In the gaming industry, good sales conversations can turn into a buzz. Clients bring good ideas to the table they want to turn into reality.
As the delivery team, we need to ensure the excitement is translated from sales to delivery. However, with a rapidly expanding portfolio, sales can struggle to effectively communicate project details and next steps to the project team after closing deals. This leads to delays, inefficiencies, and results in project kickoffs being postponed.
Fortunately, people attracted to the gaming industry are problem solvers at heart, and dedicated time to work through this problem.
The client’s sales-to-delivery handoff issues manifested in several ways
- Sales team members were often unavailable to sit down and communicate next steps to the project team.
- The lack of a structured process led to confusion and misalignment on project requirements.
- Project kickoff meetings were delayed, impacting overall project timelines and client satisfaction.
Addressing the challenge
To address these challenges, Artichoke Consulting partnered with the client, a popular PC gaming platform, to implement a robust project management system on the Salesforce platform. This system was designed to automatically create project templates with all the necessary data as soon as an opportunity is marked as closed/won. These templates included detailed information from the opportunity that is required for the project team to proceed without the need for extensive handoff meetings.
Implementing the solution
The solution involved:
- Building out standard project templates tailored to the client’s specific needs.
- Ensuring seamless integration with the existing CRM processes, i.e. on opportunity closure, to automate the creation of project records using the templates.
- Training the sales and project teams on using the new system to ensure smooth adoption.
The implementation had a transformative impact on the sales to delivery handoff
- Saved Time: The automated handoff process saved an average of two weeks per project, previously spent on extra coordination prior to kickoffs.
- Enhanced Efficiency: The project team could start work immediately with all the necessary information at hand, leading to more timely and on-budget deliveries.
- Improved Communication: The structured approach ensured that all project requirements were clearly communicated, reducing misunderstandings and errors.
Making the Change Stick: Artichoke Consulting didn’t just stop at implementing the system. We worked closely with the client to ensure successful adoption through extensive change management practices. This included:
- Developing and delivering detailed user guides throughout the project, so the change would be fully understood.
- Conducting follow-up sessions to address any issues and gather feedback for continuous improvement.
Conclusion: The gaming industry client was able to overcome their sales-to-delivery handoff challenges, significantly improving their project initiation processes. The automated system not only saved valuable time but also enhanced communication and efficiency, enabling the client to focus on delivering exceptional gaming experiences.
