The sales cycles are long, B2B in nature, and involve multiple stakeholders from both, the client’s (School’s) and solution provider’s (Varthana’s) points. There are pre disbursement activities (Ex: KYC – Know Your Customer) and post disbursement activities (Ex: verifying end use of loan) in sales closure. Finally, there are collection activities and identifying opportunities for cross/up sell of products.

Leads were assigned on a need basis. Further, there was no systematic process to track engagement, lead stages, and closure. As a result, there was also no method to track biases or see patterns in the lifetime of a lead, which led to suboptimal conversions and leakage.

Loan disbursement involves numerous complicated compliance and regulatory processes that have to be carried out with handshake between multiple diverse stakeholders, such as Sales and Finance teams. It was difficult to coordinate throughout the process lifecycle.

Daily Sales Reports (DSRs) were communicated through Excel Sheets and Emails. The data itself wasn’t validated and open to discrepancies. Further, the lack of consolidated data limited the Management’s ability to analyse the business and resource efficiently.