Tempo has a great history with Addteq, who started using our product back in 2011. In 2015, we wrote a high-level blog on their reason for switching to Tempo Timesheets. Today, Shardul Juyal of Addteq gives you a deeper look into how their sales team benefited from using Tempo Timesheets.
Addteq is a global professional services firm with more than 12 years of experience in delivering software solutions for enterprise clients. The company is headquartered in Princeton, New Jersey with satellite offices in NYC, Pune, Bangalore, and Singapore. Addteq is a Platinum Atlassian Partner, which gives them access to the highest level of resources and technology that Atlassian offers.
The leadership team felt that there was a gap in the predicted vs. actual efficiency of the sales team, and realized that they had difficulty identifying where the sales team effort was being placed or understanding if prioritization was correct. In other words, the team was looking to solve discrepancies in more than one area.
Tempo Timesheets - For sales resources
Because the Addteq India team extensively uses Jira Core to manage its sales and marketing operations, they believed that Tempo Timesheets would be a good fit due to its integration with Jira and the opportunity to fill the gaps identified. By both creating new fields in Jira tickets to improve their classification and logging work in Tempo Timesheets, Addteq’s leadership team acquired a complete overview of the sales pipeline and gained a more granular view of the sales operations. As a result, they were able to find how much time was spent in customer identification, the turnaround time for each type of client, and also pinpoint specific areas where the sales team was being bottlenecked.
What Addteq found
With the reporting function in Tempo Timesheets, Addteq’s leadership team was able to discover 4 extremely valuable insights:
- A significant amount of time (close to 4 hours a day) was consumed in administrative or financial tasks like creating proposals, documenting meetings, closing payments etc.
- Comparatively little time was spent in customer interactions (about 2 hours a day)
- Different individuals were highly specialised in particular areas.
- Little to no time was recorded against upgrading skills.
The benefits - Expected ones
Addteq was able to identify how they could reduce the time spent on administrative tasks and increase the time spent interacting with customers. For instance, Addteq discovered that a big portion of the consultants’ time was spent on repetitive tasks. As such, these tasks were automated to boost the team’s efficiency. In addition, the team created multiple templates in Confluence to use for proposals, requirements, and other documents. If older versions of these templates existed, they were cleaned. This reduced the redundancy of sales resources by about one and a half hours a day. In other words, Addteq was able to save 4 days per person per month for every sales resource created. Finally, assigning tasks to specialised members of the team smoothed out the team’s efficiency. From an operational standpoint, all these changes led to significant improvements in cycle times, and average time spent per deal/issue. From the standpoint of the sales team, they were able to allocate more time towards customer interactions, leading to a better understanding of customers and a more personalized experience.
The benefits - Unexpected ones
The implementation of Timesheets also provided some benefits beyond the scope of the sales team. Addteq takes pride in promoting skill development for its employees, but while the team did do some skill development, very little time was recorded against it. Perhaps it was due to a lack of communication regarding the skill development and the initiatives. To remedy this, a minimum fixed time was mandated towards skill development for each resource along with internal training. Today, the entire sales and marketing team has completed at least one Atlassian certification each, along with various other core skills; Tempo Timesheets has made it very easy to monitor and manage resources, especially those working in remote locations.
Addteq plans on keeping Tempo for time organization, with a focus on reducing the turnaround time for deals and issues. Addteq is also looking to add the Tempo Google Calendar integration and the Tempo Mobile App to their daily operations to further benefit from Tempo and Jira.
Want to discover bottlenecks in your organization’s processes and acquire actionable business insights? We recommend visiting our partner, Addteq, to help you assess and maximize the impact of Tempo Timesheets - they have been experts of the tool for more than 8 years.