- V2
- »
- Our Clients
- »
- Customer Success Stories
- »
- Bookseller Rights Management Success Story
National Bookseller Solves E-Reader Rights Management Challenge Using Salesforce
Managing contractual relationships, rights and terms on the Salesforce platform.
Rights and territory terms treated as revenue infrastructure
This is the most specialized story in the set, and the RevOps framing is narrower: the work sits upstream of selling, in the contractual data that determines what can be sold, where, and for how long. Getting that layer structured is what makes downstream revenue reporting possible.
Contractual relationships, rights and territory terms captured as structured records rather than documents.
A repeatable path from agreement to available-to-sell, with terms visible to the teams who need them.
One platform holding both the commercial relationship and its governing terms.
The Challenge
A well-known e-book reader platform was struggling to find a good-fit solution to support its rights management process flows. The company’s Content Acquisition and Publisher Relations team felt as though it was outgrowing the existing homegrown solution which felt outdated and inflexible. Through initial research, the team determined that off-the-shelf solutions on the market were too cumbersome, missing key features, or lacking the right levels of customization. While the rights management team was relatively small within the organization, the volume of publisher relationships to track was significant. In an attempt to effectively manage the high volume of publisher relationships, the rights management team had resorted to tracking Account, Contact, and rights-related data in spreadsheets which were scattered, disconnected, and out-of-date as soon as they were created or updated.
The Approach
The V2 team performed a lite D(3P) management consulting engagement and after assessing the client’s needs and marketplace options, determined that the Salesforce platform could support the rapid-build of a custom, scalable rights management solution.
A significant cleansing and restructuring effort to bring accurate rights data into Salesforce.
Customized training delivered to close out the program.
Rights data tracked from Opportunity creation, to negotiation, through final contracted terms.
Sales Cloud combined with custom Force.com solutions for territory terms and amendments.
A custom rights management solution, built to scale
- Territory terms, amendments and aggregator relationships
- Global relationships where terms vary by territory
- Leads and Opportunities for early and late-stage contracts
- Rights data tracked end to end
- Territory definitions analyzed and customized
- Drill-down Reports and Dashboards for executives
- Customized training for the client team
V2 combined key features of Salesforce’s Sales Cloud with custom Force.com solutions to manage key rights-related data which included territory terms, amendments and aggregator/distributor relationships. V2 designed the solution to manage global relationships where terms could vary by territory.
V2 also designed and deployed Leads and Opportunities to enable the rights management team to track early and late-stage publisher contracts. V2 helped place special emphasis on the potential for greater organizational collaboration when rights-related data was properly tracked from Opportunity creation, to negotiation, and through to final contracted terms.
V2 completed a significant data cleansing and data restructuring effort to bring a clean and accurate set of rights-related data into Salesforce. Working with the client, V2 carefully analyzed territory definitions and created the proper customizations to support territory-related functionality.
V2 designed, built, and tested custom Reports and Dashboards, providing the executive and management team with an easy-to-use, drill down reporting suite where the nature of global relationships could easily be surfaced. V2 finished the program strong providing customized training for the client.
Want to Be Our Next Success Story?
Let's talk about where your RevOps operation stands today.
Get In Touch