How Ada Inc Sold Before Interactive Quotes

“[Ada Inc] is growing pretty rapidly. We were working in a phase in our business where our pricing and packaging were very undefined. So there was a lot of experimentation happening, a lot of trial and error. Because of the ad hoc nature, it became very slow and cumbersome.”

How they delivered their proposals:

“So the proposal process, the quoting process, and I think even all the way through, from a negotiation and finalization point of view, was very sporadic, very Excel and PowerPoint driven. There was a lot of variance in the degree of execution quality on a rep by rep basis, and what was actually going in front of our customers and what I thought that buying experience really looked like and should feel like.”

“I look at [Interactive Quotes] as part of our partnership ecosystem, helping us scale our sales organization. [Interactive Quote’s use] has grown from our enterprise team out into our mid-market team, our account management team, our customer success team, and our partnership team. The alternative is to live and die in PowerPoint, which is not a scalable method. We’ve had a handful of deals where I would say Interactive Quotes has provided insights that were critical to our ability to win.”

Josh Solomon
Director of Enterprise Sales

 

What They Changed

Ada moved from an ad hoc approach to proposals, with each rep having their own “flavor,” to one standardized tool and feel using Interactive Quotes.

What Happened After FastSpring Interactive Quotes

We’re definitely seeing much faster deal cycles and a much faster ability to actually build and generate Quotes. We have customers and prospects tell us all the time that [SalesRight] is the best sales experience that they’ve had, which I think really matters. When they go through a [SalesRight Quote] review, two things are true: one, it looks really professional. It’s branded, it looks like it belongs to them. Two, they have a say, so the ability to have sort of this configurable dynamic pricing put in front of customers where they’re playing an active role in building out the proposal together is really beneficial.”

“There are great insights to be had about how customers engage with your proposals. For most of my career in sales, it’s been as simple as like send a proposal off into the black void and hope that the next conversation is a positive one. With [Interactive Quotes], you’re sort of actively informed in how your proposal is doing and the activity metrics that come back from SalesRight, give you really good insight into what deals are trending and which ones are not and also help you forecast better on, where these deals will actually end up and where they’ll land. So I think that there’s an array that can happen there.

[Interactive Quotes] has been really helpful for with us, is helping us really nail our pricing and packaging. Helping facilitate the ability to work on contracts in different structures and different pricing models and in different formats without having to… start from scratch every time, is really helpful.”

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