insightsoftware > Case Studies > How Viamedia Transformed Their Way of Managing a Distributed Sales Team

How Viamedia Transformed Their Way of Managing a Distributed Sales Team

Customer Company Size

Large Corporate

Region

America

Country

United States

Product

Dundas BI

Tech Stack

Data Analytics
Data Visualization
Data Integration

Implementation Scale

Enterprise-wide Deployment

Impact Metrics

Productivity Improvements
Customer Satisfaction

Technology Category

Analytics & Modeling - Real Time Analytics

Applicable Industries

Telecommunications

Applicable Functions

Sales & Marketing

Use Cases

Predictive Quality Analytics
Real-Time Location System (RTLS)

Services

Data Science Services
System Integration

About The Customer

Viamedia, established in Kentucky, USA, is an independent local ad management company, delivering effective cross-media digital and video advertising solutions for advertisers across the United States. With a focus on accelerating revenues through the power of media, Viamedia provides customers a full turn-key solution, with a comprehensive suite of services. Since 2001, Viamedia has amassed countless accolades for industry excellence, serviced upwards of 10,000 advertisers, achieved nationwide coverage, and have established themselves as the video industry’s largest, leading, independent advertising management company in the United States.

The Challenge

Viamedia operates in over 70 markets across 35 states, and services their entire operation, regardless of function, from their corporate headquarters in Kentucky. As such, their Sales team is heavily dispersed throughout the country. Consequently, as Viamedia grew their operation, it became increasingly difficult for their Sales managers to correctly identify market performance, and even more difficult to obtain real, accurate data and effectively manage their teams via standardized guidelines. Viamedia recognized that in order to maintain their success, it was imperative they had access to an internal application that would empower management to ask the right questions at the right times, and enable them to understand how each market (individually and as a whole) was performing compared to goal presently, and at subsequent periods of time. Moreover, Viamedia coveted an application that would provide management with the tools necessary to deliver consistent and relevant coaching, and would help their Sales teams grow professionally, financially, and personally, and would improve their overall performance. Ultimately, Viamedia required an application that would allow them to identify potential performance deficiencies, and ensure key metrics were achieved by helping them make accurate decisions, backed by data.

The Solution

An integral component to Viamedia’s continued perception as trailblazers in this industry, and driving force behind their award-winning advertisements, has been their ongoing commitment to innovation and desire to leverage best-of-breed technologies. This pioneering mindset led them to implement an application that would facilitate the growth of a remote sales team and would foster a performance-driven culture that transcends geography; all while giving them access and visibility into their data that would empower management to coach and take action upon, and ensure sales objectives are met. With the assistance of Dundas BI, Viamedia was able to consolidate data from numerous disparate data sources, and create one cohesive solution that displays actionable information and empowers their users to dig deeper into their data, and ask (and ultimately answer) questions with progressively greater granularity.

Operational Impact

Management is able to sell to, cover, and report on multiple markets, through one centralized solution, and are able to answer high-level questions pertaining to the status of the organization.
Viamedia’s been able to recognize precisely which segments are succeeding, which are struggling, and in which direction each is trending.
They’re also able to better measure marketing and operational efforts, and can accurately assess whether certain campaigns result in performance improvements of select segments.