Helping a global media giant get smarter with sales

How do you standardise lead-to-cash processes and the technology underpinning them?

During a period of industry-wide disruption, a media company operating across 11 international markets wanted to develop a standardised advertising service, supporting their evolution to a globally unified team. 

The company chose Baringa to guide their journey, convinced by our track record of supporting customer-centric organisational change across global markets. We were tasked with guiding the design and implementation of a blueprint for the client’s lead-to-cash process and supporting technology architecture, spanning a variety of CPQ, CRM and OMS systems.

We started by drawing up a detailed blueprint  

Our first task was to help the company develop and socialise a vision statement, project goals and target business outcomes for the project. These would be critical for tracking progress to their goals. 

From the outset, we focused on driving deep collaboration within the business. We engaged with more than 70 stakeholders across 11 markets to ensure that we understood the fundamentals of the organisation, their pain points and technology landscape – enabling us to co-create their future vision.

We went on to define the standardised blueprint for lead-to-cash, establishing consistency in their taxonomies, architecture and reporting using service design techniques. We then developed an implementation approach, practical roadmap and roll out sequencing informed by a high-level complexity-readiness assessment of each market. To deliver the change, we implemented a change management strategy, created key communications and helped set up a cross-team change network.

Leading lasting transformation

We led the design of the new blueprint for lead-to-cash, making sure the company had a clear roadmap for delivering the global standardisation they required. 

Right now, we’re guiding the delivery and implementation of a Salesforce-based solution – managing technical enhancements, implementation of functionality, end-to-end testing, data migration, and cutover across the whole programme. 

We’ve successfully delivered the platform to three of the company’s key global markets already, and are on track to bring the rest of the business on board in the near future.

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