Automating Sales

How we created a sales operating system from the ground up.

STRATEGY · DEVOPS · ENGINEERING · INNOVATION
THE CHALLENGE

Addressing the challenge of sales productivity.

Solving the sales productivity puzzle requires a modern approach. Traditional CRMs were designed for managing sales rather than fostering growth, leading to dissatisfaction among sales reps. These systems are often manual, clunky, and outdated, with reps spending a significant portion of their time on data entry. Additionally, the lack of automation, focus, and context hinders frontline sales teams in maximizing revenue and building customer relationships. The industry demands a more promising platform to address these challenges and unlock the full potential of sales productivity.
THE SOLUTION

Introducing the world's first sales operating system.

Salesmate approached us with a vision to develop a sales operating system that empowers businesses to structure, automate, and optimize their sales and customer journey according to their unique needs. The goal was to provide frontline sales teams with a platform that enhances prospect engagement, increases deal wins, automates routine tasks, and boosts overall performance.

A versatile platform offering endless paths and possibilities.

Our initial challenge was to understand the vision of “Sales OS” and identify the essential features that sales reps truly need and would willingly use. Additionally, we aimed to position Salesmate uniquely, emphasizing that it goes beyond being just another CRM platform. While it can manage contacts and sales, Salesmate is designed to be a comprehensive platform that offers a rich blend of form, function, and an enjoyable user experience. 

Recognizing that Salesmate is more than just an app, we understood the necessity for it to be a sophisticated, multi-faceted platform that maintains a delicate balance between various aspects to deliver exceptional sales experiences. In the face of a competitive market and evolving customer expectations, we realized that Salesmate needed to be adaptable and dynamic to ensure its continued growth. 

To fulfill the Salesmate promise, we collaborated closely with the Salesmate team to formulate the product strategy, roadmap, user experience, and platform architecture. Our approach was iterative, allowing for a long-term vision. To address evolving needs and complexities, we designed the platform to be modular, extendable, and user-friendly, focusing on building each component with precision.

Accelerating the sales & customer journey

Frontline sales teams often waste around 30% of their time on data entry, leaving them with less time to effectively engage with prospects and customers. To address this issue, we implemented a solution that automates the synchronization and tracking of every update, action, and interaction. This includes emails, meetings, calls, follow-ups, contacts, campaigns, deals, and more, all seamlessly integrated, automated, and organized in real-time. This not only eliminates the burden of data entry but also empowers sales teams to gain a profound understanding of their customers and their journey, facilitating more insightful and impactful conversations.

Flex to fit any sales process

The feature set for Salesmate was extensive and intricate. Our initial challenge was to establish a robust yet highly flexible foundation that would enable customers to tailor Salesmate to align with their specific sales processes. This involved developing over 200 configurable features, including custom modules, custom fields, security roles and permissions, sales pipelines, custom reports and dashboards, smart views, and time zones.

In order to achieve this, we meticulously designed the technology, architecture, databases, and APIs. This approach allowed us to deliver the Minimum Viable Product (MVP) within a 12-week timeframe without compromising on the system’s flexibility and extendability.

Save-time, Sell more, Close deals

We invested significant time in comprehending our target customers, delving into their routines, and identifying their core challenges. This extensive understanding allowed us to meticulously and thoughtfully design each power tool, revolutionizing the way sales representatives spent their time. These tools empowered them to connect with more prospects, personalize their sales approach, and witness substantial growth in their sales within a matter of months. The suite of tools delivered potent automation across every stage of the sales lifecycle:

Client Needs

Our client approached us with an accelerated Mergers & Acquisitions (M&A) strategy aimed at expanding its market share and product portfolio. They sought a future-proof platform capable of swiftly integrating data from these acquired companies, providing actionable insights, and aiding in continuous optimization of operations, sales, costs, and resources. The existing data warehouse of our client was neither robust nor reliable enough to meet these needs, and its development and management costs were substantial. What our client primarily required from a technology partner was a reimagined data strategy, fortified analytics capabilities, and the construction of new data warehousing to propel growth.

Our team went to work laying out a plan to meet these needs:

Data
Strategy
ETL
Integration
Analytics

Solution Journey

NexaQuotient was enlisted by the executive team to assess and enhance the organization’s analytics capabilities. The client aimed to establish an in-house data team and sought NexaQuotient as its strategic and long-term analytics partner. Collaborating closely with the leadership team, we delved into their strategic vision and expectations. Simultaneously, we worked alongside their existing BI vendor to assess the current approach, architecture, processes, tools, and bottlenecks. Merging our client’s domain knowledge with our profound technology, data, and analytics expertise, we crafted a data platform strategy and roadmap. Through collaborative iterations, we transformed their rigid and non-scalable data processes into a future-proof platform. This platform could efficiently extract, transform, and load (ETL) data from various ERPs and 3rd party systems, enrich and organize it in a flexible data warehouse, and analyze it using reporting tools such as PowerBI. Leveraging industry best practices, scalable cloud infrastructure, and a skilled data team, we enhanced the reliability, cost economics, and time-to-market of all analytics initiatives.

Business Impact

7X

Improvement in results delivery

70%

Reduced time to insights

50%

Reduced analytics costs

25+

Subsidiaries integrated

Reduced Analytics TCO – Slashed their analytics costs by 50%


Accelerated time to insight
– Reduced the time to build new apps from months to days and weeks.


Enhanced accuracy
– Drastically improved the reliability and quality of data.


Established a growth foundation
– Built a scalable, secure, and future-proof platform to unlock data-driven growth.


Enabled agile analytics
– Reduced the delivery time of any data analytics initiatives to weeks with enhanced practices and team efficiency.


Improved decision-making
– Facilitated the delivery of the right insights at the right time for crucial decisions.


Established 360-degree intelligence
– Continuously integrated 30+ data sources to provide comprehensive insights.


Monetized opportunities
– Uncovered growth opportunities with new possibilities for cross-sell and up-sell.


Boosted operational efficiencies
– Reduced costs, enhanced productivity, and improved planning accuracy.

Let’s talk business.

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