The major challenges that Camp K12 was facing were:
- Data Visibility: Being able to access the complete history of an inquiry was a major challenge for the team. They wanted to track the complete activities of students across their website, app, and communication campaigns. Along with that, they wanted to have insights into the communication history between the student and the sales rep.
- Sales Automations: Running automations was another big hurdle. They wanted to create fast processes and improve sales efficiency by automating all back-end and low-value tasks.
- Data Flow: They wanted to have a smooth flow of data within different teams at Camp K12.
How Leadsquared helped:
To better engage and track their students, the team at Camp K12 turned to LeadSquared. The tool not only allows them to manage all of their sales and marketing from one place, but it also allows them to see LeadSquared’s scalability with their different teams.
Camp K12 has implemented LeadSquared within its 3 models of functionalities:
1. The Sales Model:
Camp K12 works on a subscription model where the students can pay monthly or yearly based on the type of course they choose. The major chunk of inquiries comes through website sign-ins, social media platforms, and direct phone calls.
The LeadSquared Call Center integration with Camp K12’s telephony services, helps the company capture all these leads from different sources. The integration ensures capturing all leads and hence, reducing lead leakage to zero.
As the leads get captured, they are distributed to the right call center executives for timely intervention. The lead distribution is automatic and depends on a majority of lead and agent attributes such as lead quality, location, languages, agent performance & more.
The team uses a variety of workflows to enhance engagement by creating and sending relevant communication to students based on their expressed interests. Sources like Whatsapp, SMS and email campaigns are used in order to keep the student engaged throughout the journey of admission.
In order to assign a higher quality score to leads, rules are set with specific attributes. The combination of quality score along with lead activity scoring creates a list of leads for the sales team to chase first. This helps in improving sales efficiency.
The team is able to manage all their student data centrally with varied access available to the different teams. This ensures complete visibility into the profiles, activities, and progress of all the students, to ensure sales intervention at the right step.
2. The Renewal Model:
Once a student starts learning with Camp K12, the Relationship Managers make sure that every student has a customized journey. Each RM is responsible for taking the feedback from the teachers, observing the progress within classes, and understanding the student behavior accordingly.
Post converting into a customer, LeadSquared pushes the student data from the sales model to the renewal model. This helps the relationship managers understand the complete student journey along with determining the current stage of the student in the course. Based on this, the managers guide and mentor the students and simultaneously suggest the next key courses that the student should pursue.
3. The Teacher Onboarding Model:
The teacher-onboarding team at Camp K12 uses LeadSquared to onboard teachers on the basis of specific criteria like qualification and the course they are planning to teach. The onboarding model works similarly to the sales model.
The manager can measure the performance of each teacher. Accordingly, automations trigger messages for teachers at different stages and sets tasks for them. As soon as the onboarding team adds a new teacher, the details route to the verification team. The team then selects the teachers on the basis of their chosen criteria.
LeadSquared typically helps in the smooth flow of data from one model to another making it completely seamless and paperless.