Ad Sales CRM with Automated Campaign Workflows for a Broadcast Media Company
Media & Entertainment
What They Were Facing
Pinnacle operated 22 television stations and 35 radio stations with a combined ad sales team of 180 account executives selling across linear TV, digital, and streaming inventory. The sales team used a 15-year-old ad sales system with no mobile access, no integration with traffic systems, and no automated proposal generation. Account executives spent 30% of their time on administrative tasks — building proposals in PowerPoint, checking inventory availability by phone, and manually entering orders. There was no cross-platform selling capability, and leadership had no unified view of revenue performance across TV, radio, and digital channels.
How We Solved It
AQBEE implemented Salesforce Sales Cloud with a custom media sales data model supporting multi-platform inventory across linear TV, radio, digital display, streaming, and social. MuleSoft integrated traffic and billing systems from three different vendors for real-time inventory availability and rate card data. A custom proposal builder generated branded, multi-platform media plans directly from Salesforce with automatic rate calculations, audience reach estimates, and package discounts. Flow Orchestrator automated the full order lifecycle from proposal acceptance through traffic order creation, scheduling confirmation, proof of performance, and invoicing. An Experience Cloud advertiser portal gave clients self-service access to campaign performance, proof of performance reports, and invoice history. Einstein Analytics provided sales leadership with cross-platform revenue dashboards, pacing reports, and seller performance metrics.
The Impact
Automated multi-platform proposal builder reduced proposal creation from 4 hours of manual work to 15 minutes with real-time inventory and pricing.
Unified inventory view enabled cross-platform package selling that increased average deal size by 28% through TV+digital+streaming bundles.
Automated order-to-traffic workflows reduced processing time from 5 days to same-day, eliminating missed air dates and make-good costs.
Automation of administrative tasks freed sellers to spend 36% more time on revenue-generating activities and client relationships.
“Our sellers were spending a third of their time building PowerPoint proposals and calling traffic departments to check avails. AQBEE gave us a system where a seller can build a multi-platform proposal in 15 minutes with live inventory, send it for e-signature, and the order flows to traffic automatically. Cross-platform bundling increased our average deal size by 28%, and our sellers are finally selling instead of doing paperwork.”
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