CRM CASE STUDY

A CRM for Education

In this case study find out how implementing a CRM helped this company enhance their Conversion Rate by 10%

 

Introduction

This case study highlights the successful partnership between 24 Frames Learning and Development, a pioneering player in the franchise-based learning sector, and Bigin by Zoho CRM. 24 Frames offers a diverse range of courses across various franchises, catering to alternative careers in fields like graphics designing, aviation, CAD/CAM, and English learning.

Business Challenges

24 Frames faced two major challenges that hindered their growth and efficiency:

  • Lead Management Challenges: The company relied on manual lead collection from online listing platforms and in-house tools. This approach proved time-consuming and inefficient, leading to missed opportunities and delayed follow-ups.
  • Conversion Challenges: The lack of transparency in tracking lead progress resulted in an inability to gauge conversion rates accurately and hindered effective sales strategies.

“We couldn’t get a proper update about how many leads were coming and how many were converting. We were getting a distorted image and the numbers were difficult to keep track of.” — Hema Maheswar, Director, 24 Frames Learning and Development

Selection of Bigin and Its Solutions

24 Frames chose Zoho’s Bigin due to its familiarity with Zoho products and their satisfaction with existing Zoho solutions. Bigin’s features and seamless integration within their ecosystem were also key factors in their decision.

“We were beginners and didn’t want complex software. We also didn’t want to spend a lot of money on license fee and all. We were looking for something that was economical, and at the same time, met our needs.” — Aarathi Padma, Center Head Animation (Arena Animation), 24 Frames Learning and Development

Key Solutions Provided by Bigin:

Automated Lead Generation: Bigin facilitated the transition from manual to automated lead tracking. Through Zapier integration, leads were automatically funneled into Bigin from various listing sites and portals, streamlining the process and ensuring timely follow-ups.

  • Enhanced Visibility: Bigin offered real-time insights into daily operations. This enabled tracking of calls made, call duration, and leads pursued by each team member, leading to efficient workload distribution.
  • Unified Lead Tracking: Bigin consolidated leads from diverse sources into a single platform, providing a comprehensive view of lead progress. This enabled the creation of personalized tracks for counselors and tele callers, boosting efficiency.
  • Transparent Lead Cycle: Bigin’s transparency illuminated lead stages, empowering the team to prioritize leads effectively. This insight improved lead nurturing and allowed for more accurate sales forecasts.
  • Resource Management: Through lead assignment and workload visibility, 24 Frames improved resource management. The platform’s insights aided informed decisions on workloads and hiring.
  • Automated Communication: Bigin’s workflows automated email communication, ensuring timely engagement with prospects. Email integration allowed direct outreach from the platform, streamlining communication.

“With Bigin, we can keep track of how much work is getting done and how much potential every lead has. It’s a lot easier than what we used to do before.” – Hema Maheswar, Director, 24 Frames Learning and Development

Results Achieved

The implementation of Bigin yielded tangible outcomes:

  • Conversion Rate Improvement: The conversion rate surged from 3-5% to a consistent 15%, even amid the challenges posed by the COVID-19 pandemic.
  • Enhanced Lead Management: Bigin’s automation reduced manual efforts, saved time, and improved lead tracking accuracy.
  • Efficient Resource Allocation: Visibility into lead handling empowered better resource management decisions.
  • Streamlined Communication: Automated email workflows facilitated prompt prospect engagement.

Hema Maheswar, Director of 24 Frames Learning and Development, praised Bigin’s ease of use, affordability, and integrations. He endorsed Bigin as a pivotal contributor to improved business goals, resource management, and significant growth in conversion rates.

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