The Challenge

Readying the organization for significant transformation.

At the time of engagement, the product and engineering departments at a leading home services website had just launched an initiative to completely redesign its advertising platform. The redesign would optimize the distribution of leads to advertising service professionals on the site, streamline the selling and agreement acceptance processes, and unlock a new degree of marketing precision.​

The changes implemented with the new ad platform would significantly impact the more than 350-person sales and marketing organizations. So the team enlisted Credera’s help with program and change management.​

The Solution

Building a coalition of change makers.

Credera and the home services website company worked across organizational departments to ready the organization for change.

• Implemented a program management structure with six distinct workstreams to ensure sales and marketing readiness for pilot go-live​.

• Secured the sponsorship of all vice presidents and directors of the impacted organizations​.

• Enlisted the support of over 20 influential managers and sales reps to own preparatory task execution and to act as change agents​.

• Developed training and change communication plans and materials.

• Supported creation of the new product’s value proposition and sales pitch for the originations and account management groups​.

• Supported the development of the migration plan for existing advertisers​.

• Managed the capital expenditure budget for the entire product organization​.

• Coordinated several software vendors and systems integrated into the platform​.

The Results

Organization transitioned quickly to the new platform and outperformed the former system in the first month.

Through the partnership, the organization was well prepared for the transition that fueled rapid adoption and an increase in sales revenue during the first month of launch.

ENABLED SALES & MARKETING READINESS​

By the time the new platform was ready to launch, the more than 350-member sales and marketing organizations were well prepared​.

CATALYZED INVESTMENT & ADOPTION​

Incorporated over 50 key sales and marketing stakeholders in the preparation process, resulting in excitement and rapid adoption among their cohorts at go-live​.

FUELED PILOT TEAM SUCCESS & GENERATED BUSINESS RESULTS

The originations team that piloted the new platform outperformed the majority in sales revenue in the very first month of launch, even amid technology hiccups.​