Analytics2Go
Analytics2Go Dials In Lead Generation and Pipeline Conversion
Analytics2Go (A2Go) is an AI-driven analytics platform that helps businesses optimize supply chain operations, pricing, and decision-making processes. The company offers a suite of AI-powered tools that integrate with existing systems to provide real-time insights and recommendations for improving sales, profits, and operational efficiency. A2Go’s solutions include supply chain and pricing optimization, dynamic pricing, and cross-selling applications, which have been successfully implemented by companies such as Delly's Foods, Pepsi and JBS Foods, resulting in significant economic benefits.
Founded In
2017
Industries
Software, AI-as-a-Service
Verticals
Food & Beverage, Retail, Manufacturing
Website
analytics2go.comAbout Analytics2Go
With a well established presence in Brazil, Analytics2Go sought to expand its focus on expansion in the United States for its AI-as-a-Service offerings. The initiative would require gaining a clear understanding of the ideal customer profiles in the U.S. market and developing an effective outbound sales development function to target the market at scale. In addition to building high quality pipeline, A2Go would need an effective strategy to convert pipeline to revenue.
What Analytics2Go is Saying
We really enjoy working with Growth Era, and they feel like part of our in-house team. They’ve mastered the art of outbound prospecting and are true professionals in helping us consistently get high value meetings with the right prospects. We’ve also seen a huge improvement in converting opportunities to wins. Growth Era’s sales knowledge and supportive role in our sales process has been a great help to us in growing US revenues.
Identifying Challenges
Challenges in Building a U.S. Sales Pipeline
As the company began its outbound prospecting efforts in the U.S. market, it quickly faced challenges with building a new, high quality sales pipeline. While it was clear the team needed to revise its strategy, understanding how and why was not clear.
Then, Michael Romeri (CEO A2Go) received an interesting phone call from Growth Era. The representative got right to the point and theorized that A2Go was likely in growth mode with the rise of AI solutions. The Representative added that building a new sales pipeline is a difficult game, and most companies struggle with it. If Michael agreed, a discovery meeting with a Growth Expert could be scheduled to get a clear picture of A2Go’s priorities and friction points with top of funnel growth.
Michael took the meeting and through a discovery working session with Growth Era, the following key challenges to building its U.S. pipeline were identified:
THE GROWTH ERA SYSTEM
Making Outbound Work
A2Go’s challenges with outbound sales development proved to be a match for Growth Era’s capabilities as a pre-built, bolt-on Sales Development Department. A2Go hired Growth Era to tackle their top of funnel challenges.
Growth Era implemented a robust outbound sales development system for A2Go including:
OUTBOUND RESULTS - BUILDING QUALITY PIPELINE
Over the course of 28 months, Growth Era delivered strong results and successfully built a new, high quality sales pipeline.
With a robust pipeline engine in place, A2Go began generating a steady stream of qualified leads. This success, however, highlighted the need to further optimize their sales ecosystem to capitalize on the increased opportunities and maximize growth potential.
Leads Generated
Meetings
Pipeline Value
Bridging the gap between generating pipeline and winning deals
Growth Era maintains a close partnership with A2Go, conducting weekly sync meetings to track key performance indicators, including outbound deal conversions.
When win rates dipped below projections despite strong lead quality, Growth Era’s Customer Success Manager collaborated with A2Go to identify and address the root causes hindering deal closures.
Pipeline Conversion Challenges
SALES PIPELINE OPTIMIZATION
Laying the Foundation for Optimal Sales Performance
Recognizing that A2Go’s pipeline challenges were common, Growth Era offered Sales Pipeline Optimization services, bringing proven expertise, specialized tools, and a dedicated Business Opportunity Manager to collaborate with the A2Go team.
With A2Go’s growth targets in sight, and the need to quickly improve deal conversion rates, they swiftly engaged Growth Era to implement a pipeline optimization solution.
Implementation Deliverables
Sales Process Analysis
Growth Era held working sessions with A2Go to gain an in-depth understanding of its sales process and friction points. A centralized Sales Process Scorecard was created to document the sales process. For each stage of the sales process, Growth Era collaboratively defined objectives, success criteria, and the roles and responsibilities of both A2Go's team and the prospective buyers. This meticulous approach ensured organized and efficient progression through the customer journey.
Sales CRM Evaluation
With a robust sales process defined, Growth Era then conducted an audit of the Sales CRM to evaluate deal structure setup, pipeline management reporting, and user utilization of features and data management. The audit pinpointed opportunities to improve HubSpot utlization to support the sales process and provide greater performance and forecasting reporting.
Sales Pipeline Management Playbook
Next, Growth Era created a playbook as a centralized document for pipeline management assets, including buyer role personas, deal health checklist for data hygiene, deal facilitation messaging, and objection handling.
Active Deal Review and Clean Up
With the optimized sales process, CRM, and playbook in place, Growth Era conducted a comprehensive review of each active deal in A2Go's pipeline. This ensured all data was complete, current, and accurate, aligning with the refined sales process. Growth Era facilitated working sessions with the sales team to address data gaps and created tasks within HubSpot to drive clear next steps for each deal.
Unclogging the Sales Pipeline
Winning More Deals
With a fully optimized sales process, a refreshed CRM, a comprehensive playbook, and a well-trained Business Opportunity Manager, A2Go was equipped to launch into a continuous cycle of pipeline optimization and growth.
The ongoing sales pipeline optimization services are focused on:
Sales Pipeline Optimization Results
In just 7 months since implementing Pipeline Optimization, A2Go’s achieved:
Closed Revenue
Deal Win Rate
Average Sales Cycle Time (Months)
Data Hygiene (% of the mandatory Data Properties in Deals)
Task Management (% of tasks completed within the task deadline)
Staying in The Growth Era
Through its partnership with Growth Era, A2Go has a strong sales ecosystem in place to drive high quality pipeline generation, pipeline execution, performance management and reporting. A2Go is well positioned to continue to scale its growth in the market with confidence and cost efficiencies in new customer acquisition.
