About the Client: Alibaba

Alibaba is a global leader in e-commerce and B2B SaaS space, operating in over 100 countries. They serve diverse customers, including businesses in manufacturing, pharmaceuticals, healthcare, and machinery. The company had developed an innovative platform, and a General Driven platform aimed at enabling global sales and providing their clients with a powerful tool to streamline their sales processes.

Challenge: Navigating the Complexities of Indian SMB Market

The client encountered significant difficulties while attempting to enter the Indian SMB market. One primary challenge was the need for complete end-to-end sales management. They required a solution capable of handling the entire sales cycle, from the initial identification of potential leads to the successful closure of deals. This involved a wide range of activities, demanding a well-coordinated approach.

It was necessary to accelerate the sales process without compromising the quality of leads. A considerable number of SMBs in India were unfamiliar with the platform and its complicated sales process. This knowledge gap highlighted the importance of educating potential customers and providing them with adequate guidance throughout the onboarding journey.

Solution: A Tailored Approach to SMB Sales Success

To address these challenges, we implemented a multi-faceted solution:

• Dedicated Inside Sales & Field Sales Team: We made a specialized team who focused only on SMB sales in India. This team was responsible for lead generation, qualification, client visits, demos, negotiations, and deal closures.
• Separate Activation & Support Team: A dedicated team was established to handle post-sales activities, including onboarding, training, and ongoing support.
• Homebased Sales Methodology: A customized sales approach was used involving every stage of the sales process, from initial contact to renewals and upsells.
• Continuous Improvement: A culture of continuous learning and adaptation was applied, constantly refining our sales strategies and tactics based on market feedback and performance data.

Results: Significant Revenue and Long-Term Partnership

NovaVente’s solution resulted in significant outcomes for the client:

• Successful SMB Market Entry: The client successfully established a strong presence in the Indian SMB market, driving substantial sales growth for the client’s platform.
• Efficient Sales Process: The separation of sales and activation functions, coupled with our home-grown sales technique, led to a more streamlined and efficient sales process, resulting in faster lead conversions and improved customer satisfaction.
• Long-Term Partnership: The impressive results led to a long-term contract with the client, with a target of achieving sales worth 50-100 Crore Rupees.

By combining a dedicated team, a tailored sales approach, and a commitment to continuous improvement, we were able to help our client achieve significant success in the Indian SMB market.