Genius Sports streamlines global revenue operations with Agentforce Revenue Management.

As Genius Sports accelerated toward their public listing on the New York Stock Exchange, they saw a potential blocker to sustained growth: quoting and invoicing. With a diverse and growing portfolio of products, including consumption-based data feeds and complex media campaign licenses, the process of creating compliant quotes and sending accurate invoices was increasingly complex and time-consuming. Additionally, the team was contending with a complex tech stack and a slew of custom objects in deal records, making it difficult to find the right information quickly. The resulting “messy middle” of the deal process prompted Genius Sports to rethink its operations, with a focus on consolidating and standardizing operations on a single platform.

Genius Sports began their journey by onboarding RCA and RCB for all of their quoting and invoicing. By moving away from custom objects and toward standard objects, they created a central nervous system for their revenue team. This allowed usage data from Snowflake to join seamlessly with job codes and invoice records via Data 360, providing a single source of truth for the entire commercial team.

To solve the quoting friction, Genius Sports is working with their partner, Nextview, to build a custom quoting agent with Agentforce to autonomously create quotes. Built natively on the same platform as RCA and RCB (the Headless 360 platform), this agent will act as an active partner to sales reps. Instead of manually navigating complex configurators and multiple tools, reps will be able to use natural language to tell the agent what they need.

A key use case for this is campaign renewals and extensions. Previously, a rep had to manually add up to 10 campaign jobs from an old quote to a new one, reentering every attribute. With the quoting agent, the rep will be able to simply ask the agent to create a renewal quote and clone relevant details from earlier quotes. The agent will identify the information to copy, update the dates for the new year, and ensure the quote remains compliant with all product catalog rules.

The implementation of the quoting agent will result in an estimated 90 seconds of time savings per quote creation. For a high-volume media team, this represents a significant shift in capacity. The agent will also ensure that the commercial team remains cognizant of pricing and charging guidelines while they’re constructing a deal, ensuring they aren’t bogged down with manual compliance checks.

Genius Sports chose Salesforce not just for their current capabilities but for their future-proof infrastructure. The ability to build custom agents that maintain role-based access permissions ensures that they’re always grounded in security and trust. This foundation has allowed Genius Sports to meet a significant milestone: passing automated invoice records directly to their Enterprise Resource Planning (ERP) system.

By automating 80% of their invoices, Genius Sports has drastically reduced the time sellers spend on billing inquiries. Sales reps can now see the payment status of their customers directly adjacent to their sales pipeline in Agentforce Sales, unlocking insights that were previously trapped in siloed finance systems.

Looking ahead, Genius Sports is on a journey to move their entire revenue experience into Slack. By leveraging Agentforce Revenue Management’s native support for Slack, sales reps will soon be able to generate job codes, submit quotes for approval, and manage their entire commercial workflow without ever leaving their primary communication tool. This transition into a fully Agentic Enterprise will ensure that Genius Sports continues to scale like a company many times their size.