Asana’s Sales Operations team had been performing most of its Lead and Opportunity assignments using spreadsheets and weekly data load updates. The process was time-consuming, complicated, and the Asana team was concerned about how long it took to get Leads assigned to the right sales team members. Asana wanted to implement a new solution for various groups in Sales and Customer Success. The solution would automatically assign Leads and Opportunities using Round-Robin capabilities by region as well as custom fields – including an account’s sales team and the user’s out-of-office indicator.
Why Asana chose Decisions on Demand
Decisions on Demand met the primary requirement of Opportunity Round-Robin assignments out-of-the-box with little additional configuration. During the implementation process, Asana found Decisions on Demand to be so easy to use that assignments can be modified, and the Decisions on Demand tool administered by non-technical users. The tool also helped inform additional iterations to the internal assignment process and assisted in a transition to the proper use of the Lead object. Finally, the tool uses minimal organizational resources like API calls to an external service, which had been an ongoing concern for Asana.
Asana’s Return on Investment
Decisions on Demand allowed Asana to drastically reduce the amount of time spent on internal communications and data loads to reassign Salesforce Lead, Opportunity, and custom object records. It cut back on the number of custom fields and workflows previously needed to maintain the assignment process. Sales Reps have given the new process plenty of positive feedback; and changes requested by Sales Management are now built, tested and rolled out in minutes instead of hours or days.
Milestone Systems is a global leader in IP video management software and surveillance solutions. Milestone wanted to assign accounts and territories based on any combination of account and related objects fields. Splitting the United States was their biggest challenge – especially larger states like Texas, California, and New York. They were spending excessive, costly time dealing with more than 200 workflows.
Why Milestone Chose Decisions on Demand
Decisions on Demand had the configurability and flexibility needed for Milestone to define territories for sales rep assignments. For example, they used counties to define the New York City metro area and zip codes and counties for upstate New York and New Jersey. Additionally, they can assign an entire country to one sales rep, or split a country into two territories like Germany based on Postleitzahl(postal code).
Milestone’s Return on Investment
Decisions on Demand allowed Milestone to phaseout many workflows used to assign territories. Required updates are easily done using an Excel spreadsheet. "We are able to bring in all our fields, and we can test all our fields," says Jarl Hansen, Salesforce Manager. "The required updates we do on our side are easy," he said, "I mean we do it in Excel; we upload it, and then we are up and running. An educated guess would be that we have a two-digit or three-digit return on investment year one."
• Consilio selects Decisions on Demand platform for constructing their account rating system to help manage sales opportunities and gain visibility into the health of client accounts
• Account rating system takes into account- and contact-level history/activities/tasks, opportunities, and company-defined weighting factors to calculate account health
• Decisions on Demand platform allows for customization of the rating system without the need for technical resources
• Consilio uses dashboards and alerts from standard and custom Salesforce.com objects to increase accountability from the sales team, focus the sales reps on relationship building, and provide unbiased account information to executive managementRead the Full Case Study