## The Challenge
When Marcus Webb and his business partner Dana started Apex Visual Media, they had the skills to compete—but not the materials. "Enterprise RFPs want case studies, compliance documentation, tiered pricing for 50-person events versus 500-person events," Marcus explains. "We had none of that. We looked like a startup trying to play in the majors."
Their first six months yielded only SMB clients. When Fortune 500 RFPs came through, they didn't even bother submitting. "The barrier to entry seemed impossible," Dana says. "These companies had procurement departments. They needed W-9s and certificates of insurance and proposals that looked like legal documents."
## The Solution
ProposalPro's template library included enterprise-specific proposal structures that Marcus customized over a weekend. He added: - Comprehensive scope-of-work documents with liability clauses - Multi-tier pricing tables for varying attendance sizes - Standardized case study layouts with measurable outcomes - Compliance documentation auto-populated from their business profile
The platform's AI also helped them craft language that resonated with procurement officers—professional, quantified, compliance-aware.
## The Results
**In the first 90 days:** - 8 enterprise RFPs submitted (versus 0 in prior 6 months) - 3 enterprise clients converted - Average contract value: $29,600 - Total new annual revenue: $89,000
Their largest new account—a tech company with 12 annual events—signed a $47,000 retainer. "They told us our proposal was the only one that felt like it was built by people who'd actually run events at scale," Marcus recalls.
## The Ripple Effect
Enterprise credibility also improved their SMB win rate. Two mid-size clients mentioned seeing Apex's corporate portfolio on their website. "When you look like you do enterprise work, SMB clients feel more confident too," Dana notes. "We're not just 'some photographers' anymore."
Apex has since hired a third team member to handle the increased volume—funded entirely by their new enterprise contracts.
## Looking Ahead
Marcus and Dana are targeting a third enterprise account in Q3, with a goal of $180,000 annual recurring revenue by 2026. "ProposalPro didn't just win us business," Marcus says. "It gave us permission to compete."