Context

One of our clients, a company specializing in fire detection systems, was seeking ways to improve the efficiency of their sales process. The existing method of creating sales offers, while functional, involved multiple manual steps that we recognized could be optimized. By automating this process, we aimed to help sellers quickly generate offers with minimal effort, freeing up time to focus on more strategic customer interactions.

Problem Identification and Consequences

Although the original process worked, we saw room for optimization. Automating the offer generation process could help sellers respond faster, leading to a greater volume of offers. This change was expected to positively impact the company’s revenue. Our role evolved from simply executing development tasks to proposing strategic solutions that align with the client’s business objectives.

Solution implementation

We developed an automated offer generation tool that allows sellers to create offers based on fire detection sensor placements. The tool collects data on sales trends, enabling better decision-making for future offers. Close collaboration with product owners and continuous iteration were key to aligning the tool with the client’s needs.

Business and Product Gains

The introduction of the automated offer generation tool significantly improved the client’s sales operations. Sellers were able to respond to customer inquiries more quickly and efficiently, increasing the number of offers generated and enhancing their ability to close deals. Our work contributed to this improvement by providing a more accurate estimate of the number of sensors needed, which played a key role in streamlining the offer generation process. As a result, the Total Cost of Ownership of the solution was reduced by an average of 10%. Additionally, this project marked an important shift in our relationship with the client. We transitioned from being a provider of development services to a strategic partner, proactively identifying areas for improvement and proposing solutions that directly contributed to the client’s business growth.

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