Dingo Media: How We Helped a Media Agency Transition Stress-Free from an Inadequate CRM and Unify Sales with Project Management
A sales team with massive freedom, campaigns ranging from online RTB to TV ads, and management terrified of migrating thousands of data points from their old system. Read how we safely migrated Dingo Media to Pipedrive, connected sales with production, and saved management weeks of weekend work.
About the Client: Full-Service with an Emphasis on Diversity and Freedom
Dingo Media (a subsidiary of the original Digital Ad agency) is a media agency that has been on the market for 8 to 9 years. They initially started in online marketing with an emphasis on RTB, but due to client demand, they grew into a full-service agency that also buys TV, radio, and billboard advertising.
Today, they have around 20 people and a stable portfolio of mid-sized clients across various industries—from pharmaceuticals and automotive to e-commerce (both B2B and B2C). This industry diversification, incidentally, saved them during the pandemic (the drop in cultural events was offset by the skyrocketing growth of book publishers).
Client acquisition is handled by a six-member sales team with a great deal of autonomy. The salespeople are not strictly divided by regions or industries. They can choose clients based on what they feel close to (someone might like traveling to Moravia, while another prefers cosmetics in Prague). The only things monitored are a sufficient marketing budget and ensuring the salespeople do not compete with one over.
The Challenge: Overcoming Old System Limits and the Fear of Change
For 5 years, the agency used the Insightly system—not only for sales itself but also for subsequent project management and the administration of active campaigns. However, the system was no longer technologically sufficient, new features weren't being added, and the agency hit the limits of its subscription. Upgrading would have meant doubling their costs.
Bára, who is in charge of the sales team, was afraid of the change.
"I avoided changing the CRM for as long as I could. I was dreading it. I expected a horror show, and the hysteria surrounding the transfer of thousands of data points was huge," she admits openly.
The goal was to find a system that could once again handle both phases: the sales part as well as the subsequent execution (campaign realization). After testing about five solutions (including Raynet and Freelo), Pipedrive emerged as the clear winner.
For 5 years, the agency used the Insightly system—not only for sales itself but also for subsequent project management and the administration of active campaigns. However, the system was no longer technologically sufficient, new features weren't being added, and the agency hit the limits of its subscription. Upgrading would have meant doubling their costs.
Bára, who is in charge of the sales team, was afraid of the change.
"I avoided changing the CRM for as long as I could. I was dreading it. I expected a horror show, and the hysteria surrounding the transfer of thousands of data points was huge," she admits openly.
The goal was to find a system that could once again handle both phases: the sales part as well as the subsequent execution (campaign realization). After testing about five solutions (including Raynet and Freelo), Pipedrive emerged as the clear winner.
The Solution: Translating Business Goals into System Architecture with Dáváme
Given the fears surrounding the migration and the need to keep the agency running normally, Dingo Media turned to us. Our expert, Lukáš Novotný, took charge of the project.
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Careful Preparation: The entire process, from the initial meeting to the launch, took 3 months. Dashboards, automations, and the future shape of processes were fine-tuned.
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Zero-Downtime Migration: The transition basically happened "overnight." The new system was prepared in parallel so that when the old one was turned off, no data was lost in a transitional vacuum.
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Peace of Mind for Management: "I was fascinated by Lukáš's ability to translate our human language into IT language. I can't imagine doing it ourselves. It would have cost me weeks of weekend work, while we needed to focus on running the business. This way, we just stated what we needed at the meeting, and then we could put it out of our minds," Bára says, praising the collaboration.
Given the fears surrounding the migration and the need to keep the agency running normally, Dingo Media turned to us. Our expert, Lukáš Novotný, took charge of the project.
-
Careful Preparation: The entire process, from the initial meeting to the launch, took 3 months. Dashboards, automations, and the future shape of processes were fine-tuned.
-
Zero-Downtime Migration: The transition basically happened "overnight." The new system was prepared in parallel so that when the old one was turned off, no data was lost in a transitional vacuum.
-
Peace of Mind for Management: "I was fascinated by Lukáš's ability to translate our human language into IT language. I can't imagine doing it ourselves. It would have cost me weeks of weekend work, while we needed to focus on running the business. This way, we just stated what we needed at the meeting, and then we could put it out of our minds," Bára says, praising the collaboration.
The Results: The Email Wow Effect and Agency-Wide Involvement
The anticipated horror of transitioning to a new system never materialized. Thanks to Pipedrive's intuitive nature (and the similarity of some principles to their previous CRM), the team adapted very quickly.
What the implementation brought in practice:
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A major discovery (the Wow effect): Insightly couldn't handle full email integration. In Pipedrive, everyone can now see structured communication for every deal. When someone is on vacation, their substitute knows exactly what was discussed with the client and can seamlessly pick up where they left off.
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One system for the whole company: Pipedrive isn't just opened by sales reps in the morning. It acts as a To-Do list for everyone. Tasks also pop up for PPC specialists (e.g., the need to check and optimize a campaign).
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Accurate data for invoicing: Activities and their durations are carefully recorded in the system, which the agency then uses to create client reports and invoice the work done.
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The end of dead leads: Control mechanisms were set up in the system to ensure, from a management perspective, that no deal in progress is forgotten without a scheduled activity.
The anticipated horror of transitioning to a new system never materialized. Thanks to Pipedrive's intuitive nature (and the similarity of some principles to their previous CRM), the team adapted very quickly.
What the implementation brought in practice:
-
A major discovery (the Wow effect): Insightly couldn't handle full email integration. In Pipedrive, everyone can now see structured communication for every deal. When someone is on vacation, their substitute knows exactly what was discussed with the client and can seamlessly pick up where they left off.
-
One system for the whole company: Pipedrive isn't just opened by sales reps in the morning. It acts as a To-Do list for everyone. Tasks also pop up for PPC specialists (e.g., the need to check and optimize a campaign).
-
Accurate data for invoicing: Activities and their durations are carefully recorded in the system, which the agency then uses to create client reports and invoice the work done.
-
The end of dead leads: Control mechanisms were set up in the system to ensure, from a management perspective, that no deal in progress is forgotten without a scheduled activity.
Future Plans: Invoicing and Continuous Evolution
While their old system stagnated, Dingo Media enjoys Pipedrive because it is constantly evolving. The agency didn't want to "burn out" at the start by transferring absolutely every process into the CRM all at once. Now that the system has settled in and gained the team's trust, they are gradually fine-tuning new workflows and are currently working on moving invoicing directly into the Pipedrive environment.
Podcast: CRM is not just about implementation. It's mainly about whether it makes people's work easier and brings real results to the company.
A CRM won't save you if people don't like using it. Barbora Blažková from Dingo Media knows this all too well, serving up a large dose of honesty in our #BusinessTalk podcast. Together with Tomáš, they discussed why even the best implementation is just the beginning, and what the success of the entire system realistically depends on. Struggling with CRM adoption? Learn from the experience of others.
now serves the entire agency for tracking tasks and as a basis for invoicing.
competing CRM systems the agency actually tested (including Raynet and Freelo) before evaluating Pipedrive as the absolute number one.
spent on careful preparation, which allowed the massive data migration to happen "overnight" with zero operational downtime.
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