ASSIGNMENT GUIDELINES

• Make the changes in the PPT as you solve the parts

• This file contains the template for all the parts of the project.

• Check the instructions added in the note section of every slide for clarity.

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 ASSIGNMENT
Name: MAYUR SHASHIKANT DAREKAR

Problem Statement
The sales pipeline conversion percentage at TechnoServe (a tech SaaS startup) has dropped from
35% at the end of last fiscal (FY 2017-18) to 25% at present.

Assignment Objective
Understand the problem, come up with a hypothesis for low conversions faced by TechnoServe, and
analyse the dataset provided to arrive at possible solutions to increase it.
 PART I : 1. Understanding the Problem
Sales Pipeline Conversion at a SaaS Startup

Who? What? When? Where? How?

Techno Serve, Pune Pipeline conversation has Occurring since last 3 Among prospective client 1. Marketing related
Based IT Solution been decreased from 35% quarters from Pune and other issues
Provider to 25% resulting in cities 2. Sales related issues
decrease in Sales.
 PART I : 2. Understanding the Problem
Sales Pipeline Conversion at a SaaS Startup
Situation
How are you generating the
leads
What are the largest
demographics for lead
generation
What marketing tools are you
using to get the leads
What is the current sales cycle
and duration
Who are the member of the sales
team
Do you have pre-sales team
What is the marketing budget
ratio
Problem
How long is sales conversation
declining
Do you have enough skilled
sales team to handle the leads
generated
Do you have shorter sales cycle
to convert the leads
Do you have marketing and
sales team working closer
Do you have sales strategy for
each group of leads
Is the sales declining across all
region and products
Implication
What is the revenue impact with
declining sales conversation
What is the impact on market
share and projected revenues
What is impact on sales budget
What is impact on other units
like engineering, marketing and
finance
Need-Payoff
Would you meet your target if
the conversation rate moves
back to 35%
Would the sales team achieve
more if current conversation
issue resolved
Will the company expand and
grow if the sales conversation is
improved
Will the company increase the
market share and beat the
competition
 PART II : Formulating Hypotheses
Sales Pipeline Conversion at a SaaS Startup

Framework Used
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Reason for using the selected framework

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How you have used the framework here

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PART II : Formulating Hypotheses
Sales Pipeline Conversion at a SaaS Startup

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 PART II : Formulating Hypotheses
Sales Pipeline Conversion at a SaaS Startup

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 PART II : Formulating Hypotheses
Sales Pipeline Conversion at a SaaS Startup

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Sales Pipeline Conversion at a SaaS Startup

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 PART II : Formulating Hypotheses
Sales Pipeline Conversion at a SaaS Startup

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 PART III A : Generating Insights
Sales Pipeline Conversion at a SaaS Startup
Variable Insights if any Pattern of Insight
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 PART III A : Generating Insights
Sales Pipeline Conversion at a SaaS Startup
Variable under consideration:
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 PART III A : Generating Insights
Sales Pipeline Conversion at a SaaS Startup
Variable under consideration:
Type your answer here
 PART III A : Generating Insights
Sales Pipeline Conversion at a SaaS Startup
Variable under consideration:
Type your answer here
 PART III A : Generating Insights
Sales Pipeline Conversion at a SaaS Startup
Variable under consideration:
Type your answer here
 PART III A : Generating Insights
Sales Pipeline Conversion at a SaaS Startup
Variable under consideration:
Type your answer here
 PART III A : Generating Insights
Sales Pipeline Conversion at a SaaS Startup
Recommendations Corresponding Insights
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 PART III B : Presenting Findings
Sales Pipeline Conversion at a SaaS Startup
 PART III B : Presenting Findings
Sales Pipeline Conversion at a SaaS Startup
 PART III B : Presenting Findings
Sales Pipeline Conversion at a SaaS Startup