How we solved a COVID19 Business Challenge for

April 20 to July 20, 2020

QUICKWORK.CO

Awesome Team of 50 Employees

QuickWork is a technology company based in Mumbai, India; a vibrant young team guided by experienced business leaders, creating a rapidly growing global footprint. They are Automation Builder platform that helps integrate multiple systems and communication in one place, making it easy for anyone to setup automations quickly.

The Business Challenge

Mobilise the young Sales Team to grow the business and get them ready for global markets; while WFH challenges.

Reframed Challenge Statement

How Might We shorten the Sales Cycle – Lead to Deal – in less than 3 Sales Interactions?

HMW, assist our customer to successfully simplify their user journey and make it frictionless?

Collaborative Insights Generated

Realign focus on customer success and not on platform technical features

Define identity and support the team to confidently communicate their pitch

Kick-off a Strategic Project – Launch of 100 Customers in 100 Days Program.

Results Achieved

Quantitative
  • Revenue growth jump by 35% in 30 days
  • No. of customers acquired increased by 50% in 30 days
Qualitative
  • New Positioning and Communication
  • Organisation Structure Alignment
  • High Team Engagement

Lab Process and Outcomes – 30 Days

24 hours of facilitated session

>30 hours of team effort (8 hrs/week x 4 Weeks)

Intent: Help the team solve their own challenges

During the team onboarding session, we kicked of the growth projects, 3 teams were formed, each given an innovation-based project and mandate to lead their team of 4 members each:

  • Channel Partner Program Design
  • Sales Process Experience Design
  • Organisation Design
  • User and stakeholder were identified
  • Journey Map for Partner and Customer were developed
  • User Jobs to be Done (JTD) analysis
  • Sample User interviews were conducted to discover their needs
  • Research data was translated into insights and improvement opportunities were identified
  • We cocreated the Organisation Vision, Mission, and Identity, the same was shared with the entire team and feedback was collated
  • Multiple Ideas and User Story Boards
  • Samples of Interactive Forms, Business Process Models and Sales + CRM Process were developed + implemented
  • Sales Communication Experiments were done
  • Organisation structuring was done
  • Product and Process Training was conducted
  • Marketing and Communication was revamped

Testimonials

“We engaged BDL to intervene at a very critical juncture of our company when we were gearing up for our first step towards growth. But COVID posed it challenges on the young leadership team.

We were surprised and delighted, to experience our team collaboration and engagement, better than our earlier physical work environment.

It is a very unique and innovative virtual lab that solved our challenge.

The entire team worked together, in the stated time, experienced both business and team alignment success.

We have no hesitation in recommending BDL and their Co-Creation Program to drive business growth for any organisation anywhere in the world.”

Milind Agarwal

Founder & CEO (Business Team)

“QuickWork has a very young team of homegrown managers without prior experience. While the team worked hard, the challenges were

  • unpredictable funnel
  • lower growth rates
  • longer sales closures

What Business Design helped QuickWork with, was

  • Structured Process from first call to winning the deal.
  • Communication which built the teams confidence to approach customers right from the manager to the CXO.
  • Predictable customer acquisition and therefore predictable revenues.

We achieved a multi-team integrated approach right from product success, visitor success and customer success to help sales success team deliver the journey in the manner as promised to the customer.

We would definitely recommend BDL and their co-creation team to help organisations quickly understand, do a root cause analysis of their problems and find and implement solutions in a clearly defined timeline and budget, for their growth.”

Deepak Bhatia

Co-founder (Business Team)