Industry

Fast Growth Technology

Expanding-EdTech-Sales-Outreach-with-Voice-Support-Generates-$17-Million-in-Additional-Sales

As the Education Technology (EdTech) industry grows at a rapid clip, relying solely on traditional field sales strategy is not enough. Leaning into a centralized call center, supported by digital-first technologies, is an important strategy for driving efficiencies and expanding the sales team’s reach.

Challenge

The U.S. field sales team of a U.K. EdTech client struggled to expand its market reach as the sales potential far outstripped sales coverage:

Increased competition from other EdTech vendors threatened traditional markets
Selling in a post-COVID-19 Higher Education market is more complex with hard to identify and hard to reach buyers

Solution

We launched a pilot agent team, backed by analytics, to optimize the client’s marketing communication platform, drive digitally enabled sales and support, and identify additional revenue generation opportunities:

Developed targeted hiring profile and prioritized agents with remote, digital sales aptitude
Developed specialized research-based training program
Deployed speech and text analytics for real-time performance improvement