Boosting Pre-sales Success: MARS’ Impact on the Growth of a Leading Fin-Tech Software Solutions Provider in India

Explore how MARS transformed a Fin-Tech Software Solutions provider’s pre-sales operations, increasing lead conversion, and product alignment through innovative solutions and a dedicated women-only workforce.

Introduction

This case study delves into the transformative journey of a leading fin-tech software solutions provider in India as they partnered with MARS. The client faced various challenges, including the need for a high-quality pre-sales team, communication deficiencies, and attrition issues. Leveraging their innovation and industry expertise, MARS introduced innovative solutions that significantly enhanced lead conversion, customer feedback integration, and resource retention. Helping businesses to effectively manage their backend and operational processes, MARS achieved this through a dedicated, high-quality, experienced, and empathetic women-only workforce known as MARS partners.

Challenges Faced by the Fin-Tech Software Solutions Provider

As a distinguished provider of fin-tech automation software solutions, the client proudly holds the esteemed position of a GST Suvidha Provider (GSP), appointed by the prestigious Goods and Services Tax Network (GSTN) of the Government of India.

Driven by a global mindset, the client is dedicated to developing user-friendly software solutions that effectively address the diverse challenges faced by businesses on a global scale.

However, they encountered significant challenges in their pre-sales operations. Their specific need for a high-calibre pre-sales team with excellent communication skills to effectively engage with business leaders became apparent.

Adding to their woes, a concerning attrition rate among recently onboarded sales executives emerged as a cause for concern. This attrition issue not only resulted in increased training expenses but also hindered overall productivity. Furthermore, the client grappled with the added complexity of adapting their pre-sales operations during experimentation with new products.

Solution

To address the client’s challenges, MARS, devised a comprehensive plan. The solution included the following key components:

1. Enhanced Selection Process: MARS revamped the selection process to ensure that onboarded sales executives to be deployed possessed the skills and capabilities required to effectively pitch and sell a SaaS product.

2. Lead Qualification and Customer Need Analysis: A systematic lead qualification process was introduced to analyze customer needs, enabling the sales team to tailor their pitches to specific pain points.

3. Feedback Pipeline: MARS established a feedback pipeline, utilizing inputs from potential customers to provide invaluable insights to the product team, thereby aligning the software solutions more closely with customer requirements.

4. Workflow Optimization: A workflow was designed to effectively manage the rescheduling of missed demos, minimizing leakage and ensuring every lead had an opportunity for a product demonstration.

Outcomes

Within just six months of collaboration, there was a remarkable 3X increase in the deployment of resources, illustrating the scalability and agility that the new pre-sales operations brought to the client’s business. The implementation of these solutions yielded remarkable results for the client:

Improved Conversion Rate: The client witnessed a substantial 25% increase in the conversion rate from leads to demos, showcasing the enhanced effectiveness of their sales team.

Lead Generation: MARS facilitated the generation of a robust pipeline of top-of-funnel leads, with approximately 120 demos scheduled monthly with decision-makers. This ensured a consistent flow of opportunities to engage potential customers.

Customer Feedback Integration: Incorporating ongoing customer feedback into the product roadmap allowed the client to adapt and evolve their solutions according to market demands and customer preferences.

Conclusion

In conclusion, MARS’ tailored solution not only addressed the immediate challenges faced by the Fin-Tech software solutions provider but also laid the foundation for a more effective, efficient, and adaptable pre-sales operation. The client can now confidently engage with their ideal customer profiles, minimize attrition, and continue to scale up and down as needed, positioning themselves for sustained growth and success in the competitive Indian market.

This journey, led by a team of eight accomplished MARS Partners, underscores the significance of transformation. The introduction of a remote process ensured the delivery of SaaS pre-sales with exceptional communication skills and presentations. MARS goes beyond providing support; they serve as the client’s face to customers, instrumental in driving lead qualification, conversion, and in-depth customer needs analysis.

The growth story is nothing short of impressive — the team has expanded from three MARS Partners to eight, with a daily investment of 64 hours and a total of 1,500 hours committed to lead qualification and customer needs analysis.

Reshaping Business Operations with MARS

Are you ready to optimize your business operations and work towards your goals with MARS’ expertise? Contact us today to explore how our innovative solutions can assist you in navigating industry complexities, tailoring them to meet your specific needs and paving the way for long-term success. Join us on this journey towards a more efficient and promising future, where your business goals can become a reality.

Whether you’re looking to improve your customer service or streamline your operations, MARS can help. Get started with MARS to learn more about how they can help you achieve your goals.

MARS (Managed Remote Solutions) is a specialized unit of SHEROES that enables businesses to streamline their backend and operational processes. Through a managed service approach, MARS taps into a pool of highly skilled, pre-qualified, certified women working remotely. These talented professionals contribute their expertise to help businesses thrive and achieve their goals efficiently. Become a certified MARS Partner now.