Tech in Baby Steps (Baby step 3)

Continuing from the last 2 weeks, where we deep-dived into penetrating the seemingly impenetrable B2B tech (an industry plagued with very low tech adoption).

And hence, baby steps and patience are needed to tackle it.

The last 2 weeks, we covered lead acquisition and ERP and the OfBusiness’ way of doing it. Today, we move to the next vital cog in the wheel, Lead Management System (LMS), a lifeline for front-end salesmen, key account managers and anyone on the frontline. Abused as a record-keeping commodity for many, but scores over and beyond for us.

Much like an agent or a soldier or a sports person has to be given all ammunition so that he is at his fighting best on the field, our LMS is designed for our sales engine to rev the fastest. In the B2B world, our biggest asset and return is the frontline sales engine.

Bidassist, our lead acquisition engine, generates leads for our salesforce. Our LMS auto assigns to the salesperson on the ground basis a certain set of rules (who needs leads and can convert those leads well in generating faster and higher lifetime value). It also gives pre-credit assessment to him/ her by populating all available online data that has profiling, financial, litigation, credit rating, compliance and any good/ bad news about the company.

It also shows the transaction history (or common directors) of a particular lead within the OfBusiness’ ecosystem of buyers and suppliers so that the salesperson can use it as a reference in the sales process. Since OfBusiness has other services that may be relevant to a particular lead, the system showcases them that helps target the pitch. If it’s an existing customer – all operational, commercial and financial info is neatly captured. Thus, cross-sell of other products and services is easier.

And with each new lead or a customer converted, the system goes through the banking, financial and ledger history to generate leads in the above format – almost a virtuous cycle. The results for us are life-saving. At any point, we have more than 1L curated list of leads for our frontline to dive into (~10x of our active user base), >35% of which is auto generated.

A great LMS leads to a more effective sales engine at OfBusiness, a crucial addition to dhanda-tech.

To the makers @Bhuvan Gupta @Udayaditya Dwivedi @Piyush Upadhyay @Sameer Kumar @Nishant Kumar @Shivam Gupta.

Read more from CEO speaks Column:-
– Tech in Baby Steps
– Tech in Baby Steps (Baby Step 2)