Improving deal management, forecasting, and close rates for direct sales teams.
What named sources recommend, and how they say to do it or measure it, newest first.
Johan Liljelund of DanAds recommends that publishers automate campaign administration, billing and reporting so sales teams spend their time on customers.
From Johan Liljelund, CIO and Executive VP, DanAds, Beeler.Tech
Keep in mind: He adds that automation across many separate systems adds complexity, so publishers consolidate the stack first. DanAds is an In View client.
When you audit an OMS catalog, run 12 months of closed-won line items. Flag every product under $1,000 of revenue for review.
From Dan Calamai, Managing Partner, Sangora, Beeler.Tech archive
Keep in mind: Archive date is the archive publish date; the guide is older. Calamai notes the 12-month window varies with how cyclical the business is. Review flagged products with the business before deactivating.
If your OMS integrates with Salesforce, check that Opportunities sync to the OMS at the correct sales stage.
From Dan Calamai, Managing Partner, Sangora, Beeler.Tech archive
Keep in mind: Archive date is the archive publish date; the guide is older. Calamai calls this a quick win for sales and planning teams.
Observations and reported facts, newest first.
Boostr reported in October 2026 that it and Vox Media ran an autonomous agent-to-agent direct sold buy in a live production environment.
From Boostr, boostr.com
Keep in mind: Vendor claim, not confirmed by Vox Media on this page; no date, size or spend given for the buy. The AdCP seller agent was in closed beta when published. Boostr is an In View client.
Named views and readings, newest first. A view is not a fact.
Johan Liljelund, CIO of DanAds, said in October 2026 that self-serve belongs inside a publisher's existing revenue streams, not in a separate category.
From Johan Liljelund, CIO and Executive VP, DanAds, Beeler.Tech
Keep in mind: Q&A published ahead of DanAds Summit 26, which Rob Beeler hosted. DanAds sells self-serve ad sales software. DanAds is an In View client.
The Beeler.Tech Direct Sold Workflow Guide 2.0 maps the nine stages of a direct sold deal and the role that owns each stage.
From Beeler.Tech, based on mcp.beeler.tech
Keep in mind: Written with the Beeler.Tech community and first issued in 2023 (the archived PDF is named DSS_Workflow_2023); no exact publication date on the archive page.
Companies in RevenueScape that sell for this move, A to Z. Not a ranking.
Add https://mcp.beeler.tech/mcp to Claude or ChatGPT as a custom connector, once. Then ask: “What do publishers report about expand direct sales pipeline via crm tools?” It answers from these statements, with every source named and linked.
Every statement links to its source and says when Beeler.Tech has a tie to it, such as an In View client. Vendors are named as vendors. Community observations are anonymous; here is how we use them. Corrections are made in public.
