SPOTIFY SALES EXCELLENCE

Digitally enabled hypergrowth for Spotify's advertising incomes

TL;DR

Built a Salesforce-integrated tool for Spotify’s global sales team.
Enabled access to proven brand activation campaigns from around the globe.
Personalized, on-brand sales decks at scale.
Designed to fit real sales workflows and free up time for selling

About Spotify

Spotify is the world’s leading audio streaming platform, connecting millions of listeners and creators worldwide and driving global growth through innovative advertising solutions.

Services

Process mapping User research UX & UI design Web platform development Salesforce integration

Project

2016

13,000+

‍

man-days shifted from admin to selling

95%

‍

reduction in time to build a deck (from 8 hours to 5 minutes on average)

15,000+

‍

presentations created worldwide

The challenge

Missed ad sales growth

Advertising drives growth at Spotify, making up around 10% of revenue—EUR 678 million in 2019. To win advertiser budgets, sales teams needed to deliver high-impact, personalized pitches. Fast. It was common knowledge amongst sales reps that strong, relevant and proven content for ad sales was out there (ads, campaigns, screenshots, audio files, and more from across industries and markets),but finding and tailoring it for a pitch could take days. How do you make it easy to access and use the right content to drive better sales at scale?

The Solution

A Salesforce-integrated deck generator

We created a centralized digital ad library of 150,000+ ads and 90,000 campaigns with powerful search and campaign clustering, so sales reps could find and tailor the right assets for any prospect or industry in record speed. Salesforce CloudSense integration synced prospect info automatically, making it easy to build fully personalized decks and keep the sales process up-to-date. Reps could export attractive, on-brand presentations directly to PowerPoint or PDF, using mobile-optimized templates. With presentations ready in just 5 minutes instead of 8 hours, sales teams could spend more time doing what they do best: selling.

Success drivers

Tool that fit real routines.
Always leverage existing tech stack.

success driver 1

Tool that fit real routines

Instead of digitizing the old process, we interviewed and shadowed sales reps from multiple regions to understand daily routines and uncover real pain points. This hands-on, region-specific research revealed hidden blockers and shaped features like direct export, smarter ad sourcing, and mobile-optimized templates. As such, the tool felt intuitive, drove rapid adoption and delivered actual value across Spotify's global sales teams. Something generic digitization could never achieve.

Success driver 2

Always leverage existing tech stack

Instead of creating yet another tool, we embedded our solution in Spotify’s existing sales stack. By connecting with Salesforce, we made it an integral part of the sales cycle so reps could work faster, smarter, and with tools they already trusted.

Success driver 3

success driver 4