Sanofi
AI & CUSTOMER GROWTH AT VOTE EARTH NOW
Vote Earth Now had run a successful campaign over the 2022 Federal Election using their Climate Action Score - which objectively ranked Australian politicians on their climate action. With the ambition to scale globally, they came to Analytic Solutions Australia to commercialise, redevelop their software, build a lean AI-enabled operating model, and go-to-market. In 6-months, we took Vote Earth Now from an idea to being presented to the United Nations General Assembly Science Summit.
OVERVIEW
Norman Disney & Young (NDY) is a premier engineering consultancy, renowned for its innovative solutions across a myriad of sectors. With a rich heritage of technical excellence, NDY serves a diverse clientele, encompassing areas like commercial real estate, healthcare, infrastructure, and education, among others. Their multidisciplinary approach, rooted in sustainable practices, positions them as trusted partners for clients navigating complex engineering challenges in both established and emerging markets.
INDUSTRY
B2B & B2C SaaS
COMPANY SIZE
5-10
LOCATION
Sydney, Australia
VALUE
$4.5M
ESTABLISHED
2020
THE CHALLENGE
The business needed
Working with Will was transformative for NDY. His expertise in data and unwavering commitment to our objectives made all the difference. We moved from fragmented data processes to a streamlined, data-driven approach in record time. Truly, partnering with Will was one of our most strategic decisions and I can recommend it to anybody in a similar situation.
Ric Navarro, CMO
OBJECTIVES
Develop opertional capabilities to del
Redevelop core business processes to streamline decision-making and create new ways of working.
Create reliable and automated dashboards and key business reports for company-wide and investor-grade reporting.
THE APPROACH
A 6-month engagement covered all aspects of building and re-launching the software covering information architecture, developing SOPs, user testing, market research, investor relations, and strategic partner engagements.
USER TESTING & SEGMENTATION
NDY's data sprawled across multiple platforms including CampaignMonitor, Salesforce, SQL Server, and numerous Excel spreadsheets. During Sprint Zero we met with the broader stakeholder set (i.e., Marketing and Tenders team) to catalogue the range of potential use cases. In addition to scoping out our own work, we build a multi-year data strategy that Eve could implement after the engagement ended.
The first stage of accelerating the stack was to ensure the quality and reliability of data inputs. We refreshed data collection from over 10 tools, including writing custom scripts to extract affiliate acquisition data. Using Fivetran for ETL, we aggregated this data into dbt for modelling. Utilizing Python and SQL, we meticulously cleaned and prepared the data. Our focus was on moulding this data into datasets that accurately mirrored NDY's business requirements.
DEVELOPING THE OPERATING MODEL
“NORTH STAR” DASHBOARD SUITE IN POWER BI
To kickstart the data transformation, we created the team’s first commercial dashboard in Power BI. The dashboard is consumed by the leadership team on a weekly basis and reports on foundational commercial health metrics, including key areas such as: GMV, revenue, customer segmentations, and unit economics. Not only does it provide greater analytical granularity, but also enabled the team to answer questions such as:
Is revenue concentrated in a very small number of customers?
Which materials have higher take rates and profit margins?
Do we have any opportunity to grow revenue in new geographies?
With this dashboard in place as a ‘single pane’ view of the entire business, the broader organisation became familiar with Power BI and its self-service capabilities.
INVESTOR PREP KIT & DATA ROOM
A key goal was to get seed capital ready. We developed key artefacts for the business including technical diagrams, revenue and cost forecasts, marketing materials, and investor pitch decks.
STRATEGIC PARTNERSHIPS COMMUNICAITONS
Like most businesses, we knew that strategic partnerships would be foundational to long-term growth. We helped the team identify, engage and close a number of strategic partnerships that delivered immediate financial value, increased brand value, unlocked accelerated customer growth by leveraging our partner’s networks.
THE RESULT
Over a 12-week rapid engagement, we overhauled the Marketing & Tender function’s data ecosystem:
Functional transformation: NDY's crucial functions experienced a complete transformation, transitioning from fragmented data processes to a centralized, efficient system.
Single-source-of-truth for commercial metrics: Empower the team with self-service data visualisation tool for data-driven decision-making.
Spurring a data-driven culture: Create reliable and automated dashboards and key business reports for company-wide and investor-grade reporting.
Will was the catalyst for us to go from good idea to reality. He was hands on in driving outcomes that created value for the business, through customer research to coordinating software delivery. Very knowledgeable in the product, analytics and AI space - and a fantastic sounding board and implementer.
Rob Eisenberg, Founder