Driving Cross-Buiness Unit Collaboration

Background 

Why AT Technical? Having successfully delivered a contracts management solution using SharePoint, Lists, and Approvals to streamline processes and support compliance policies, AT Technical had already built a trusted partnership with the client. After the initial project’s success, the client identified a new business objective: to enhance cross-division collaboration to boost sales. 

The account business partner proposed a plan to track and visualise collaboration data through a leaderboard, turning to AT Technical for guidance on how to best implement this solution. 

The Challenge

The client needed a user-friendly way for sales teams to:

• • • Submit and track progress: Enable individual sales representatives and teams to log collaboration activities and monitor their progress.

    • Visualise performance: Provide a dashboard to display high-level statistics and insights.

    • Validate data: Implement approval workflows to verify submitted interactions.

    • Streamline access: Integrate the app with Microsoft Teams for easy adoption.

    • Automate reminders: Send notifications for pending approvals to maintain data accuracy and timeliness.

These challenges were holding back operational efficiency and preventing teams from scaling their work effectively.

The Solution

• Gamified sales experience: Created a fun, interactive system that incentivised teamwork across multiple business units. 

• Seamless collaboration tracking: Automated point allocation based on the type of interaction, whether it was a joint client meeting or a new business contract. 

• Approval-based validation: Ensured data integrity by automating approvals, requiring both the submitter and the recipient to confirm interactions. 

• Real-time leaderboards: Automatically updated leaderboards showcased top collaborators at both individual and team levels. 

• Insightful monitoring: Enabled leadership to track and measure the impact of cross-division collaboration on sales outcomes. 

The Results

With AT Technical’s expertise, the client harnessed the power of Microsoft tools to achieve tangible business results: 

• Wider service reach: 1,600 collaboration introduction emails sent. 

• Stronger joint efforts: 125 joint meetings held across business units. 

• Direct sales impact: 13 new sales won directly through the collaborative sales initiative. 

• Cultural transformation: Fostered stronger relationships and deeper product knowledge across teams. 

• Global recognition: The in-country team using the technology became a global example of collaboration excellence within the organisation.