The Business Problem:

Missing Opportunities Due to Low Visibility 

When ARCA partnered with Rhythm, their goal was simple yet ambitious: to grow sales and gain a more comprehensive view of their global sales activities.

As a leading provider of teller cash recyclers (TCRs) with a worldwide customer base, ARCA’s success relied heavily on their international team. However, leadership struggled with a lack of visibility into the performance of their distributed teams. There was no easy way to centralize and track key performance metrics across multiple countries, and they were especially blind to the first appointments set by their indirect sales channel partners—leaving valuable sales opportunities untapped.

To truly grow their pipeline and capture more business, ARCA needed a system that could consolidate data, track key activities across the globe, and give them insight into missed opportunities.

How Rhythm Helped:

Streamlining Global Sales Metrics for Maximum Impact

Rhythm coaches guided the ARCA team to set KPIs that would give them insights into both current and future business performance. 

Teams and employees from around the world set their own local KPIs. The Rhythm software helped them to roll up these metrics into high-level KPIs that represented global numbers. This made for centralized, accurate reporting that allowed leadership to see the activities of their distributed teams—and understand how these activities impacted the business as whole. 

They also used the roll-up method to combine sales data from their three distinct sales channels, each with its own source of metrics. They set sub-KPIs four levels deep, which added up to a composite metric. This granted them visibility into the entire company’s sales progress.

Tracking the Indirect Channel for Actionable Insights

One crucial metric ARCA began tracking was their First Appointment KPI. This allowed them to see data from first appointments with end users of their indirect channel partners. “Putting visibility onto the metric really drove action,” shared Aubrey Meador, former President and Global Sales Leader. They decided to strengthen this channel with additional resources and promotional activities, yielding unprecedented results for their pipeline.

The Results:

2X the Pipeline and Global Visibility

The implementation of Rhythm’s system helped ARCA achieve remarkable outcomes:

• Doubled Sales Pipeline
• Revamped Indirect Sales Channel Structure
• Gained Global Visibility Into Team KPIs

“Rhythm has been a great tool for us,” said Aubrey. “I would recommend it to anybody who’s looking to do things at multiple levels and roll those up into a single metric.”