For Bookies, growth was a top priority, but their data infrastructure was holding them back. Information was fragmented across different systems, teams, and countries, resulting in a complex IT landscape. This led to five core problems:‍

1. Teams worked in silos with their own tools, lacking a unified view.‍
2. Poor data quality led to incorrect conclusions, missed revenue opportunities, and dissatisfied customers.‍
3. Without a clear picture of customer needs, sales teams had to rely on gut feelings instead of facts.‍
4. Employees lost valuable time on administration and manually searching for and collecting information.‍
5. A lack of shared, reliable information hindered effective teamwork.

A Foundation for Insight

To tackle these challenges, we built a centralized data platform. Our goal was not just to resolve the chaos, but to lay a foundation upon which the entire company could make data-driven decisions.

The process was executed in three clear phases over a three-month period:

Phase 1: Foundation & Structure.

We began by setting up the tech stack and extracting data from crucial systems like Pipedrive and Exact Online. Simultaneously, we started preparing the sales, marketing, and financial datasets.

Phase 2: Development & Refinement.

With the foundation in place, the focus shifted to developing the initial dashboards. Ongoing data support ensured that the teams could immediately start working with the new insights.

Phase 3: Delivery & Knowledge Sharing.

In the final phase, we delivered the final datasets and dashboards. Through knowledge-sharing sessions, we ensured the teams were fully trained to make the most of the new tools.

The Results

This approach resulted in a powerful set of tools that the sales and management teams could use immediately:

• An overall sales performance dashboard for management.
• Individual dashboards for each sales rep, secured with row-level security so they only see their own customers and performance.
• A dashboard for financial performance that directly links sales activities to business results.
• Analysis of sales trends to proactively respond to opportunities and risks.

More Revenue Through Targeted Action

The most significant transformation occurred on the sales floor. Every sales rep can now visit an existing customer, show a clear dashboard of their purchase history, and immediately pinpoint the products they should have. The result is a shorter sales cycle and higher revenue per customer.

In summary, Bookies has achieved the following results:

• A single source of truth: No more debates about which numbers are correct.
• Clear sales opportunities: Insights into customer behavior are directly converted into up-sell possibilities.
• Time savings: No more manual searching; all information is readily available.
• More effective teams: Sales reps are now strategic advisors who persuade with data.

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