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Case Study

Escala 24×7 Leverages Inselligence to Optimize Sales Performance

November 15, 2024
escala

The Problem

Escala 24x7 faced a similar challenge to most companies where the excessive creation of reports had led to a cluttered and disorganized CRM system. This overemphasis on reporting had hindered the team's ability to understand critical metrics like velocity and deal load, making it difficult to assess overall performance and identify areas for improvement. Additionally, the lack of a clear understanding of ROAS (Return on Advertising Spend) prevented the team from optimizing marketing efforts and maximizing ROI.

The Solution

Escala 24x7 had utilized consultants in the past to address the issues of report mania and unclear performance metrics. However, Inselligence provided a comprehensive solution that:

  • Involved simplifying the view of key performance indicators (KPIs).
  • Restructuring the sales process to ensure an efficient flow of deal pipeline stages.
  • Clear visibility into the full buyer journey from lead generation to closed won.

The Results

  • By streamlining the KPI dashboard, the team was able to focus on the most critical metrics.
  • With the restructured sales process the team had clarity on the number of deals required at each stage to achieve quotas.
  • Finally, the ability to clearly analyze marketing channel performance helped to identify the most effective channels for driving successful deals.

This integrated approach empowered Escala 24x7’s sales and marketing teams to make data-driven decisions, improve efficiency, and ultimately boost overall performance.

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