Executive Summary

Our client, a prominent B2B sales agency, manages a portfolio of over 50 diverse clients. Before collaborating with Newtuple Technologies, they encountered significant challenges in data quality, sales performance tracking, and client reporting.

Challenges included unreliable reporting metrics, complex lead management, unreliable performance tracking, and inaccurate incentive calculations leading to SDR dissatisfaction and high turnover rates.

Newtuple Technologies redeveloped the entire data stack from scratch using a Zero Dollar Data Stack, an open-source solution without subscription fees.

Some of the benefits of the solution:

• A unified performance tracking system boosted reporting accuracy

• The incentive calculation process decreased discrepancies by 60% and increased SDR satisfaction and retention

• Streamlined data processes cut down revenue & sales ops calculations by 25% monthly

• Over 30 custom dashboards were developed, significantly increasing client satisfaction

• GenAI-based Slack chat interface empowered the client to become a data-driven organisation without the need for complex coding.

10X

Gains in performance in sales operations

90%

Reduction in in data quality issues

60%

Decrease in discrepancies in incentive calculation

Problem Statement and Solution

Our client excels in a spectrum of sales and marketing services, including Sales Development Representative (SDR) outsourcing, CRM implementation, and brand development. To facilitate their operations, they utilize specialized SaaS platforms such as Apollo, PeopleHR, and Hubspot.

Some of the issues they had because of missing datastack:

• Lack of reliable reporting metrics for their clients - The client relied on spreadsheets for tracking client engagement throughout the sales cycle, leading to unreliable reporting metrics

• Inefficient lead management due to high volume and complexity - The high volume and complexity of leads, managed via spreadsheets, resulted in inefficiency and disorganization

• Lack of reliable performance tracking across multiple subdivisions and teams - Performance data was dispersed across multiple platforms, causing difficulties in obtaining a cohesive view of team and subdivision performance

• Difficulties in accurate incentive calculation leading to sales development representative (SDR) dissatisfaction and higher churn rates - Implementing complex business rules on spreadsheets for incentive calculations led to inaccuracies. This resulted in dissatisfaction among SDRs, contributing to higher turnover rates

At Newtuple Technologies, our team undertook a comprehensive redevelopment of the entire data pipeline, leveraging the innovative Zero Dollar Data Stack. This approach utilized open-source tools, effectively eliminating the need for costly subscriptions. Our data extraction process incorporated a combination of Fivetran and Python-based scripts to seamlessly integrate sales, HR, and revenue data.

The solution we built had the following features:

• Customized Business Data Models using dbt - Tailored to meet the client's unique business requirements, our data models in dbt accurately computed incentives for SDRs, aligning with specific operational needs.

• Enhanced Data Quality Management - We implemented systematic data quality checks, including the analysis of average call numbers, durations, and other crucial metrics for SDRs. These checks were conducted on a daily, weekly, and monthly basis, coupled with proactive alerting for any data quality issues.

• Robust Retention and Backup Policies - Our solution ensured data integrity through automated backups, safeguarding against system failures. Additionally, we maintained data collection API responses on the cloud for a designated period, providing a safety net for data pipeline replays

• Efficient Error Logging and Alerting - The system was designed to identify and log errors throughout the data pipeline. Email alerts were configured to notify relevant teams, ensuring timely resolution of any issues

• Seamless Data Correction for User Errors - Our solution was equipped with intelligent logic to automatically detect and correct user errors. This feature not only maintained data accuracy but also generated alerts to inform about these corrections

Through this solution, the client was benefitted not only from the zero subscription of the data stack but also from the customizable nature of dbt models. This flexibility allowed us to tailor the data stack precisely to their requirements.

Key Client Benefits from Our Solution:

• Enhanced Data Quality Management: The implementation of rigorous data quality tests led to a remarkable 90% reduction in data issues. This improvement significantly bolstered our load management system's ability to handle high volumes of data. Proactive alerts, based on predefined KPIs, were established for continuous monitoring of data-related issues.

• Unified Performance Tracking System: With the introduction of a unified performance tracking system, the client could boost the reporting accuracy across subdivisions by close to 100% greatly enhancing their strategic decision making

• Domain-Specific Insights from dbt Data Pipeline: The end-to-end dbt data pipeline had domain-specific data models to process sales, HR, and revenue data leading to some interesting data-driven insights that were not possible before. As an example use case, sales data was joined with revenue data to come up with signs of customer churn and quantified its effect on future revenue. The solution also provided data-driven strategies to the sales team to mitigate potential revenue losses

• Revolutionized Incentive Calculation for SDRs: A significant improvement was in the incentive calculation process for SDRs. Traditionally this was done in Excel which took 15 days, but was reduced to less than a day. This resulted in a 60% decrease in discrepancies and a notable increase in SDR satisfaction and retention

• Customized Dashboards for Enhanced Reporting: More than 30 tailored dashboards were created for the consumption of various personas in the client's organization, leading to an increase in client satisfaction due to timely and accurate reporting

• GenAI-Powered Chat Interface in Slack: This innovative feature allowed users to access data insights in the form of various plots, such as bar charts, pie charts, etc., all through natural language queries without the need for coding expertise

Technical Stack

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

​

Summary

By implementing this advanced data management solution, Newtuple Technologies significantly enhanced the operational efficiency and data integrity of our client. Our bespoke approach not only streamlined their data processes but also provided a scalable and cost-effective solution for their evolving business needs. It took us a total of 8 weeks to engage with the client and deploy the solution end-to-end.