Customer Profile
Our customer is an International Life Coaching Company having its presence in India, Dubai and the UK. Based out of Mumbai, they are pioneers and visionaries in the field of self-development. They have helped thousands of people transform their lives through coaching, helping people succeed in all areas of life.

Challenge
Our customer was growing spectacularly and had a large number of people that had attended various seminars and courses. They received a large number of referrals to new prospects from people that had gone through their training. They had no system to keep track of referrals. Most of the data was in different spreadsheets maintained by individual salespeople. There was no centralized way to assign these referrals and track them through the sales cycle. Also, people that had attended a course would often be interested in more courses, CDs and books that our customer offered. But they did not have a systematic way to offer these to their existing customers.  

Solution 
PK4 implemented Impel's Sales Force Automation and Marketing Automation modules for our customer. With this, all customer data and prospect data was centralized within Impel. Leads could be assigned to individual salespersons for follow-up. Since all leads, prospects and customers were in a centralized database, the issue of leads falling out of the system was completely eliminated. In addition, PK4 customized a referral process for the customer, such that referrals could be separately tracked and followed up.  

In addition, PK4 built a customized Offers and Bundles mechanism for this customer. Through this, our customer was able to offer various product bundles and offers to prospects and customers. Our customer could create bundles of the various products that they sold, with "qualifying purchases" and their related "rewards" in each bundle. Purchases can include specific quantities of products, while rewards can be specific quantities or discounts on products. To make the order process simple and fast, when the user chooses a bundle that the customer wants, Impel automatically fills the order with the related products and their discounted pricing.  

Benefits

• All leads, prospects, referrers and customers are now in one centralized database. All leads could now be followed up in a systematic manner increasing the sales conversion rate dramatically
• With the ability to offer bundles and rewards, the order -takers were themselves transformed into salespeople with the ability to cross-sell and up-sell products, thereby increasing revenues
• Our customer was able to make special offers to their best referrers, making sure that they were rewarded for their efforts and thereby increasing the number of referrals