How a software distributor stopped guessing what happens to a proposal after it's sent

Context

DPS Software delivers advanced CAD/CAM/CAE/PLM solutions for enterprises, which makes B2B the backbone of its sales. Proposals are created in multiple variants, generated directly from the CRM, and often cover licenses, implementations and accompanying services. On the client side, more than one person is usually involved in the decision - from end users to the people responsible for the budget.

In an environment like this, what matters is not only a well-prepared document, but above all knowing what happens to the proposal after it's sent: who opens it, when they come back to it and which elements truly catch their attention.

The challenge

The DPS Software team faced several problems typical of selling advanced software:

No certainty about what happens to a proposal after sending

Proposals were generated in the CRM and sent by email - with no feedback at all on whether the client opened them, who they forwarded them to, or whether anything held their attention. Follow-ups were done “in the dark”.

Difficulty choosing the right conversation strategy

Every proposal consisted of multiple variants. Sales reps didn't know which one the client was actually reading or what they spent the most time on, so post-send calls started with a broad brief instead of specifics.

No signals from the buying committee

In large organizations, documents circulate between departments. The DPS Software team couldn't see who was reading the proposal beyond the main contact, or how widely it had been shared.

The risk of “empty” follow-ups

Sales reps often called to ask: “have you had a chance to look at the proposal?”. Often too early or… too late.

The solution

DPS Software brought Sellizer into its process for sending proposals and materials. The team uses the Outlook plugin, so it can track client behavior without changing the tool it works in every day.

The key Sellizer features the team uses:

Section and reading-time analytics

Sellizer shows how much time the client spent on each page and which proposal variants they actually reviewed.

As a result:

• conversations are more specific,

• the sales rep knows exactly which topic to raise first,

Insight into the buying committee

Forwards, return visits, reading time - you can see that the proposal is genuinely "alive" and moving between departments. This helps DPS plan the next steps better and gauge how much the deal is really moving forward.

Better follow-up timing

Aleksandra has her own routine:
if a client has opened the proposal - she calls after 1-2 hours, giving them time to go through the document.
The follow-up becomes a natural continuation of what's happening, not a “reminder”.

Deactivating the link

Being able to disable a link turned out to be especially handy in situations where a proposal had expired or something in the document needed a quick fix. This lets the team instantly pull an outdated version and send a corrected one.

The results

After rolling out Sellizer, the work of DPS Software's sales reps became more organized and predictable.

1. No more guessing - real signals instead of intuition

The team can see whether the client opened the proposal, what they return to and how long they read specific sections. Follow-ups became shorter, sharper and more substantive.

2. Better work prioritization

Sales reps know which cases are worth pushing forward and which to set aside.
If a proposal isn't being opened - that's a signal to react sooner.
If there are frequent return visits - that's a sign the deal is “heating up”.

3. Tailor-made conversations

With insight into the proposal sections that drew attention:

• sales reps open the conversation with the topics the client actually read,

• they save their own time and the client's,

• they get to a decision faster.

4. Fewer empty touchpoints

No more calls along the lines of “have you had time to look at the proposal?”.
The sales rep calls with full context - and only when it makes sense.

5. A “reactivation radar” - return visits after a while

When a client returns to a proposal months later (e.g. before their subscription ends), the DPS team gets a signal that it's worth picking the topic up again.
This helps win back old opportunities and plan the pipeline better.

“I can't imagine working without Sellizer. I can see who's working with a proposal, when they come back and which sections matter. That's how I know how to steer the conversation and when to get back to the client.”
- Aleksandra, DPS Software

Who is this scenario for?

This approach works especially well for companies that:

• send proposals in multiple variants (e.g. licenses, modules, implementations),

• operate as software distributors or providers of IT solutions for businesses,

• have complex decision-making processes on the client side,

• serve large B2B companies and work with PDFs generated from a CRM,

• want to see whether a proposal is “alive” and react at the perfect moment,

• want to avoid empty follow-ups and shorten the path from sending to conversation.

Sellizer turns guessing into signals, and signals into wins - without changing the tools you use every day.