The Business Problem:

Missing Opportunities Due to Low Visibility 

ARCA’s partnership with Rhythm began with their desire to grow sales and gain a comprehensive view of their global activities.  

As a leading provider of teller cash recyclers (TCRs) with customers around the world, ARCA’s success was supported by an international team. Company leaders lacked an easy, centralized system for visualizing data from their widely-distributed employees. 

They also lacked visibility into first appointments set by their indirect channel partners—which meant they were missing out on sales opportunities. Grabbing hold of these opportunities would yield substantial impact for their pipeline. 

How Rhythm Helped:

Rolling Up Complex Metrics 

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.

Revealing Prospects  

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

ARCA’s dedication to tracking distinct and unified sales data paid off—big time. During their partnership with Rhythm, they: 

• Doubled their sales pipeline
• Changed the structure of their indirect sales channel
• Gained visibility into team members’ KPIs across the globe

“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.”