- V2
- »
- Our Clients
- »
- Customer Success Stories
- »
- Social Platform Success Story
Leading Social Platform Leverages Salesforce to Support Rev Gen Processes
V2 assists a social platform in leveraging Salesforce to support, enhance, and automate processes throughout the company.
Partnership revenue given the same operating rigor as ad sales
The RevOps question here was coverage. Ad sales already ran on a mature operating model while the content and partnership teams, which generated a growing share of revenue, ran on spreadsheets. The work extended one revenue operation to both without disrupting the team already live on it.
Partner, brand and agreement records made structured and shared, with legacy deal history reconstructed from scattered files.
Negotiations, agreements, addenda, amendments and programming plans managed as stages of one revenue process.
Partnership entities associated to the global accounts owned by ad sales, giving both teams one view of the relationship.
The Challenge
A leading social platform was struggling to provide transparency across its content, partnerships, and ad sales groups. More specifically, the company’s partnership business development efforts were in need of a holistic overhaul spanning processes, data flows, and technology. The company and team had experienced rapid growth, and as with many high-growth organizations, disparate spreadsheets quickly became the system of record for critical data. Efforts around the content and partnership teams were becoming increasingly important in the company’s growth strategy as they drove highly innovative partnerships which helped drive revenue. In addition, the existing Salesforce deployment was highly focused on complex ad sales process flows and data modeling, creating a challenge to incorporate a content and partnerships-focused design within the same global instance.
The Approach
V2 began the project by leveraging its D(3P) management consulting framework. Through executive, manager, and end-user workshops, V2 helped map out the current state flows, identify the numerous “magic spreadsheets” used to manage various processes, discuss collaboration challenges, and map out a new set of processes and solution design.
Legacy data restructured and cleansed before migration, with historical rights records reconstructed.
Customized training plans per user group, paired with careful change management communications.
New process flows mapped for content, partnerships, and ad sales collaboration.
Salesforce Platform Cloud, chosen to avoid disruption to teams already on the global instance.
Partnerships and content modeled in Salesforce, without disrupting ad sales
- Partner negotiations, agreements and addenda modeled in Salesforce
- Amendments and programming plans managed on platform
- Team-owned database of media partners and brands
- Association to global Accounts held by ad sales
- Legacy data cleansed, restructured and migrated
- Historical rights-related records reconstructed
- Integration to contract lifecycle management
The resulting solution was based largely on Salesforce’s Platform Cloud, in order to reduce the risk of business disruption to other teams currently leveraging Salesforce. V2’s design was highly innovative in modeling partner negotiations, agreements, agreement addenda, amendments, and programming plans. In addition, V2 enabled the content and partnership teams the flexibility to build their own database of media partners and brands and associate such entities with a set of global Accounts already established by the ad sales organization.
From a data and integration standpoint, V2 invested significant energy helping to restructure and cleanse legacy data before migrating records into Salesforce and reconstructed historical rights-related records to provide insights in past deals formerly captured in scattered spreadsheets or emails. In addition, V2 helped to leverage and modify a pre-built connector to integrate Salesforce with the company’s contract lifecycle management solution.
V2 developed highly customized training plans for each user group which not only outlined the new solution design, but aimed to educate team members around the newly formed process flows, expected data capture, and anticipated collaboration.
And in light of the legacy culture which valued speed and agility over uniform processes and centralized data capture, change management communications were carefully weighed and delivered throughout the lifecycle of the program to foster engagement and adoption.
Want to Be Our Next Success Story?
Let's talk about where your RevOps operation stands today.
Get In Touch