Context
Proactive enables companies and investors to connect intelligently. It is one of the fastest growing financial media portals in the world, providing breaking news, commentary and analysis on hundreds of listed companies and pre-IPO businesses across the globe, 24/7.
Challenge
With new investment into the business, Proactive needed to standardise and streamline their systems and processes enabling them to scale globally.
As Proactive’s COO Richard Cook explains, “We needed a partner who not only had extensive technical skills but also change management experience that would enable us to transform the whole organisation.”
The new technology would not only give the management team access to all the key business metrics required to run the company effectively but give everyone in the company the necessary tools to manage output, optimise sales, drive renewals and maximise revenues.
Concept
ThirdEye implemented a dashboard that uses visual icons that allows everyone to quickly understand a client’s status across multiple lines of business, alerts the sales teams to cross- and upsell opportunities, and provides content performance- metrics that drive renewals.
The solution enables the sales and production teams to manage their TV studios from around the world. As Richard Cook highlights, “the booking calendar might identify a broadcaster in Canada who would be available to an interview via Skype with someone in New York or London, or vice versa. The whole business can now see what’s happening at every stage of production and manage the resources appropriately.”
Salesforce also helps the business manage their whole sales process – from identifying potential clients and tracking referrals, through to providing a guided pricing flow that seamlessly helps upgrades customer subscriptions and finally automate and track all customer renewals.
In addition, the platform also provides Proactive a range of back-office solutions, with all invoicing now automated and synced from Salesforce to Xero; while all contracts are now managed via DocuSign.
To increase engagement with their audience, as well as existing and prospective clients, Salesforce’s Marketing Cloud has allowed Proactive to track preferences that allows them to deliver personalised campaigns by vertical or product line, as well drive attendance for their events and conferences.
Conclusion
- Decreased discounts offered to clients by an average of 2%, increasing margins across the business
- Effectively align customer billing with the work being delivered to clients
- Enabled the business to identify blockages in the production process and take control of delivery times
- Automated billing system replaced a manual process that previously took two days
“Salesforce is used to drive our monthly board meeting. At the click of a button, we now know how many clients we’ve had over any given
timeframe. We can see how much business we’ve done; and how close we are towards our targets. We’re also able to forecast and plan our
revenues far more effectively than ever before, as we now have access to two years of accurate business data. We can do this in a really well managed,
sensible way, that we couldn’t do before. From a management point of view, the work Third Eye has carried out has been
transformational.” Richard Cook, COO Proactive.