Growth brought more RFPs—and more work across teams
As Crafty grew, its sales organization was fielding more enterprise RFPs. Each complex questionnaire called for input across teams, adding a manual response process to the work people were already doing each day.
The disruption was not limited to the sales team. Answering a questionnaire meant bringing company knowledge together across functions, and the next submission brought that work back again. Crafty needed a way to handle the growing volume without treating each RFP as a fresh start.
Making company knowledge reusable
Crafty built its response workflow in Settle around reusable company Q&A. Instead of starting from scratch with each questionnaire, the team could carry answers forward from one submission to the next.
That changed the work of responding. Knowledge gathered for an earlier RFP could support the next one, giving the sales organization a repeatable process as demand grew. Jordan Christopher, Crafty’s SVP of Sales, describes a team that now answers complex questionnaires in hours while improving the quality and consistency of its submissions.
More capacity to respond, more deals won
Crafty reported an 80% decrease in time to submit and a threefold increase in its capacity to handle RFPs. The team could take on more response work with a more consistent foundation for each submission.
Crafty has won more than $5 million in contracts. For Jordan, the connection between the workflow and the outcome is practical: handling more volume while improving submission quality has helped the sales organization win more deals.
“Now, Crafty’s sales org answers complex questionnaires in hours. We can handle more volume while improving the quality and consistency of our submissions, which is allowing us to win more deals.”
SVP of Sales, Crafty