Details & Approach

Objectives & Challenges

The project delivered a fully functional sales pipeline with the following features:

Pipeline Structure

• Custom deal stages tailored to Agentic AI sales opportunities
• Mapped to both internal progression logic and external partner reporting needs.

Created in real-time with active deal updates and adjustments during launch.

Meeting-Optimized Views

• Customized preview windows showing all critical deal details (e.g., partner, use case, current status, next steps).
• Designed specifically for weekly partner sync meetings, enabling efficient discussion without deep navigation.

Communication Integration

• Integration of email add-ons for syncing communication history.
• Emails automatically logged to the activity feed of each deal.
• Manual and automated deal creation and updates for new leads or status changes.
• Reporting & Line Items
• Created and assigned line items/products to each deal for improved reporting granularity and revenue forecasting.
• Supported structured documentation of AI solution types, scope, and value.

Team Enablement

• Training sessions conducted to onboard the sales team into the new process.
• Custom internal surveys created to support ongoing enablement and feedback.
• Ongoing pipeline maintenance and support provided to ensure smooth usage across sales and strategy teams.

• Establish a dedicated pipeline structure for NDI-related sales opportunities.
• Ensure the process is fully aligned with partner workflows and external pipeline structures.
• Make all key deal information instantly accessible in meetings without needing to open individual deal records.
• Enhance visibility, traceability, and consistency in deal tracking, including synced email threads and activity logging.

Challenges

• The pipeline needed to meet internal process requirements and be compatible with the distinct workflows of multiple partner companies.
• Custom deal views had to be created to allow efficient status reviews during weekly catch-up calls.
• Sales enablement required hands-on coordination and ongoing maintenance across both CRM and team workflows.