AT A GLANCE
Customer: MediaValet
Industry: Enterprise Digital Asset Management
Engagement Type: On-Demand Sales & Marketing Operations Expertise
Challenge: Manual lead handling, limited visibility, and strained internal capacity
Solution: Redesigned lead management workflows, repeatable sales processes, improved data and reporting infrastructure
Impact: Streamlined operations, clearer reporting, higher productivity, and a foundation for scalable growth
The Context
Operational bottlenecks and manual lead workflows were limiting growth
MediaValet is an enterprise digital asset management solution helping organizations centralize, organize, and distribute content to drive collaboration and revenue. As the company scaled, operational inefficiencies in their lead-to-revenue engine created major hurdles.
Chief Revenue Officer Adam D’Angelo saw firsthand how broken lead workflows, inconsistent reporting, and limited team capacity made it difficult to forecast accurately or act on pipeline insights. Internal teams were bogged down trying to maintain systems instead of executing against growth goals.
The Challenge
Unscalable processes, unclear lead workflows, and limited reporting
MediaValet lacked the internal resources to resolve compounding operations challenges that were slowing growth and impacting revenue.
Key issues
Inefficient lead management: Sales was spending more time chasing data than engaging leads
No funnel visibility: Lack of lifecycle tracking prevented effective forecasting
Manual reporting: Teams couldn’t easily measure or optimize performance
Limited bandwidth: The lean internal team had too many priorities and too little time
The Iceberg Approach
Strategic RevOps partnership combining system optimization and process redesign
MediaValet partnered with Iceberg to overhaul its RevOps infrastructure—starting with lead management and expanding into scalable sales workflows and actionable reporting. The engagement emphasized both technical fixes and strategic guidance.
What we delivered:
RevOps Strategy & Scoping
- Conducted discovery interviews to align on goals and scope
- Prioritized urgent pain points into a short-term roadmap
- Delivered tactical execution + advisory support across initiatives
Sales Process Design
- Redesigned lead workflows to ensure timely follow-up and full visibility
- Created repeatable sales stages with clear entry/exit criteria
- Introduced shared definitions for what “good” leads and progress look like
Data Infrastructure & Reporting
- Implemented systems to provide accurate, real-time reporting
- Built dashboards to measure progress toward revenue targets
- Improved visibility into what’s working, and where to invest next
Systems Integration & Collaboration
- Optimized HubSpot and Salesforce for seamless marketing/sales workflows
- Aligned internal stakeholders through Slack and weekly roadmap reviews
- Proactively communicated system changes and bug resolutions
The Results
Lead clarity, actionable reporting, and a scalable revenue engine
In just a few months, Iceberg helped MediaValet turn fragmented operations into a coordinated, data-driven system.
KEY WINS
Improved lead visibility ensures no opportunities are missed thanks to a streamlined lead flow
Actionable insights give leadership real-time visibility into revenue progress and pipeline health
Tighter collaboration between internal teams and Iceberg is supported by Slack channels and weekly roadmap reviews
Repeatable sales process provides standardized entry and exit criteria to help reps move deals forward with consistency
Stronger execution allows internal teams to focus on strategy instead of fixing broken systems
Confidence in growth comes from a strong operational foundation that supports automation and strategic focus
