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Executive Case Study
Case Study 4

Global Technology Platform Developer Outreach Transformation

Increasing developer engagement and advertising adoption through workflow redesign, automation, and sales productivity improvement.

3 hrs

Productivity Gain

Approximately 3 hours saved per agent per day

23%

Response Rate

Increase in developer response rates

No Addl. HC

Cost Efficiency

Growth achieved without proportional workforce expansion

Sales

Business Function

Developer outreach and advertising adoption

Manual Outreach Constraint

The outreach process was heavily manual, limiting productivity and constraining growth.

Scaling Challenge

Revenue growth expectations were increasing faster than workforce productivity.

Workflow Transformation

Workflow redesign and automation improved outreach capacity and response rates.

Global Technology Platform's advertising business wanted to increase engagement with app developers listed on the Play Store and drive higher adoption of advertising solutions.

The outreach process was heavily manual, limiting productivity and constraining growth.

A workflow redesign and automation initiative significantly improved outreach capacity and response rates without increasing staffing levels.

The organization needed to:

Increase developer engagement
Improve sales productivity
Expand outreach coverage
Avoid increasing operating costs

Leadership faced a common scaling challenge:

Revenue growth expectations were increasing faster than workforce productivity.

Detailed workflow analysis revealed:

Activity Time Consumed
Researching developers Very High
Gathering contact details High
Data entry Moderate
Actual engagement activity Low

Agents spent the majority of their time preparing for outreach rather than engaging developers.

Workflow Mapping Mapped end-to-end outreach process.
Activity Value Analysis Identified non-value-added activities.
Automation Design Implemented data extraction automation, lead preparation automation, workflow simplification and automated information gathering.
Operational Redesign Refocused agents on selling and relationship building.

Productivity

  • Approximately 3 hours saved per agent per day

Revenue Enablement

  • Significant increase in outreach capacity

Customer Engagement

  • 23% increase in developer response rates

Cost Efficiency

  • Growth achieved without proportional workforce expansion
Workflow MappingMapping end-to-end outreach journeys to identify productivity constraints.
Activity Value AnalysisSeparating value-adding engagement work from non-value-added preparation work.
Automation Opportunity AssessmentIdentifying where data extraction, lead preparation and information gathering can be automated.
Sales Productivity TransformationIncreasing outreach capacity without proportional workforce expansion.
Operational RedesignRefocusing agents on selling and relationship-building activities.
Benefit RealizationLinking productivity improvement to response-rate and outreach-capacity outcomes.

Many organizations focus on improving employee performance when the larger opportunity lies in redesigning the workflow itself.

Productivity transformation begins with process simplification.

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