Built.io joins Software AG! Read all about the news.

Built.io Blog

How A Streamlined App Experience Can Help Sales Close Deals


The evolution to a digital workplace brings with it an urgent need for companies to understand what data exists and where it’s all kept. Any efforts to do this can be complicated by the sheer amount of apps and tools that an organization has implemented to keep up with the pace of work – be it enterprise-wide, at the team level, or more increasingly, by individual employees.

Every department within an organization has their own operational systems: ERPs for financial data, CRMs for customer data, HRIS for HR data, and Marketing Automation Platforms for marketing data. Then there’s the company wide intranet that’s supposed to tie it all together. But unless organizations can make these systems talk to each other, data will continue to be duplicated and people will continue to do redundant work.

A Better Way For Sales To Close Deals

The utmost goal of a sales team is to close deals fast. They have quarterly – sometimes weekly – targets to hit, so there’s no time to waste on small details. In order to do this, they need to be able to access and update information quickly, and smoothly transition from one deal to the next without too much obstruction.

As a result of this need for speed, process and organization sometimes take a back seat to execution. So, while the company is benefiting from a bulging bottom line, efficiencies and knowledge sharing are lost when the team doesn’t follow the process protocols set out by the company.

Picture this. After weeks of legwork, Steve, a sales rep for a SaaS company finally closes his million-dollar enterprise deal. To signify the deal is done (at last), Steve types up the deal details in a summary field in Salesforce.

The moment Steve presses ‘Save’, he triggers a series of workflows to prepare the business to take action on this particular deal:

  • A ticket is sent to the implementation services team notifying them of the pending project and bringing them up to speed on all the details collected during the sales process.
  • A project management task list outlining the standard steps for any new project implementation is created in Trello or Smartsheet.
  • A message is sent to the executive team via an SMS service like Twilio with the high-level details of the deal.
  • A twitter-like update is automatically posted in the Company news room as an FYI to all staff.
  • A new customer survey is distributed via Woofoo to secure approval to reference the company’s name and logo in marketing materials.
  • And the list goes on…

These are just a few examples of the workflows that Steve could trigger when closing any new deal. The result? Steve and his team can do more work, in less time, using fewer resources.

3 Reasons To Invest In A Streamlined Experience

Automating processes between API-accessible platforms is more than just an efficiency exercise. The real payoff potential is multi-pronged, and easier to measure than you might think.

  1. Time savings: Automating recurring workflows and repetitive tasks allows fast-paced teams to spend more time on delivery and execution, and less time on recording and sharing data.
  2. Improved communications and knowledge sharing: Connecting department-specific platforms to the company intranet where people go to do their daily work allows everyone to celebrate success and gain insights that might help them in their own role.
  3. Optimize usage of existing tools and systems: Engagement and adoption is a barrier for any new system or platform. Companies can bypass the inevitable by making their tools and systems talk to each other instead.

Connecting Enterprise And Employee Apps

You can even take it a step further. While your first step might be connecting IT-sanctioned apps across the enterprise, there’s a growing proliferation of employee-preferred apps that are making their way into the digital workplace, too. Organizations can try to swim against the tide of the BYOA trend, or they can choose to embrace the possibilities of building a sophisticated flow of data that intersects highly-secure enterprise apps with the niche productivity apps that employees use to get work done.

In this new age of the empowered employee, when people choose how, when, and where they want to work, enterprise organizations will increasingly look for ways to stay agile and flexible when it comes to integrating their systems and tools.

About the author:

Chris Myers, VP of Partnerships and Alliances at Igloo Software.

Popular Posts

Subscribe to our blog