Capabilities, Fewer Systems


Contact Management

Opportunity Tracking

Capture Management

Account Management

Partner Management

Proposal Development

Task Order Response

Past Perf. Management

Resume Management

Document Management

Program Management

IDIQ/GWAC PMO

Collaboration/Automation

Financial & CMO Systems

GovWin CRM SharePoint

GovWin CRM

Contract Management

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!

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 spreadsheets

•White Paper: When Should Government

Contractors Invest in a Business Capture

Solution?

•Demo: GovWin CRM Case Study: NCI Information Systems, Inc

Learn More

Resources


Call 888-994-6788, email [email protected] or visit

govwin.com/crm to learn more about how GovWin CRM can help you

increase win rates and grow pipeline.

http://www.deltek.com/pdf/whitepapers/us/wp_GovCon_CapSolution.pdf�





http://www.deltek.com/specialoffers/registration.asp?cid=70170000000E9t3AAC�

http://www.deltek.com/elqNow/elqRedir.htm?ref=http://www.deltek.com/pdf/customerstories/NCI-GovWin-CS.pdf�

http://www.deltek.com/elqNow/elqRedir.htm?ref=http://www.deltek.com/pdf/customerstories/NCI-GovWin-CS.pdf�

Questions?
