Overview
Built a CRM-connected advertising sales platform for a leading Nordic digital marketplace. Connected audience data, targeting options, advertising formats, pricing and sales contacts into a single self-service portal for advertisers and media agencies, replacing a fragmented sales experience with a repeatable path from research to qualified inquiry.
Who This Is For
Digital marketplaces, media organisations, B2B platforms, or advertising sales teams selling complex or configurable advertising products to buyers who want to explore audience data, formats and pricing before ever speaking to a salesperson, and whose CRM and sales contacts are disconnected from that self-service research.
The Challenge
FINN, a leading Nordic digital marketplace, had a strong advertising proposition, extensive audience data and dedicated sales teams across several markets. Its digital sales experience did not connect those assets into a coherent path for advertisers and media agencies. Information about audiences, targeting options, advertising formats, prices, specifications, research and sales contacts was fragmented. Prospective buyers often needed to contact the sales organisation for basic information before they could assess whether an opportunity was relevant. The company was also introducing a simpler pricing structure and a new key-account team for major advertisers and agency relationships. Its advertising portal needed to support these commercial changes, not simply describe them.
What We Propose
Advertising Services Portal - Brought together audience reach, market data, targeting options, advertising formats, prices, specifications, customer evidence and media-planning information across FINN's different marketplaces, with each market area linked directly to the appropriate sales contacts. Contact Discovery & Routing - Structured routing to the right sales contact by market and customer type, so buyers reached the person responsible for taking their opportunity forward. Commercial & FAQ Separation - Separate handling for commercial inquiries and frequently asked questions, keeping sales capacity focused on qualified conversations. CRM-Connected Newsletter Registration - Newsletter sign-ups wired directly into FINN's CRM database as structured requests, connecting digital interest to follow-up activity. Reusable Market Templates - Reusable page templates deployed across multiple advertising markets, keeping structure consistent while content stayed market-specific. Self-Service Publishing & Administration - Self-service publishing for market and sales teams, with administration controls for contacts, presentations, pricing and supporting material.
Why It Matters
Buyer education moved upstream - Advertisers and agencies could explore FINN's audiences, formats, targeting capabilities and prices before ever contacting sales, reducing dependence on salespeople for basic information. A clearer route to the right conversation - When a prospect was ready to continue, the portal pointed them to the relevant commercial team rather than a generic contact form. CRM-connected follow-up - Newsletter registrations entered the CRM as structured requests, creating a direct link between digital interest and sales follow-up. Scalable across markets - Reusable templates and self-service publishing gave individual market teams control over fast-changing sales material while keeping a consistent structure across the whole advertising operation. One repeatable journey - Audience interest → market and targeting evaluation → product and pricing information → identified sales owner → CRM-connected follow-up, replacing an ad hoc sales process with a scalable digital front end.
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