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- Television Ad Sales Success Story
Television Ad Sales Platform Company Launches Salesforce MVP
A leading television ad sales and technology platform company needed to quickly launch a new CRM solution before the new fiscal year.
A working revenue operation live in eight weeks
Speed is a RevOps decision. Rather than a full build, the program stood up a minimum viable revenue operation across the teams that touch a deal, then iterated with real pipeline flowing through it.
National, Local, Agency Strategy and Client Partnership teams working one pipeline definition.
A deliberately narrow first release, sequenced so later phases extended rather than reworked it.
Role-based training delivered alongside the MVP to get usable pipeline data from week one.
The Challenge
A leading television ad sales and technology platform company needed to quickly launch a new CRM solution before the new fiscal year. Budgets were tight, timelines were aggressive, and the company faced historical challenges in capturing CRM-type data. In addition, the needs of multiple teams spanning National, Local, Agency Strategy, and Client Partnership teams varied as did their unique perspectives around how a CRM solution would look.
The Approach
V2 launched a Salesforce MVP program, informed by its D(3P) management consulting framework, and began with rapid requirements gathering workshops for key stakeholders. V2 outlined a program plan to stand up the Salesforce MVP within eight weeks. V2 took a highly prescriptive approach and leveraged IP from its longstanding history of media consulting to rapidly prototype a design. Conference Room Pilot sessions were helpful to gather feedback and final design changes were implemented.
More than 500,000 historical records migrated, plus mappings for future SQL integration.
A three-phased rapid pilot group training and go-live across all teams.
One design reconciling National, Local, Agency Strategy and Client Partnership needs.
A prescriptive Salesforce MVP stood up in eight weeks on media consulting IP.
An MVP live in eight weeks, on time and within budget
- Advertiser and Agency Accounts, DMAs and relationships
- Account Plan Snapshots and Meeting Summaries
- Opportunities across all four teams
- 500,000+ historical records migrated
- Data mappings for SQL-based account provisioning
- Reports and Dashboards for sellers, managers and executives
- Rollout continued to hundreds of additional users
The MVP design enabled this customer to capture data spanning a range of areas, including Advertiser and Agency Accounts, DMAs, Advertiser / Agency Relationships, Account Plan Snapshots, Meeting Summaries, and Opportunities.
Data work was not insignificant as the client had a large volume of historical data. V2 migrated more than 500,000 records into the new Salesforce MVP solution spanning Accounts and Contacts, sales history, Advertiser/Agency relationships and account teams. In addition, V2 helped complete detailed data mappings to support future integration with an existing SQL-based solution for new account provisioning.
Reports and Dashboards were built for sellers, managers and executives.
While the program was focused on an MVP solution, both V2 and the client took training and launch very seriously. A three-phased rapid pilot group training and go-live was planned and successfully executed spanning all teams. Once V2 completed the rapid and highly successful program on-time and within budget, the client continued to roll out the solution to hundreds of additional users.
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