Enhanced sales processes improve deal profitability and go-to-market experience

Client: Film and TV production company

Business challenge: Across numerous geographic locations, Sales teams did not have a consistent customer-facing bidding process.  Along with no central repository of critical deal metadata, the documentation was not aligned among teams which resulted in inconsistent client experiences and an increased risk of unprofitable deal structures.

Agility services: Consulting

Agility engagement:  Agility led a Sales-focused project to first understand and document all disparate geographic sales processes, documentation and team responsibilities. The team then normalized and standardized the processes and documentation to develop a consistent go-to-market model.  This model was then aligned with standardized Company and geographic-specific deal cost and rate components to provide a more consistent and robust deal margin structure.

Additionally, Agility designed and implemented supporting automation, data capture and repository functionality within the Company’s Salesforce instance, further supported by Smartsheet and MS Word template components.  This automation, centralized documentation and metadata resulted in an enhanced ability to monitor, report and analyze the deal structures and data in near real-time.

Business Outcome: Consistent data points, documentation, processes and sales experiences resulted a better in better client relationships and improved deal margins.

Tech stack: Salesforce, Smartsheet, MS Word