“The LeadSquared platform is flexible, making the adoption and execution of your existing sales process very simple. We can easily monitor follow-ups and track all offline and online activities. It is a very well thought out application and sometimes will surprise you in terms of the things it can deliver.”
BYJU’S is a global edtech company making high-quality learning accessible to students everywhere. Headquartered in Bangalore, India, BYJU’S provides highly adaptive and effective learning solutions to more than 150 million students around the world.
BYJU’s relies on LeadSquared across many departments and claims to have enjoyed:
A drastic increase in sales conversions
Complete student tracking
Highly effective process automation
Greater team accountability and productivity
In-depth marketing and sales insights
We spoke with BYJU’S chief operating officer, Mrinal Mohit, to learn how the company has changed the edtech industry and how LeadSquared has helped them in their journey.
How has edtech changed in recent years and what is BYJU’S role in it?
“Technology has always been used in education but the focus was only on converting analog data into a digital format. Students were consuming information in the same way that they were being taught in classes. BYJU’S wanted to change this. Hence, we sought to provide students with new ways in which they can learn their lessons.”
“Edtech has undergone a huge transformation in the last four years and I can confidently say that BYJU’S has played a big role. Four years ago, if you had told a student they could study complex physics theorems from an app, they would have laughed. Today, the learning app has become mainstream.”
Why did you start looking for a CRM?
“Our customer lifecycle is lengthy. When you use other apps, you install it and when you think it’s not useful anymore you uninstall it. With our app, historical data is very important. When a new academic year is coming up, there is a high probability that a lot of app installs will happen. We need to know how many would install it, so we can setup our campaigns accordingly.”
“For example, if a student had been using the app for 4th and 5th grade classes, we’d assume that he’d be interested in reinstalling the app for 6th grade lessons. This kind of data is very important to us, which is why we started looking for a CRM that can help us do this.”
Why did you select LeadSquared?
“We were using a CRM we were not very happy with. We used it along with Excel and Google, but our salespeople were very comfortable using the existing system. When we thought of bringing in a new system, our major concern was the adoption of the system.”
“Two factors helped us make our decision: flexibility and ease of adoption.”
“We have a large team and with it comes custom requirements. We needed a CRM that could meet our needs and solve the issues we faced. LeadSquared helped us setup an account and get started within 20-30 minutes. The support team is always around to help, so even if you need a new process made, they get it done immediately.”
“When we implemented LeadSquared, within the first few hours, our team was able to recognize the tool was much better than the one we used before. The adoption of the tool then became very easy. This is why we zeroed in on LeadSquared.”
Which teams use LeadSquared?
“Interestingly, a lot of our teams use LeadSquared—not just sales. Everywhere there is a process that needs to be setup, or where you want something to move from one step to another, we use LeadSquared. Our post-sales team uses LeadSquared, and so does our pre-sales team. We even use LeadSquared for order management.”
“LeadSquared helps us run all our various processes seamlessly. For example, our recruitment team uses LeadSquared for their processes. LeadSquared helps us make all our processes simpler.”
What features are important to you?
“The moment a student downloads the app and registers on it, they become a lead within LeadSquared. The student’s contact details such as the mobile number and email are captured in the system.”
“Once students signup, they will do a lot of activities. They could browse, for example, the math classes and then navigate to various chapters within the section. For all the activities a student performs, they are assigned a certain score. The cumulative score is then used to add them to a priority list. This tells the salesperson which lead to reach out to first, and why.”
“We also use the automation feature to interact with students based on their past activity. For example, one student is re-downloading the app for the next academic year. Another student watches a few videos and then takes a test. And yet another who has been dormant gets reactivated after six months. We need to communicate differently to all these students and the automation workflows help us do that.”
“Since we have a large team, it is imperative that we know what is happening with everyone on the team, which is why the reporting features are also very important to us.”
What are the results that you have seen?
“I believe when you run a business, you must measure what you do or you can’t improve. When you have 2,000 to 3,000 people on your team, you cannot just measure the output. You need to measure the input as well. If you have a six-step sales process, then you need to understand what is happening at every step.”
“LeadSquared has helped us do this very well. Our sales conversion rates have improved drastically because we are able to deliver better feedback to the team. This, in turn, makes them accountable for their own numbers and has improved overall productivity.”
“We have been using LeadSquared for the past four years and if you think measuring is important, then I suggest you give LeadSquared a try. It makes it easy for you to measure both your marketing and sales parameters easily and without much error. As I said, it is very customizable and easy to use. I must say, that of all the tools I’ve used, this is the best lead management tool.”