The client wanted to develop a web-based sales assessment tool that can generate high-quality customer-facing client sales proposals in a self-service manner. To propose a client portfolio solution to a customer, their sales team spent hours preparing a PowerPoint (PPT) presentation highlighting the customer’s challenges, proposed solutions, marketing slides, and a TCO (Total Cost to Ownership), which they had to manually prepare using non-standardized spreadsheets. This involved more human effort, made the overall process time-consuming, and eventually paced down the sales cycles.
Therefore, the client wanted to build a tool that allows its sales team to quickly create a client portfolio by automatically pulling discrete sets of information siloed in various other sources like Salesforce, Sizer, MiTrend, and TCO tools. The tool should also provide meaningful insights, analytics, and comparisons that could help them improve their solution.
Cloud Infrastructure Solutions
Our client is a publicly listed IT company headquartered in the USA. They are a data storage company developing data storage hardware and cloud-ready digital solutions to empower SaaS companies, cloud service providers, and enterprises.
As one of the fastest-growing enterprise IT companies, they are enabling organizations to quickly adopt next-generation technologies, including artificial intelligence and machine learning, to help maximize the value of data for competitive advantage.
The client used an outdated manual approach to create a sales proposal based on the end users’ requirements.
They wanted to improve their sales process in a way that also boosts the efficiency of the sales reps. Therefore, they started assessing the factors that slowed down the sales cycle. One prominent factor was the time invested in creating client portfolio proposals. This required users to log in to multiple systems, pull correct data, make calculations and create proposals (PowerPoint) manually.
A unique requirement was to develop a new sales assessment tool from scratch that automatically generates the PPTs with customized data and templates. Thus, our team had to do a lot of R&D to develop an intuitive and easy-to-use solution for the client.
Since the product involved a lot of technicalities, we had to understand the product's core concepts and technical aspects from time to time to develop it efficiently.
“Velotio helped us build a custom platform that accelerated our ability to deliver demos to technical buyers, thereby shortening our sales cycles. They architected the solution to solving security, access, and performance challenges. The application has reduced presales team dependency and shortened sales cycles, helping us in our PLG journey.”
The client trusted Velotio as its strategic engineering partner because of our domain expertise in Cloud & Infrastructure, digital experiences, and UI/UX design.
However, a major challenge was completing the project within a stipulated time. The client needed the new sales assessment tool in less than 2 months before their yearly sales kick-off event.
The sales team required a new tool to present the client portfolio solution to end customers - this meant that Velotio needed a clear-cut project roadmap and low-risk scope.
As the customer had a tight timeline and needed a web app, we went ahead with React and Django tech stack, which helped in rapid development, and both of these technologies have wide open-source support.
The team comprised 1 Backend Developer, 1 Frontend Developer, 1 QA, and 1 Project Manager. The project booted off in mid-2021.
Overall, it was a smooth run on the product delivery. The Velotio team maintains the tool per the latest industry standard, making new feature releases fast and automated.
We successfully delivered the MVP of the Webapp in around 2 months as the customer had a tight timeline to launch the product in their yearly sales kick-off event.
We delivered a time-saving solution. The PPT generation time for multiple products and solutions was reduced from 7-8 days to 10 minutes.
The presentation was made in a lesser time so the sales reps could focus more on closing the deals. This shortened the Sales cycle by straight 2X.
The all-new Sales Assessment tool completely automated the entire proposal creation process.