iLogos Full Cycle Development Game Studio – Transforming Sales Operations for Enhanced Growth

Client: iLogos 

Industry: Game Development

Challenge: Streamlining and enhancing sales processes to improve efficiency and drive growth.

Project Length: 6 months +

Overview

iLogos Game Studios, a leading game development company, partnered with us to perform a comprehensive audit of their sales department. The goal was to identify inefficiencies and implement solutions that would streamline their sales & marketing processes, increase the quality of their sales engagements, and drive growth. After a thorough evaluation, five key areas of improvement were identified and started to be implemented, leading to predictable results.

Sales Review and Road Map Creation

Challenge: iLogos Company recognized the need to overhaul its sales department but required expert guidance to identify key areas for improvement and create a structured plan for implementation.

Solution: Our team conducted an extensive Sales Review across all departments within iLogos’ sales operations. Over a two-month period, we worked closely with their team of Business Development, Operations, Marketing, Delivery to analyze current practices, identify bottlenecks, and gather insights from key stakeholders.

Road Map Creation: Based on the findings of this comprehensive review, we developed a detailed Road Map of Improvements for the next 9-12 month duration. This roadmap outlined specific actions to be taken, prioritized according to their impact on sales performance and feasibility. The roadmap served as a strategic guide for the entire transformation process, ensuring that each improvement was systematically implemented and aligned with the company’s overall objectives and P&L planning.

Implementation: Following the roadmap, we successfully implemented a few suggested improvements from 5 already, including the development of new Offer Creation frameworks, CRM enhancements, and lead generation strategies. The structured approach allowed for a seamless transition to the new processes and ensured that each initiative was integrated effectively into the existing sales operations.

Ongoing Collaboration: We continue to work with iLogos, providing ongoing support to refine and optimize their sales strategies, ensuring sustained growth and adaptability in a rapidly changing market.

Key Improvements

1. Developing a Comprehensive Presentation Framework

Challenge: iLogos needed a more sophisticated way to present their solutions, team expertise, and technical vision to clients, particularly for high-value projects.

Solution: We created a detailed Presentation Framework that allowed iLogos to communicate complex ideas more effectively. This framework included an in-depth analysis of client challenges, a detailed introduction to the team’s background, and a clear presentation of the technical vision tailored to each client.

Result: Within one month of implementation, iLogos was shortlisted by one of the industry’s leading companies for a potential $5 million project.

2. Implementing a Streamlined Pre-Sale Framework

Challenge: The pre-sale process was inefficient, leading to delays in lead qualification, estimation, and presentation to clients.

Solution: We developed a robust Pre-Sale Framework designed to expedite lead qualification, improve the accuracy of estimations, and provide more comprehensive presentations to clients. This framework ensured that clients received the right solutions with accurate budgeting in a timely manner.

Result: The new framework significantly reduced the time required for pre-sale activities, enabling the sales team to respond more quickly and effectively to client needs.

3. Enhancing CRM Reporting with Salesforce

Challenge: The existing CRM system lacked the necessary visibility and tracking capabilities, making it difficult for the Board to monitor sales activities and outcomes.

Solution: We restructured the CRM reporting process using Salesforce. This included updating all records, revamping the Deal Pipeline logic, and creating custom widgets that provided real-time insights into sales activities and results.

Result: Board members now have access to timely and accurate data, enabling better decision-making and a clearer understanding of sales performance.

4. Developing a Targeted Lead Generation Strategy

Challenge: iLogos needed to activate multiple channels to bring more qualified leads into the sales pipeline.

Solution: We helped to guide a comprehensive Lead Generation Strategy Plan that integrated LinkedIn, email campaigns, social media, and inbound marketing efforts. This multi-channel approach was aimed at generating new, high-quality leads for the sales team starting from the next quarter Q3 2024.

Result: The new strategy successfully activated these channels, leading to an increase in the number of prospects entering the deal pipeline.

5. Creating a Prospecting Flow with Video Follow-ups

Challenge: The quality of follow-ups needed improvement to maintain engagement with prospects and convert them into clients.

Solution: We introduced a new Prospecting Flow that incorporated video replies as part of the follow-up process after any interaction with prospects from conferences or classic outreach campaigns. This personalized approach was designed to increase engagement and improve the chances of conversion.

Result: The use of video follow-ups has resulted in a noticeable improvement in engagement rates, leading to higher-quality interactions and a better overall prospecting process. Planning to increase conversion rate from Normal Reply to Warm up to 50% 

Feedback from iLogos GameDev Board Members

CEO, Board Member, Nikolay Minaiev

“The transformation of our sales department has been nothing short of extraordinary. The new frameworks and strategies implemented by the consulting Sales Label team have not only streamlined our processes but also significantly improved our ability to connect with high-value clients. Being shortlisted for a $5 million project within just one month of implementing the new Presentation Framework is a testament to the effectiveness of these changes. The insights and tools provided have empowered our team to operate at a much higher level of efficiency and precision.”

Conclusion

By addressing these five key areas and following a well-structured Road Map of Improvements, iLogos was able to transform its sales operations, resulting in faster lead processing, more effective client presentations, improved CRM visibility, and enhanced lead generation and prospecting efforts. These changes have positioned iLogos for continued growth and success in the competitive game development industry.