Optimizing sales operations and quote data quality for aviation technology

AFV Partners is a global technology holding company specializing in mission-critical software and data solutions for the aviation industry. They acquire and invest in companies like APG (aircraft performance software), RocketRoute (flight planning services), and Seattle Avionics (electronic flight bag and chart data). Their core mission is to deliver data transparency and operational excellence for their clients.

AFV Partners, despite their rapid growth, faced obstacles within their sales team's workflow. Duplicate leads cluttered their database, weakening data accuracy and slowing down the sales process.

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• AFV Partners faced issues with duplicate leads, hindering data quality and sales team efficiency.
• Inefficiencies with the web-to-lead form capture process were creating data inconsistencies.
• The lack of a unified view of client flight data (both theirs and competitor software usage) created bottlenecks for targeted sales strategies and competitor analysis.
• Bugs and inefficiencies within the quotation system could have resulted in miscalculated quotes.
• Without the automation linking contacts based on tags, it would have been difficult to ensure the right contacts were included in targeted Salesforce campaigns.
• Outdated or missing information within the CPQ system could have caused inaccurate quotes by not reflecting the latest product configurations and pricing.

• Organized and accurate data empowered the sales team to work with up-to-date information, streamlining sales processes.
• Fixing bugs and ensuring accurate data within the CPQ system minimized miscalculations and inconsistencies, leading to more reliable quotes for clients and reduced delays.
• Real-time data visualization through custom maps provided valuable insights for sales operations and competitor analysis, enabling AFV Partners to develop data-driven strategies for continued growth.
• Automated lead capture through improved web-to-lead forms and integrated Mailchimp automation, linking contacts to targeted Salesforce campaigns.

• Performed maintenance, addressed bugs, documented processes, and optimized CPQ for accurate and efficient product configuration and quoting.
• Analyzed and documented the data model, implementing solutions to improve overall data quality within Salesforce.
• Automated linking contacts from MailChimp to Salesforce campaigns through tags
• Developed custom maps to visualize client locations, and flights planned with their software and competitor software, facilitating sales and analytics.
• Set up advanced flows, set up Advanced Approvals, and provide accurate pricing.