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Case Study

Relay Payments scales their sales teams on top of a firm go-to-market engine

Relay - Logo Image
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Increase reportability

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Increase Visibility
REVVING UP REVENUE
How Relay Payments optimized sales
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The Client

 
Relay is an end to end payment network proving a new payment option for the logistics industry.

The Problem

  • Sales process was not ideal for scaling.
  • They wanted a reliable tech stack to be able to report on what was closing deals.
  • Small team - they didn't have the capacity to stand up a new sales process and run their business.
  • Limited_Control

    Limited Control

  • Limited_Control

    Limited Control

  • Limited_Control

    Limited Control

Relay Payments - Problem Image

The Solution

  • Set up Salesforce integration building sequences, lead stages & cycles, and sales automation.
  • Set them up with robust reporting so they could determine the success of sales efforts and plan for future growth. 
Relay Payments - Solution Image

The Outcome

As a small startup where everybody sells, the team was finally able to leverage a process that yielded results with measurable outcomes. Using Outreach and the Salesforce dashboards we put in place, they can see how each action they took directly contributed to deals closed. By implementing Aircall, we also gave them the tools necessary to handle and report on inbound phone calls. As a small team that is responsible for more than selling, these processes were critical. The team is now actively bringing on jr. sales hires, confident in the ability to manage and scale the sales team on solid infrastructure.
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Increase Reportability
New process yielded results with measurable outcomes. 
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Increase visibility
By implementing Aircall, we also gave them the tools necessary to handle and report on inbound phone calls.  

The Tools

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Why Aptitude 8?
Relay Payments
Relay Payments chose to work with Aptitude 8 because we not only had the technical expertise to implement their sales stack, but also brought our strategic insight to bear with our Sales Engagement Practice. A8’s unique ability to contribute to the larger discussion on how things should work, while also helping get the right data model in place for growth made us the obvious choice for Relay over another Outreach or SFDC exclusive provider.

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About Aptitude 8

Implement. Integrate. Optimize.

Aptitude 8 is a technical consulting firm that helps companies make their business process, and the tools they use to deliver it, a competitive advantage. In today's business environment, the experience your customers have when buying from you is just as important as what you're selling. We build it better.

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