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Pitney Bowes unlocked the value of data hidden within their contracts
Industry
Shipping and Logistics
Key Results:
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Capture previously unknown revenue opportunities based on contract terms
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Generate reports to inform C-Level strategic decisions within minutes
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Streamline the process of releasing General Rate Increases (GRI) to the appropriate customers at the right times
“We are in a rapidly growing industry that changes on a dime. Our sales operations have to be scalable and repeatable, and that’s exactly what Pramata has given us.”
Erica Bell
Vice President, Sales Operations & Client Strategy
Executive Summary
As a global provider in the rapidly evolving logistics and shipping industry, Pitney Bowes knows information is everything when it comes to maintaining a competitive advantage. They also knew they lacked essential information that individuals and teams across the business needed to continue growing. Trying to wrangle contracts manually was proving unsuccessful and Pitney Bowes had to find a better way.
With Pramata, Pitney Bowes went from having “a room full of books” to a meticulously organized “library.” With total visibility and insights accessible directly from Salesforce, Pitney Bowes can now:
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Capture previously unknown revenue opportunities based on contract terms
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Generate reports to inform C-Level strategic decisions within minutes
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Streamline the process of releasing General Rate Increases (GRI) to the appropriate customers at the right times
CHALLENGES
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The team had no immediate or accurate visibility into even the most basic customer renewal elements, like which contracts were up for renewal and when
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Previous attempts to create a system for uncovering contractual data included low-tech and manual processes, which ultimately failed
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Without insights into the data held in the terms of their contracts, the business wasn’t able to leverage that data for growth
SOLUTION BENEFITS
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Implementing Pramata made Pitney Bowes think critically about what contract data they needed and they should report it out
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Contract research time dropped from weeks to minutes
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Pitney Bowes now has a technology infrastructure that enables their contract process to be scaleable and repeatable, which is vital to profitability and growth
Discover a better way to manage your contracts.
See the radically simple contract management solution that has been trusted and vetted by some of the largest companies in the world for over 15 years.