What is the best practice for responding to a Marketplace listing?
Follow this best practice guide on how to provide a high-quality response to a listing on Cloudscene’s Marketplace, and increase the likelihood of being selected to fulfil a buyer’s network requirements.
Before you read on, please ensure you are informed on how to respond to a Marketplace listing on behalf of your company.
Once you are ready to write a response to Marketplace listing, which you will either have received an alert about or have searched for on the Marketplace platform, consider the following steps:
Respond in a timely manner
Try to respond as quickly as possible to the Marketplace listing. Timeliness is important to indicate to the buyer that you are a competitive option for fulfilling their requirements. Service providers who respond quickly increase their likelihood of being invited to the final discussion phase.
If you have received an alert about a Marketplace listing via email, you will be notified of the listing’s expiry time within that email.
You can check the expiry time for a public listing on Marketplace in the top right-hand corner as below.
Consider each requirement specification
Ensure you read the buyer’s requirements carefully and construct a response to each point. For example, if the listing states that the buyer requires Ethernet services with the following specifications:
Use the following fields to provide a high-quality response to the listing:
Ensure that you:
Provide an accurate quote where possible
Buyers on Cloudscene are more likely to select a service provider who supplies a quote in their Marketplace listing response. We suggest that you provide a detailed and accurate quote for services within your response if this is possible at the time. Otherwise, we suggest that you give the buyer an estimated quote from your best knowledge (and be transparent about the estimation) and then follow up later with a more accurate quote.
Supply specific information around installation and lead time
State that you can fulfil the contract term (which, in this case, is 12 months). Provide a realistic estimate on the installation date and lead time needed to fulfil these requirements. State whether or not you can fulfil the RFS date (for example, 31st March 2020).
Include need-to-know information on terms and conditions
Ensure you address any additional information that is critical to fulfilling the buyer’s listing requirements. This might include the terms of the supplied quote, any additional options you can provide, or specific exclusions that you want to call out.
State your point of difference
Be sure to put forward any information on your company and/or services that you feel could win the deal. This may be general information (for example, stating that your company is one of the biggest Ethernet providers in the US, with large domestic capacity, and offering an SLA uptime of 99.9%).
Providing a point of difference that responds to the specific listing may mean your response gets shortlisted over others.
Be clear, coherent, and structured
When writing your response:
- Use plain language to ensure the buyer knows exactly what you can offer
- Structure your text in a way that is easy to read – for example, in a similar order to the listing requirement specifications
- Be as precise as possible, especially when stating numerical data, e.g Monthly Recurring Charges
Note: You do not need to include contact information as this will automatically be shared with the buyer as part of your response.
For reference, here is an example of a high-quality Marketplace listing response: