Artificial Intelligence Unlocks $22m in ROI for Managed Service Provider

After adopting a predictive sales forecasting system, Broadridge sees ROI of $22m

BUSINESS NEEDSThe company was in need of a reporting and workforce management system with predictive capabilities to find gaps in their productivity and suggest ways to optimize sales reps’ activity.

SOLUTIONThe InsideSales.com Predictive Pipeline sales forecasting solution

20%OF SALES REPS IMPROVED

PERFORMANCE

RESULTS

$21.9MROI

(YEAR-OVER-YEAR REVENUE LIFT)

"Leveraging Predictive Pipeline and the tool set from InsideSales.com, we got better at data-driven decision-making. These insights mean that we can coach people to improve and that means millions of dollars of added in sales productivity to the organization."

Bill Quinn

Broadridge Financial Solutions

COO, Global Sales Strategy and Operations & Head of N.A. Financial Services Sales

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THE SOLUTION

The InsideSales.com Predictive Pipeline AI-enhanced forecasting system was put to the test. After an initial assessment which lasted approximately 2 weeks, the InsideSales.com provided a sales effectiveness quadrant for their sales team.

In less than 2 weeks, they were able to:

• See a competitive segmentation of four types of sales professionals: Underperformers, Deal Makers, Pipeline Builders, Top Performers

• Identify sales representatives’ strengths and weaknesses • See what separates the A and B players from C and D players • Move sales reps up and into higher performing quadrants, driving lift in predictable

sales growth

THE CHALLENGE

This managed service provider catered to a worldwide audience by providing the financial industry with back-office technology solutions and customer communication solutions. The company is headquartered in New York, but has offices all over the world, including London, Singapore, Hong Kong and Russia.

With the scale of their operations, they consistently needed to manage a diverse sales force, as well as provide accurate sales forecasting, accounting for complex multi-year sales cycles.

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InsideSales.com (ISDC) is a pioneer in Sales Acceleration and in delivering business impact through Artificial Intelligence.

Our AI-powered SaaS solutions are built to empower all teams, including sales development reps, inside sales, account managers and account executives, to build and close more pipeline.

RESULTS

The most important piece of the puzzle was the ability to visualize sales performance and get actionable insight into how to optimize sales reps’ activities. They could see exactly how sales reps were performing, where they could benefit from coaching, and how they could reach the next level by moving up and to the right in the quadrant.

Predictive Pipeline took data-driven decision-making to a whole new level for the Broadridge management team. They could segment sales data by region, product, and even by business unit-- so they had a bird-eye view of how their sales team was doing at all times.

Management knew that at the enterprise level, just a small lift in productivity and efficiency can move the needle significantly.

By improving the performance of 20% of their sales team, they increased revenue by $22 million.

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