Revolutionising sales process management for Atlas HXM

Sales Process Management

The challenge:

Atlas was grappling with a disjointed sales process, primarily due to the absence of a coherent system to handle multiple lead sourcing activities. The organisation was inundated with leads from different sources, offline lead qualification, opportunity qualification activities, and multiple configured pipelines. This resulted in an inefficient process that lacked a unified data capture and activity framework, posing significant risks to the company's performance.

With a variety of lead sourcing activities coming from different directions, Atlas needed a systematic approach to channel all leads into one cohesive sales process and pipeline. Offline (Excel) lead scoring and qualification activities compounded the problem, resulting in a matrix of chaotic pre-sales funnels that further complicated the situation.

The Solution: 

Our team recognised that a seamless solution was needed to navigate this labyrinth. The solution came in the form of HubSpot, which offered powerful automation capabilities to address the core challenges. We successfully automated four lead funnels (Marketing, SDR, BDM, and Partner) coming into the sales department. This meant that all leads, irrespective of their source, converged to a single point, simplifying the sales process and enhancing efficiency.

Atlas didn't stop there. They used HubSpot to consolidate their multiple pipelines into a singular, fit-for-purpose pipeline. By creating custom properties and deal view sections in HubSpot, Atlas ensured uniform data capture and outlined activities for the sales process. This ensured a well-structured, efficient, and transparent sales process, significantly improving the sales team's productivity.

Complex Pricing Models

The Challenge:

With a global footprint, Atlas faced another significant challenge: managing complex pricing models. Their existing system, HubSpot, was unable to handle different pricing and line items on a per country basis.

The Atlas team had to resort to labour-intensive manual processes, using Excel sheets to manage this complex task.

The Atlas SOW & ROI calculator, though a resourceful tool, became challenging to use due to the sheer volume of pricing information, formulas, logic, and rules it had to calculate.

The Solution: 

We turned to DealHub to resolve this challenge. DealHub's robust capabilities enabled Atlas to handle complex pricing structures and offer accurate price quotes for each country. By configuring the pricebook with the correct formulas and rules in the backend per product and country, Atlas significantly reduced the time and effort required for pricing and quoting.

Moreover, DealHub's localization capability was a major boon for Atlas, offering flexibility and ease in language adaptation. They initially built the system in English and Portuguese, with plans to add another eight languages to meet their global operational needs.

Manual Document Creation

The Challenge:

In their pursuit of providing exceptional customer service, Atlas dealt with another labour-intensive process - the manual creation of output documents like Quotes, Proposals, and MSA & SOW contracts.

This process was not just time-consuming, but also prone to errors, version control challenges, and duplication of efforts. The manual creation of the Atlas MSA Template often resulted in inaccuracies, leading to increased workload and reduced efficiency.

The Solution: 

Atlas found a novel way to address this challenge, once again utilising DealHub's capabilities. They implemented a 'Playbook' system that enabled salespeople to generate any needed documentation swiftly and efficiently. This personalised flow system had 10 sections for the sales user to follow and complete, automating the generation of a branded proposal and SOW.

The system utilised a decision tree or recommendation engine, generating relevant questions based on previous answers and the solution design of the selected product. With embedded formulas and rules for calculating and concatenating line items correctly, the Playbook became a game-changer in Atlas' sales process.

As a result, the sales team could now generate highly customised, branded documents, in minutes, without the need for detailed technical knowledge. Additionally, these documents are available in multiple languages, enhancing the client's overall experience.