Challenge

The company’s existing sales qualification process was primarily driven by emotion, personalknowledge, and the instincts of individual salespeople.

The lack of data-driven insights made outcomes very inconsistent and a large portion of salesopportunities were being incorrectly qualified – with stronger revenue opportunities being missed.

Solution

After collaborating with Rainbird, the team built a model that represented competing data points and combined the perspectives of six different business areas, each of which had a role to play in the qualification process.

Rainbird displays a list of factors that are most pertinent so that a comprehensive and informed decision can be made in each case.Rainbird’s models incorporated deal suitability criteria with emphasis on factors influencing the likelihood of winning a deal.

Outcome

With the Rainbird-powered tool, the professional services firm now has a more consistent approach to how they qualify sales opportunities and has ultimately, increased sales.

Where to next?

We continue to work with the firm on a number of other opportunities across the business including:

Accelerating and scaling their RPA program, improving efficiency, and reducing costs.Supporting the team in their global onboarding program. Driving greater transnational payroll and tax use cases.