Case Study: Reducing PurpleCrest's Conversion Timelines

Name: PurpleCrest
Industry: Consulting
Country: India

About

PuprleCrest, started in 2012, is a team of business management professionals who's singular objective is to partner with businesses in their growth. They have partnered with businesses in multiple stages of their growth journey, including Seed (Startups), Growth (Mid-size Attackers) and Leadership (Large Corporate). They partner in execution of high priority activities for the organization, like sales acceleration, market entry, business strategy, performance improvement or technology innovation that are led by the top leadership, typically the CEO.

With experience of working across 11 countries, they have a team of 30+ business development professionals working in focus areas like pharma, healthcare, wearables and mobile technology.


Challenges

Work for PurpleCrest typically comes in a process where they identify 'core business problem’ that is becoming a barrier for growth for a particular business and share the same with the client. If the client agrees that this is indeed a problem, they jointly develop a solution and support execution using technology.

With most of their clients in different geographies, it was difficult to engage with a cross-geographical team effectively. Such a geographical divide also posed a challenge of not knowing how a particular pitch or proposal fared with a particular client which is typically not an issue when sitting face to face with a client. Not knowing what a client was interested in meant having to put in multiple meetings just to understand the clients' needs which lead to larger sales cycles and risk of losing deals. It was also difficult to have seamless discussions with clients on platforms like WebEx due to requirements of plugins and meeting IDs. It was just too cumbersome. Not to mention this broke down frequently when trying to do meetings on mobile devices while on the go.


Solution

Salespatron was introduced to PurpleCrest just 3 months back and within this small period the change was apparent. Business development team at PurpleCrest loved knowing when their clients accessed their sales collateral and knowing which slides/pages (where each slide/page represented one of their views of the key issues affecting their business) interested them the most making their follow-up calls much more effective and perfectly timed. Business development executives could call with confidence and know that their client has read through their slides and may have follow-up questions for which they are prepared well in advance.

In addition to this, the ability to live pitch documents very easily, meant no frustrations of dealing with multiple plugins and meeting IDs in order to access a document, saved their team and their clients countless hours of hassle which their business development executives rightfully used in closing more deals.




Rahul Bhargav
Founding Partner, PurpleCrest LLP
"We were approached by Salespatron a few months back and initially we were skeptical of the benefits provided by such a solution, but Salespatron's team was quite supportive during the trial and initial implementation rollout to our BD team and helped with any and all queries ensuring our team gets the maximum benefit from the tool. The insights from the tool are unlike any other we have seen."


Result

PurpleCrest's typical conversion timelines reduced from 100 days down to just 60 days. A 40% reduction. It also meant happier business development executives which now have a much streamlined and effective workflow. Business development managers at PurpleCrest initially did not expect this but an added benefit of knowing what pitches are working with which clients through real time engagement analytics help them fine tune their communication when talking to new clients.

What our clients say

"We were approached by Salespatron a few months back and initially we were skeptical of the benefits provided by such a solution, but Salespatron's team was quite supportive during the trial and initial implementation rollout to our BD team and helped with any and all queries ensuring our team gets the maximum benefit from the tool. The insights from the tool are unlike any other we have seen."   Read more
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Rahul Bhargava
Founding Partner, PurpleCrest LLP
"Salespatron came along just at the right time for us. We needed a solution to help manage large presentation files that were regularly emailed out as part of our new user on boarding and drip campaigns. It was really valuable to see who was opening files and when so that we could follow up with the most active users."   Read more
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Stuart Ruthven
CEO, PocketFM
"BizPartner has been working with Salespatron for a long time, and it is one of the most important partners for the company. It is very easy to implement it and the sales results are visible very fast"   Read more
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Paula Jaskova
Business Development Manager, BizPartner

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