Forget the RFP and Long Sales Cycles: The New Model of Software Acquisition
Mothers Against Drunk Driving (MADD) has chosen Orange Leap as the platform to manage constituent relationships across the entire organization. For the details, you can read the official press release. Naturally, we are thrilled to partner with them. But, the most exciting aspect of this decision is how the selection process occurred.
Historically, organizations like MADD would have hired a consultant to develop an RFP and choose a number of vendors to participate in the RFP process. There would have been a couple of rounds in that process eventually ending with a winning vendor and contract negotiations. That process typically takes ~9 months from start to finish with an additional 6-9 months to deploy, test and go-live with the new system. That is a total of 15-18 months to select and deploy a new system.
MADD has accomplished all of this in less than 6 months and without the costs and headaches associated with hiring a consultant and developing a robust RFP. This has to do with the inherent efficiency and lack of risk in the open source model. Because Orange Leap is open source, MADD was able to download the software, install and test it within their unique business environment and then sign a support contract in less than 3 months. No lengthy and costly RFP process and complete risk mitigation because they knew the platform would meet their needs. They were not relying on vendor promises, referrals and demos. They knew exactly what they were getting and what to expect because they had already been using the platform or months.
In addition, our delivery model, which includes no up front costs for training, data migration or installation, has shortened the deployment process to less than 3 months. This is significant when dealing with an organization as sophisticated as MADD, but it is a result of employing an open methodology that allows automation of core processes.
So, along with being thrilled MADD has joined the Orange Leap Community, I am even more excited that we were able to save them significant money, time and headaches before they even went live on the platform. That is the new model. As I said in an earlier post, throw away your RFPs and try before you buy! It is an easier, cheaper and more transparent process for everyone.