Theorem Research Flags Pre-Sales Errors in Ad Revenue Execution

Theorem research shows that manual errors and disconnected workflows in the pre-sales phase are slowing deal execution and introducing risk into advertising revenue operations, according to Demand Gen Report.

Pre-Sales Errors and Manual Time

New research from Theorem found that 77% of organizations experience manual errors in pre-sales that disrupt advertising revenue execution. The study also reported that 90% of professionals spend more than five hours per week on manual pre-sales tasks, with 44% spending over ten hours. While 92% of organizations believe their tools are efficient, the data shows persistent manual friction across the deal process.

Main Points of Friction

Pricing validation, proposal revisions and approval routing remain the biggest points of friction. The research found 77% report manual errors that slow down or derail work, with nearly half saying this occurs frequently. 32% cite waiting on client approvals as the leading cause of delays, followed by internal system or data issues at 22% and too many stakeholders in the review process at 21%. 52% report limited integration between ad sales and operations systems.

Automation Results

The findings suggest that automation in pricing, approvals and data management can improve close rates, speed execution and create more consistent revenue outcomes. 86% of organizations report an increase in closed deals after introducing pre-sales automation. 61% say they would spend more time on strategy and client relationships with more automated pre-sales processes, while 47% believe deals would close faster, according to Demand Gen Report.

Pre-Sales Role

Pre-sales is the stage where pricing, approvals and deal structure are set, directly impacting how quickly deals close and how reliably they are executed. The research points to pre-sales as a pivotal stage for revenue integrity, according to Demand Gen Report.