CASE STUDY SUBMISSION 

Role : Associate - Special Projects, Campus Partnerships 

 
Problem Statement: 

Harappa  Education  has  been  experiencing  high  drop  out  rates  from  clients  post  the  demo stage 
of the B2B sales funnel.  

Only 11% of the deals where a demo is done reaches closure.  

Harappa’s current demo call is defined below: 

1. A 30-45 mins virtual demo conducted by a Harappa Sales team member 

2. Typical Audience: Head- L&D, CHRO and L&D Managers  
3. 10-15  mins  are  spent  introducing  Harappa  &  explaining  Harappa’s  offerings  via  an 
Enterprise deck 
4. 5-10 mins are spent in giving a walkthrough of the Harappa learning platform 
5. 10  mins  are  spent  understanding  the  client’s  needs  and  identifying  any  existing 
opportunities. 

Looking  at  our  offerings  for  the  Corporate  segment,  can  you  enlist  the  factors  that  might  affect 
the demo experience for the client and suggest methods to improve retention post demo stage. It 
would  help  to  understand  the  industry  best  practices  for  product  demos  of  virtual  learning 
programs.  For  any  information  on  Harappa  offerings,  please  refer  to  our  campus  page  at 
https://harappa.education/business 

Deliverables: 

- A report (word/ppt) on the solutions which you propose 

- Any wireframes which are relevant 

- Any assumptions that were made 

- Competitive analysis 

- Success criteria and what will you measure