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Sportradar AG
STANDARDIZATION OF SALES THROUGH SALESFORCE SALES CLOUD & CPQ IMPLEMENTATION
Industry: Information Services
Technology: Salesforce Sales Cloud & CPQ
Challenges: Control & view of all sales activities
As a dynamically growing company in the sports data sector, Sportradar was faced with the challenge of a consistent, complete view of sales as well as uniform control, as each sales employee had developed individual procedures.
As part of a targeted process unification, a common CRM system was to be introduced for all countries and business units.
The different starting situations across country borders and business units were particularly challenging. Work processes and workflows varied greatly between employees, countries and business units, as did the expectations and requirements for the CRM system.
Solution: A new sales standard for the CPQ process
In the first step of the project, sales and pricing processes were analyzed and standardized. This included the definition of a company-wide product structure, a pricing model, but also a common sales staging process.
The implementation of the newly defined Sportradar standard was then based on Salesforce Sales Cloud using Salesforce CPQ/Steelbrick.
One of the key areas was the mapping of the offer and contract processes for Sportradar's subscription products.
Equally important was the significant reduction in process throughput time, which was ensured with a connection to the Sportradar fulfillment system using interfaces to avoid double entries and media discontinuities.
