How AGT Engineering & Operations grew its revenue by 161%
Athens-based construction, facilities management and operation services firm AGT Engineering & Operations Services has offices in all the key regions of Greece.
- Industry: Engineering
- Location: Greece
- Key feature: Deals Management
By integrating Pipedrive, AGT Engineering & Operations grew its Revenue by 161% and is closing 20% more deals every year.
161%
Percentage revenue increased since integrating Pipedrive
50%
The number of deals lost has been halved in a year
10
Extra working days a month are now focused on selling
The challenge
Before adopting Pipedrive into their sales process, the AGT Engineering & Operations Services team were using spreadsheets to manage their contact and deals data.
With spreadsheets, they were struggling to gather and store the necessary lead information to push through deals. They were usually having to resort to emailing colleagues or searching through their inboxes when they wanted to find information about a particular lead. Due to the lack of immediate insight they were able to get into their sales, the AGT sales team were also unable to forecast realistic sales results.
The solution
Before Pipedrive there was a lot of searching through data in the sales process. Now, with Pipedrive, AGT’s sale process is clear and streamlined. It’s divided into two cycles:
- First, they target the client (opportunity) and add them to their Pipedrive records, make cold calls, find contacts in relevant positions with whom to initiate communication and organize meetings. After the meeting, they add the contact details to Pipedrive, set the appropriate activities and follow it until the request for a bid arrives.
- Second, they carry on with communication plans customized for each client until they enter their shortlist on project auctions or establish a more direct cooperation on a permanent basis.
With Pipedrive, the AGT team can improve their productivity by re-contacting clients with whom they’ve lost touch. With the Pipedrive mobile app, they can add new information into an easy-to-use visual interface to process sales more efficiently.Seeing the information they need, where they expect to see it, has simplified everyday selling and made communications faster, which improved the quality and reactiveness of decision-making across departments.
The results
The AGT team now spends less time exchanging multiple emails and phone conversations. Also, there is less need for time-consuming information gathering to produce reports. Instead, they look in Pipedrive and check live dashboards for sales results.
They can now understand clearly why deals were won or lost and respond quicker. Sales and Marketing are also working more closely in sync. The sales team check sales data in dashboards, while Marketing pull reports based on custom fields to measure the effectiveness of the corresponding campaigns.
As a result of their improved processes, the team has seen impressive year-on-year growth:
Revenue generation has increased per year:
In 2017, revenue grew 120%
In 2018, it grew 18%
From the start of 2019 until the end of Q3, it grew 23%
There have also been fewer deals that weren’t won compared to previous years:
In 2017, there was a 15% reduction in the number of lost deals
In 2018, there was a 20% reduction
In the first three quarters of 2019, there was a 50% reduction
New deals increase rate:
- In 2017, there was a 20% increase in new deals
- In 2018, there was a 25% increase
- In the first three quarters of 2019, there was a 23% increase
The results
The AGT team now spends less time exchanging multiple emails and phone conversations. Also, there is less need for time-consuming information gathering to produce reports. Instead, they look in Pipedrive and check live dashboards for sales results.
They can now understand clearly why deals were won or lost and respond quicker. Sales and Marketing are also working more closely in sync. The sales team check sales data in dashboards, while Marketing pull reports based on custom fields to measure the effectiveness of the corresponding campaigns.
As a result of their improved processes, the team has seen impressive year-on-year growth:
Revenue generation has increased per year:
In 2017, revenue grew 120%
In 2018, it grew 18%
From the start of 2019 until the end of Q3, it grew 23%
There have also been fewer deals that weren’t won compared to previous years:
In 2017, there was a 15% reduction in the number of lost deals
In 2018, there was a 20% reduction
In the first three quarters of 2019, there was a 50% reduction
New deals increase rate:
- In 2017, there was a 20% increase in new deals
- In 2018, there was a 25% increase
- In the first three quarters of 2019, there was a 23% increase