Sales Partnerships, Inc. - Best New Version of a Relationship Management Solution

Company: Sales Partnerships, Inc., Broomfield, CO
Company Description: Sales Partnerships, Inc. is the premier direct sales outsourcing company in the world, offering branded representation that delivers rapid revenue lift for the most influential B2B firms in the world. Whether it's brand activation, customer acquisition, or retention, SPI is the leader in providing scalable and proven solutions to the Fortune 500.
Nomination Category: New Product & Service Awards Categories
Nomination Sub Category: Relationship Management Solution – New Version

Nomination Title: SPI's Proprietary Territory Management Tool Enables Safer, Smarter Relationship Management During COVID-19

Describe the features, functions, and benefits of the nominated product or service (up to 350 words):

COVID-19 upended the field sales industry in 2020, driving most field sales organizations to work remotely. However, SPI was one of the few BPO organizations to remain active (not only meeting yearly quota but exceeding it) due to our proprietary AI-powered territory management technology and internal forms engine that enabled us to develop a variety of safe ways our field agents could successfully manage customer relationships in person during the pandemic.

Specifically, our AI-driven territory management tool allows us to know in real time when and where it’s safe for reps to operate and what level of interaction they should have with clients.

For example, for one of our clients, a major residential internet provider, our AI tool coupled with our internal forms engine in the CRM allowed us to use a data-driven approach -- particularly from the public health and safety standpoint -- in directing reps in real time to use the appropriate level of engagement with customers. Agents would receive instruction on whether to, for example, have an in-person conversation with a customer, leave door hangers or other materials, provide the customer with a custom link, or contact only by phone. The AI tool gave us immediate insight into which markets were safe to operate in and at what level so we were then able to pass this along to the agents in terms of actionable directives for field safety and activity.

Without this relationship management solution powered by our AI tool, we would have had to shut down 40% of our sales activity, resulting in a substantial loss of revenue and staff.

From a revenue perspective, their efforts implementing the tool on a daily basis across the US enabled us to generate $100 million in revenue for one of our clients, one of the three largest financial institutions in the country. It allowed us to exceed quota in 2020, while our industry peers saw on average a 30% drop in sales.

Reference any attachments of supporting materials throughout this nomination and how they provide evidence of the claims you have made in this nomination (up to 250 words):

We have attached the a case study outlining our GIS-powered territory management technology and how this enables safer field sales and improved relationship managmenet during COVID-19.
Also attached is a case study showing field results for 2020 (including referencing this solution.)

If you are nominating a brand-new product or service, state the date on which it was released. If you are nominating a new version of an existing product or service, state the date on which the update was released:

At the end of Q1 in 2020, SPI updated it’s existing territory management technology to enable AI-powered intelligence and integrated this tool with Flowfinity, our internal forms engine we use to capture field data and sales activity. This enabled us to drive a safer, smarter field relationship management strategy during the pandemic.

Outline the market performance, critical reception, and customer satisfaction with the product or service to date. State monetary or unit sales figures to date, if possible, and how they compare to expectations or past performance. Provide links to laudatory product or service reviews. Include some customer testimonials, if applicable (up to 350 words):

This technology has had a direct impact on the field sales representatives at SPI, including how they successfully manage the sales cycle and their relationships with customers. Specifically, it allowed them to remain active and visit customers -- while observing strict COVID-19 safety guidelines -- by being routed around the riskiest areas.

As one rep in Portland puts it:

“Working in downtown Portland, Oregon, during a pandemic and civil unrest is not an easy task being a field agent. The city follows COVID-19 restrictions set up in place by the Oregon government, which poses a challenge to scheduling and routing around these areas across the greater Portland area. SPI and their routing tools have made it very easy for me to target exactly where I needed to work, steering me clear of COVID-19 local restrictions and areas where social unrest and rioting was taking place. This gave me peace of mind knowing SPI had my best interest in mind and routed me to parts of my territory that would set me up for the best success while keeping me safe.” - Current Portland Field Agent at SPI