Unified sales flow drives significant cost savings and increased revenue.
Devoteam IT consulting team has begun using Jive Software to transform its sales organisation, driving significant efficiencies and cost savings, increasing its revenue by €4-5 million
Experiencing expensive and complex sales cycles, Devoteam implemented Jive Software to encourage cross-functional collaboration and transform existing inefficiencies to drive productivity and communication.
Devoteam was able to cut its deal cycle by one third and now sees reduced costs of sale by €1.5 million per year and increased revenue by €4-5 million.
The French firm, which operates across 23 countries, sees more than 200 sales, sales support functions and engineering staff use the system to manage several hundred deals per year, with an increased customer win rate of 33%.
Devoteam, which experienced rapid growth while evolving as a provider of large-scale, end-to-end technology solutions, wanted its sales organisation to pursue much larger and more complex deals. This meant longer, more expensive sales cycles, and the involvement of various groups – engineering, consulting and legal – in the creation and approval of pitches.
"It was an unsustainable situation," said Nicolas Morlière, head of bid management at Devoteam. "Devoteam had to find a way to get more consistent, unified, agile, and better leverage our people."
Devoteam deployed a Jive-powered social intranet, which quickly became a hub of business-wide collaboration and communication. This solution replaced the company’s old portal and improved employee productivity and company alignment, while reducing email exchange and travel. Within 12 months, Devoteam had successfully implemented a streamlined, standardised sales workflow in its Jive environment.
"It is not just the speed that has improved, but also the quality," said Antoine Colin de Verdière, mobility offer director at Devoteam. "We’re creating better proposals in a fraction of the time. With the improved information-sharing we get from Jive, we can better understand and respond to customer needs."