Deciding which tenders deserve the presales team — and building an angle for each one.
- Industry
- Software & Energy
- Market
- France
- Headcount
- 270 employees
No more copy-pasting. AIRFP allows us to build a unique response strategy for every prospect. That relevance is exactly what triggers the signature.
The context
Datanumia builds the EDF group's energy-management platforms. Its presales team is a scarce resource: every tender it works on is a tender it is not working on somewhere else. So the question was never writing speed — it was allocation. Which bids deserve that effort, and on what angle to play them. That is what Valentine Mantelier's quote is about, and what the capabilities further down support.
Before AIRFP
Analysis consumed the team before any decision was made
Pulling the key requirements out of a specification took time that was not yet selling time. The effort was committed before anyone knew whether the bid deserved that commitment.
No standardised Go/No-Go method
Without a shared framework, the decision to bid was taken case by case, on implicit criteria. Resources went where the urgency was loudest, not where the odds of winning were best.
Competitive dialogues put presales under pressure
The format imposes successive rounds on very short deadlines. The constraint was never the team's expertise — it was the time available to produce a complete file at every round.
Expertise already written could not be found again
The technical answers produced on earlier bids existed, but stayed hard to bring back. Every technical questionnaire started closer to zero than it should have.
What changed
Fit is read before the commitment
The presales team identifies how well the offer fits, the strengths and weaknesses of the bid, and comparable past opportunities. It also knows early whether a partner will be needed to cover the scope.
Go/No-Go became a decision, not a reflex
The team now works from a shared methodological framework. Opportunities are assessed objectively, which concentrates resources on the tenders with the strongest potential instead of spreading them thin.
Competitive dialogues are held at the pace they impose
Analysing quickly and generating structured responses makes it possible to produce a complete file at every round, even under heavy time pressure. The format stops being an elimination factor.
Technical expertise is capitalised, not rewritten
What Datanumia knows is held in the platform and surfaces on demand. The team reinvests the time that frees up on the business questionnaires, where human input is irreplaceable.
The capabilities that address this
- Response strategy
Framing happens before writing: the angle you choose, the strengths to lead with, competitors' weak points, and field intelligence brought back by the sales team.
See the capability - Knowledge base
Answers you already wrote are found by semantic matching, with the source extract attached. The expert starts from their own content instead of rewriting it.
See the capability - Proposal generator
The document follows the structure and wording the prospect imposed. Sections you did not edit come back with the template's original formatting.
See the capability