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Education“LeadSquared has helped us automate our entire sales process, which boosted conversions. After many trials and errors, we have landed on the best end-to-end solution with LeadSquared.”
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The Indian education system is quite binding and rigid for students, but their parents hold it at the golden standard for excellence. Students often seek to learn more or dive deeper into their interests, but they are advised to stick to their school curriculum. Those skills are often also termed to be “stupid” by their parents and educators.
The co-founder of this company believes that students need to have a platform to pursue their interests. Their e-learning platform fills the gap by providing career-oriented courses, which the school and college curriculums lack.
The online learning platform offers courses in upcoming and fast-growing areas such as cybersecurity, ethical hacking, and cloud computing. These comprehensive courses are affordable and taught by industry leaders from a few of the best organizations in the country. Even though the edtech company started one year ago, over 10,000 students have signed up for various courses and they hope to accommodate more than 1 lakh students in the next five years.
With the right courses in place, the learning platform wanted to improve their sales workflow before they scaled up. Their processes and data were spread over multiple platforms, which slowed down student conversions. Hence, they wanted an end-to-end platform to automate tasks, monitor their teams, and analyze performance.
Missed follow-ups and loss of leads who didn’t pick up the call, led to low enquiry-to-registration rates.
Leads had to be manually transferred from the email service provider to a CRM which took up a lot of time and effort.
Manual lead collection, validation, and distribution were unscheduled tasks
that brought down the team’s overall productivity.
The leads had to be manually collected from various platforms before they were distributed. Invalid information would get stored due to errors and the entire process was slow.
The company began to look for solutions and researched many Edtech models that had worked in the past year and realized that they needed a CRM.
They began by having a separate email marketing software and Zoho as their CRM to begin with. But they weren’t satisfied with the results from their updated process. After a lot of deliberations, they switched to LeadSquared and immediately noticed tremendous results. Here’s what they were able to achieve in just a few months:
Even with all the paid ads and promotions in place, the learning platform was having a tough time increasing their conversions. This was because the students would view the course but not complete the purchase at the same time. The team wanted to improve their communication by talking about the course and its benefits in detail.
As the number of students looking at the courses increased over time, managing all the data became complicated. Follow-ups were being missed, and the communication with the leads—sharing offers or details of courses—took up a lot of time.
With LeadSquared, following up on the leads was simplified with on-time reminders and setting up workflows for automated communication. Automations on LeadSquared also helped in ensuring that no opportunities were missed through leads marked as DNPs (Did Not Pickup). The DNPs or people they could not connect with on the first attempt were not contacted again and were eventually lost. But after switching to LeadSquared, a task can be created to engage with the lead or transferred to another team member. The reminders have helped decrease TAT (Turn Around Time) and have saved almost 40-50% of the leads missed before.
Another big challenge that the company had been facing was the scattering of data and leads over various platforms. They would collect the leads on the CRM and then transfer them to an email marketing software like Convertkit or Sendgrid, which they had tried out. The analytics would be in place and the leads on another, with no possible way to bridge these two.
Since LeadSquared is an end-to-end platform that takes care of the leads from collection to conversion, the company can now manage each stage of the sales process. From making the calls, lead distribution, automated communication, and visualizing the data, each step takes place on LeadSquared.
The automation that Stupid Skills has set up on LeadSquared ensures that the leads assigned to each team member need to be contacted within the first three hours. If they are not, they get assigned to another team member. The managers and team leads can also assess their teams using KPIs such as duration of the call, number of calls made, and conversions daily.
Since the team members don’t have to waste time dialling the numbers and recording data, the sales productivity has also increased by 4X. In detail, reporting and monitoring have made the team more accountable and improved the overall performance.
The company’s previous CRMs couldn’t automate their sales process. It made lead collection and distribution very challenging. Once the leads were on the system, the team couldn’t properly track the lead stages either. But with LeadSquared, all the necessary information is on the main screen itself. Now the team can view each student’s engagement history, assign a lead score to gauge interest and track which stage in the sales process they are at.
Since they want to scale up quickly, LeadSquared also helped them collect quality leads from college portals. Leads from portals such as Naukri Learning are brought directly to the system using connectors. Even the leads from Facebook needed to be separately downloaded before. But LeadSquared filters them to avoid junk leads while adding and distributing them to the team automatically.
The leads can get validated using an OTP on the landing page during collection, and the invalid leads are not distributed. This automation has not only saved them a lot of time but has also reduced junk leads by 30-40%.
Designing and delivering emails both became easier with LeadSquared. The drag and drop editor requires no programming and helps create beautiful email templates in just a few minutes. Using their previous email service providers, the emails would miss the primary inbox and land in the promotions tab instead.
Once the team switched to LeadSquared, they create the right lists and schedule emails that always landed in the main inbox. Thousands of emails go out within a few seconds, and the reports, including metrics like bounce rates and unsubscribes, are also available.
The Co-founder considers automation to be his favourite feature on LeadSquared and believes that it has helped make their sales process smooth and consistent. By improving and streamlining their sales workflow with LeadSquared, the company has increased conversions and saved a lot of time. Their sales process is now end-to-end with LeadSquared, and they don’t rely on any other platform for any stage in the process.
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