About
First Data Corporate Sales are responsible for the sales of First Data’s extensive range of payment processing services to financial institutions and major corporations
A typical sale might take 6-18m to bring to fruition and will originate from existing customers and business development efforts.
Analytics, pipeline management and sales forecasting was being managed via team spreadsheets and an aggregated sales report that was presented to the Board
Complexity
Very High
Long sales cycles, different types of opportunities, various forms of origination – all this needs to be fed up the organisation. 2007 had a particular focus on existing accounts and making sure resources where applied where FDI was most likely to win business
Revenue reporting was complex – immediate revenue referred to as Book & Bill (counts to current year sales target) future revenue (incremental revenue based on number and type of transactions)
Board requires information regarding current year progress, current year forecast for Book & Bill, next year forecast for Book & Bill, current year incremental revenue, future years revenue (often out 10+ years)
Services Delivered
- Consulted with VP of Corporate Sales re what information was required, when, in what format etc
- Review existing data sources – build process flow of data from the field through to Board sales reports
- Interpret existing sales process – focused on identifying key points where information can be tracked, captured, and ultimately transformed
- Define new sales reports and road test with live data
- Deliver outcome including FL sales management reports, team reports, and ultimately the Board Sales report
Outcomes for First Data Corporate Sales
Fully integrated process flow from sales to delivery with all major information points feeding the right information up the organisation
More accurate forecasts of revenue types
Simpler process to produce information – 3 manual update points removed
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