Customer coverage

• Covering the entire spending spectrum with data analysis from portals like ADEX, Aircheck, etc.
• Creating strategies to increase its market share based on seasonality, spending power and trends of brands.

Activity management

• Planning and execution of effective sales activities.
• Monitoring and executing relationship management to ensure maximum wallet share.

Sales forecast

• Since Ad slot is a perishable inventory, pipeline visibility is very critical. Manual reporting and coordination on excel sheets in different formats made it difficult to have a timely visibility on the opportunity pipeline.
• Due to limited visibility and manual processes coordinated on emails and excel sheets, getting timely approvals was difficult. This would result in loss of opportunities.

Customer Coverage

• CRMNEXT created a single version of truth by integrating with Adex, Aircheck, trafficking system- wide orbit, plum, broadview to boost the overall efficiency of the system and decision making.
• The implementation also ensures periodic sync with Adex and Aircheck reports ensuring all new advertisers are present in the system

Sales Process Re-engineering

• Ensuring clarity of numbers with targets, achievements, missed opportunities, neglected customers etc. tracked on real time basis with the CRM for Media
• Creating accountability of the sales teams with self evaluation tools for portfolio management, client coverage and wallet share.

Process Monitoring and Control through Media CRM

• Created unified processes across department for rate approvals, placement approvals, network deals etc. to improve visibility and efficiency.
• Established strict turn-around-time and escalations based on opportunity value, ad slot inventory etc to reduce sales cycle time and better pricing power.

Sales increased by a whopping 184% from INR 1084 million to INR 3087 million and operating profits increased from a loss of INR 328 million to INR 287.8 million.

Improved price discovery by defending price, focus on value selling and focus on leveraging network strength.

Call rates increased, number of missed deals has declined, average sales cycle time declined resulting in improved productivity.

Conversion rates increased by about 40%.

Significant increase in repeat business and decrease in customer attrition.

Consistency of information and response by various teams to any customer request across organization.