MTA Digital – continuation of the 2019 case study

Goals MTA Digital approached Casbeg with

When Kuba reached out to Casbeg a few years ago, MTA’s primary goal was to refine its sales process. The team leaders (MTA operates on a teal model and does not have typical “management”) believed the process could be more optimally organized.

Initially, There was a concern that we might not fully grasp MTA’s unique system and operations. However, this apprehension was proven unfounded, much to our mutual satisfaction.

The goal was to systematize the sales processes, finding ways for them to proceed smoothly and become effective.

For more details, check out the 2019 case study: Increase in generated leads and sales at MTA Digital.

What was the result of the collaboration with Casbeg?

“The collaboration with Casbeg left an excellent impression and, more importantly, a mark. We use your recommended CRM, and the methodologies have remained the same. You taught us to ask the right questions—questions that we still ask, but now there are many more.”

“I recommend consulting with Casbeg, especially for companies that need to gain a different perspective. Businesses at the beginning of establishing sales processes are developing—such consultations are a must-have for them. Effective sales require smart and experienced people. And while this experience can be built slowly on your own, engaging with experts saves time and avoids disappointments.”

“Consultations are refreshing compared to reading materials. Working with a person is completely different. And the opportunity to ask questions is precious.”

“The specialists at Casbeg opened our eyes to other solutions we needed convincing about. The consultants changed our way of thinking.”

When writing the original case study from 2019, we did not know what the future would hold and how MTA would utilize what they learned from us during the consultations. Therefore, we were pleased to see that the effects are still visible today:

“We are still working on better solutions, tightening the screws, and learning. Occasionally, a new thought or idea emerges that we can directly link to what we got from your consultations.”

As a result of our consultations, MTA implemented many improvements and developed processes and the foundations that we equipped them with. From a long-term perspective, Jakub recalls the following effects:

• Development of the CRM that we helped implement (including adding custom fields);
• Changes in the sales process—developing specific steps (stages) that are ultimately a hybrid of what Casbeg proposed and what MTA refined itself;
• Stabilization of sales processes and sales itself;
• Greater control over sales;
• Change in approach to reporting (transitioning from using spreadsheets to CRM);
• Increased emphasis on analyzing reasons for losses and sources of acquisition.

“You told me during our calls that we would still reactivate old leads. That’s exactly what is happening now—and it’s much easier to do on CRM than using spreadsheets.”

Kuba also mentions an effect that may not be typically business-related but has undoubtedly influenced how MTA is managed now compared to 4 or 5 years ago. This effect is patience. Quality data, the ability to forecast, and detailed analytics have meant that the organization doesn’t panic when a given month doesn’t close with the expected results. Greater calm and a sense of security have, of course, had a positive impact on employee satisfaction.

What value did the solutions proposed by Casbeg bring to MTA?

Casbeg recommended the introduction of a CRM from the very beginning. Our experience clearly indicates that this is an essential tool for proper management of the company’s financial forecasts. If someone wants to sell effectively, scale up, and develop, then a CRM is simply a necessity. We are pleased to see that MTA still uses our recommendations today.

MTA was initially not convinced about using a CRM, but as they admit:

“Your knowledge and experience won. That’s why we hired you, so it didn’t make sense not to trust you.”

While The initial adoption of Pipedrive and its associated changes were challenging, the long-term benefits in terms of improved data quality and analysis have been significant.

Kuba admits that the biggest difference is visible in the data quality. It is more comprehensive and trustworthy. As a fan of automation, the sales team has introduced a range of it. He created clear and up-to-date reports and dashboards, which have made it possible to move to detailed data.

Data, in turn, has affected financial transparency and forecasting capability. In a situation where MTA has been developing as dynamically as it has over the last few years, this has been crucial for the practical work of the HR department, which knows when it’s time to recruit and when to suspend hiring.

From chaos emerged methodicalness, process orientation, and its unification. There were no more extended situations where anyone could report differently in their way. Each person involved in sales knew what, when, and how to do it. The number of lost leads has decreased, and it is now much easier to take over sales topics when someone is on vacation or falls ill.

“The CRM has become a kind of supervisor, a mini-boss that started requiring consistency.”

Before our consultations and the introduction of the CRM, MTA’s sales approach was more flexible. However, the CRM has since become a kind of supervisor, demanding consistency and transforming the sales strategy into a more structured one.

Improving the solutions that Casbeg helped implement

Over these past few years, MTA has yet to stand still but has been developing its own ways to build on Casbeg’s foundations.

• Automation of managing specific stages of the sales process;
• Implementation of additional programs, plugins, and tools—such as Web Visitors;
• The ability to develop business intelligence with the help of data from the CRM and by operating on scripts;
• Developing new areas—currently focusing on lead generation.

Summary of the collaboration

The unique opportunity to talk with a client from several years ago gave us insight into the long-term effects of our consultations. We are glad that they are visible. This is precisely what we care about—ensuring that there is real value left after the collaboration with Casbeg—not just the solutions or tools developed but also a broader perspective on sales or marketing issues. We share our knowledge and experience with pleasure. Hearing that the effects are still visible even after years gives us an incredible boost of professional fulfillment.

We wish MTA Digital continued success, exciting projects, and consistently high ROI!