Recommendation for Handling Solicitations from Cvent’s ‘RFP Showcase’
Marriott International’s account-based sales strategy is centered around building and maintaining strong relationships with our customers. While we continue to work with key group eChannel partners including Cvent, we recently learned that Cvent is introducing a tool that does not align with our sales processes. As a result, we wanted to inform you about this tool and Marriott’s perspective on it in the event that Cvent contacts your properties with a solicitation.
RFP Showcase
RFP Showcase is a marketplace where Cvent planners “showcase” RFPs that are still in need of responses/bids after participating in the standard submission process that Marriott and other lodging companies currently use. It is a blind bidding process where the only information shared upfront is around meeting dates, number of rooms, and event space needs. The supplier is unable to see account information until the bid is purchased.
Cvent will be actively soliciting hotel participation in this introductory phase (or beta test).
Marriott Recommendations
Marriott International’s positioning for our Marriott-managed hotels is to not participate in the RFP Showcase and therefore not respond to any RFP Showcase invitations during the trial period. We recommend our franchised hotels follow the same approach. Utilizing this product will add distribution cost to the sales process, and we believe the cost to bid on a piece of potential business is ultimately greater than the benefit.
For more information, please visit MGS. Any additional questions can be directed to the GSTHotLine@Marriott.com.