Iron Mountain Wins Deals with Mimeo

CHALLENGE

RFPs are a critical part of the sales process for Iron Mountain’s North American sales team of 600 Sellers. Management found the team was spending 30-40% of their time on non-selling activities, with a significant portion of that time going toward hardcopy assembly and delivery. Deadlines were frequently pushed to the last minute, and the pressure of crafting individualized content for each proposal left little room for error. Elise Gilbert’s Proposal Services team needed a partner they could trust to produce and deliver critical documents reliably, every time.

HOW MIMEO HELPED

Iron Mountain turned to Mimeo's online platform and overnight delivery capabilities to overhaul their proposal process. Building and ordering RFPs online meant Elise's team could produce and deliver proposals in minutes, with content finalized as late as the night before a deadline. The entire document production and distribution process could now be accomplished in as little as 10 hours, giving sellers more than 24 additional hours to perfect their materials. Print experts in Mimeo's centralized production facilities ensured consistent, high quality documents every time. "Extended cutoff times for delivery the next day helps us win deals by allowing us more time to work on the proposals." - Elise Gilbert, Director, Sales Support Services

A key part of the decision to partner with Mimeo was the availability of their Customer Care team. With critical proposals on the line, Iron Mountain needed a direct connection to their vendor at all times. That reliability has been put to the test. "I recall submitting a proposal and missed the 10:00pm cut off by 5 minutes. I picked up the phone to Mimeo Customer Care: 'Oh my gosh, it's due tomorrow in Alabama at 2:00pm, help!' Well, it missed the FedEx truck, my fault. But you guys put it in your own truck, drove it to Alabama and delivered the proposal. Mimeo did that, and we won the RFP!" - Elise

THE RESULT

Partnering with Mimeo successfully reduced the non-selling activities that had been consuming 30-40% of the team's time, freeing Sellers to focus on what they do best. The Proposal Services team now supports the document needs of the entire 600-person sales force, with consistent, high quality materials produced every time. The impact on the business has been significant.

"Some deals don't require hard copy proposals. Our sellers will still request hard copy, knowing that Mimeo's quality will impress their prospect and make an impact in winning the deal." - Elise

THE BOTTOM LINE

Iron Mountain's Proposal Services team has relied on Mimeo to produce and deliver well over 1,000 proposals without a single miss. For a team where every RFP is a potential win, that kind of reliability isn't just convenient, it's a competitive advantage.

"Our goal was consistent quality and removing non-selling steps in the process. If I hadn't found Mimeo, we would not have been as successful. Mimeo has printed and delivered well over 1,000 proposals for Iron Mountain and you've never let us down. The responsiveness we get from the customer care team is always incredible." - Elise Gilbert, Director, Sales Support Services

Key Takeaways

Outsourcing proposal production to Mimeo reduced non-selling activities that were consuming 30-40% of the team's time
Overnight delivery and late cutoff times give Sellers more than 24 additional hours to finalize RFP content
24/7 customer care means critical deadlines are never left to chance
Consistent, high quality print materials make a measurable impact on winning deals
One reliable print partner can support the document needs of a 600-person sales force

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Iron Mountain is a Fortune 1000 storage and information management company, assisting more than 156,000 organizations in 36 countries on five continents by storing, protecting, and managing their information.

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