Revenue River increases closed-won revenue by 223%

Revenue River is a digital marketing and sales agency in Colorado and New York. They believe in operating on the razor's edge of digital tactics and technologies to provide solutions for their global client base.

The problem

Revenue River helps organizations align and connect technology towards meaningful results. When they looked at their own sales process, they saw a clear opportunity to practice what they preach.

Their sales team was creating client-facing documents in Word, uploading them into HelloSign, and sending them out for a signature. Then, the waiting game began. Reps had no idea how clients were interacting with their proposals and contracts.

The proposals themselves left a lot to be desired. The unattractive document lacked resources like imagery, video, integrated pricing tables, and client success stories. When it came down to it, they couldn’t quite capture the value proposition that the team at Revenue River brought to the table. Their marketing team built lots of great videos and well-designed content that was being underutilized in their proposals.

The solution

Eric Pratt, the managing partner at Revenue River, was already exploring options to optimize their closing process when he found PandaDoc at HubSpot’s INBOUND conference. He was intrigued not only by the internal solution PandaDoc provided but also as a solution he could offer to clients as part of the PandaDoc partnership program.

“PandaDoc is the single source for sales process and presentation domination.” Eric Pratt, Managing Partner

Eric and his team worked with our onboarding specialists and were up and running with PandaDoc in less than a month. They built out templates ensuring standard language and terms would be consistent while leaving flexibility for reps to incorporate marketing collateral.

By using the content library feature, each proposal is customized by easily dragging and dropping approved marketing collateral right into the document. Clients now receive interactive, design-rich proposals including video testimonials and case studies highlighting Revenue River’s expertise.

The results

Revenue River’s new sales process with PandaDoc is a significant advancement over their previous process.  At any time Eric can log into the PandaDoc dashboard and understand precisely what documents have been sent out, which are waiting to be signed, and which ones are completed. This visibility is empowering, allowing Eric and the rest of the team insights into outstanding items and status that didn’t exist previously.

Additionally, they can use their marketing collateral throughout their sales process, ensuring that their value proposition is clearly established.

Over their first 12 months since implementing PandaDoc, Revenue River has realized some amazing lift across all metrics within the sales cycle:

• 223% increase in closed-won revenue

• 45% increase in the number of deals closed

• 56% increase in the number of deals created

“PandaDoc has changed the way we go to market as an agency. The ability to layer into our proposals dynamic elements to illustrate experience and expertise has made all the difference.” Eric Pratt, Managing Partner

On top of speeding up their sales cycle, improving sales and marketing alignment, reducing laborious deal tracking, and blowing up their sales numbers, Revenue River has added an extra income stream to their business by becoming a PandaDoc partner. Revenue River empowers its clients to achieve similar sales-boosting results that they have by referring PandaDoc. Now it’s easier than ever to help their clients with what they do best: moving the revenue needle forward as efficiently as possible.

Editor 2.0 Update

One of the reasons Revenue River first made the switch to PandaDoc was to enable the sales team to add visual content to their sales documents. Editor 2.0 enables Pratt and his team to easily build themes and bring their brand to life through feature-rich documents with simple drag-and-drop functionality. He and his team used to send long documents that forced the recipient to endlessly scroll. Now, with the improved Page Break functionality, they have the option to shift the orientation of their documents in Editor 2.0 from portrait to landscape, giving them a more natural and almost presentation-like feel. 

Overall, the transition to Editor 2.0 was a huge success. But for teammates requiring additional assistance on a document, Pratt is able to collaborate in real-time. By Slacking Pratt the link to the document, he can jump right in and work side-by-side. The entire sales team saved a ton of time on document creation through bypassing a lengthy approval process and administrative work. Pratt is passionate about providing a seriously good, clean, and crisp user experience, and Editor 2.0 allows him and his team to provide document recipients with nothing but the best. 

Pratt’s thoughts on Editor 2.0? 

“It’s really like you have a canvas and you have a bunch of legos and you can configure, drag, drop, layer – you can just do so many things that you couldn’t do before…I’ve been able to bring our brand to life inside the documents.”