How A Robust Data Strategy & Implementation Led To Massive Bookings Growth
Village Transport
What They Earned
A new quoting system and process was installed for their entire company, but Village Transport's systems and processes didn't provide effective analytics capabilities to proactively act on sales trends and improve team and rep performance.
By fixing this, they built the processes to act upon real insights, leading to a 74% gain in bookings the next year, including a 20% increase in average deal size and 16% increase in quote volume.
Read on to discover how!
Data was flowing everywhere, but leadership lacked the necessary insights and automation to easily identify the most impactful data points to act upon.
How Did They Gain It?
After identifying how data was currently used and ensuring the organization had a clear data strategy, the team mapped out what best-in-class would look like for them:
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Action-based views aligned to sales rep needs
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Simple reporting that showed important trends and performance
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Flagging system to alert managers around high-priority sales opportunities
Their leadership team confirmed primary KPIs, then we set to work transforming raw quote and booking data into actionable reports within their systems.
Then, after developing personalized reporting on a per-rep basis that rolled up to their managers, we activated agentic solutions to surface high-probability deals that conformed to specific criteria set by Village Transport's leadership and teams.
Once these systems went live, teams began using this reporting as their source of truth - and with a newfound ability to act upon the most important revenue-oriented needs, their growth accelerated.
AI-enabled insights helped managers see the highest-priority deals and act accordingly to support higher closed-won rates.
The Key: Cross-functional alignment
Leadership and sales reps alike aligned to what was most important for the business, which allowed for clarity when it came to implementation.
Everything clearly linked to Village Transport's critical business outcomes, which supported immediate buy-in from all involved teams from the outset.
74%
bookings growth, enabled by new data insights and processes
20%
increase in average deal size over next 12+ months
