The Client

Starship Technologies is a pioneer in the autonomous delivery space, operating a fleet of self-driving robots that have completed millions of deliveries globally. As they moved from a disruptive startup to a global logistics powerhouse, their internal systems needed to match the sophistication of their hardware.

The Challenge

Starship was operating without a centralized source of truth, leading to "operational debt" that slowed down their global expansion. Their primary friction points included:

• Manual Data Silos: Accounts, contacts, and opportunities were managed across disconnected sheets, making global visibility impossible.

• Lead Inefficiency: There was no automated logic for lead assignment, meaning high-value inbound interest often sat stagnant or was routed to the wrong regional rep.

• Complex Product Rules: With various service models and regional pricing across different countries, sales reps struggled to maintain consistency in deal structures.

• Renewal Blindness: The lack of a standardized renewal process meant that existing contracts were being managed reactively rather than strategically.

The Solution

RevOps Automated executed a comprehensive, Salesforce implementation. We didn't just install software; we built a custom revenue engine tailored to the unique needs of a high-growth robotics company.

Key deliverables included:

• Architecture Design: We built a robust data model for Accounts, Contacts, and Opportunities that provides a 360-degree view of the customer lifecycle.

• Automated Lead Management: We implemented intelligent assignment rules. Leads are now instantly routed based on territory, product interest, and rep capacity, ensuring "speed-to-lead" remains a competitive advantage.

• Opportunity & Renewal Logic: We created standardized workflows for both New Business and Renewals. This included custom "Opportunity Stages" that reflect Starship's specific sales cycle and automated triggers for renewal reminders 90 days out.

The Impact in Numbers

By centralizing operations in Salesforce, Starship Technologies transitioned from manual firefighting to data-driven scaling.

1. Time Saved: Ending the "Admin Tax"

Before this project, sales reps were spending nearly 40% of their week on data entry and manual follow-ups. By automating lead routing and activity tracking, we reclaimed 6–8 hours per week for every rep. For a growing global team, this is the equivalent of adding multiple full-time hires without increasing headcount costs.

2. Money Saved: Reducing Operational Leakage

Manual systems lead to "revenue leaks"—forgotten renewals, double-booked leads, and mispriced deals.

• Operational Efficiency: By streamlining the opportunity-to-contract process, we eliminated the need for manual auditing and back-and-forth between Sales and Finance.

• Reclaimed Productivity: Based on a conservative team size and internal costs, the time savings alone represent an annual productivity gain of over €250,000.

3. Revenue Impact

The true value of this implementation lies in Revenue Acceleration.

• Conversion Uplift: Data shows that responding to a lead within 5 minutes makes you 21x more likely to qualify that lead. By automating Starship’s lead assignment, we directly impacted their top-line conversion rate.

• Renewals Protection: By automating the renewal pipeline, Starship has effectively "de-risked" their recurring revenue. No contract expires without a proactive sales touchpoint, significantly increasing Net Revenue Retention (NRR).