Customer Success Story: Consalia


By Caitlin Perry

About Consalia

Consalia is the first UK-based sales consulting firm to build a university master’s program for sales representatives. The firm provides this higher education program alongside its traditional B2B consultancy work. While these two revenue streams both serve Consalia’s larger goal of professionalizing sales talent for its clients, both verticals require a distinct sales and marketing strategy to attract, acquire and retain business.

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THE CHALLENGE: OUTDATED CRM & LIMITED SCALABILITY

In order to meet the scaling demands of its rapidly growing business, Consalia identified an opportunity to resolve growth prohibiting pain points brought about by their previous CRM, Zoho, which included:

  • A limited ability to capture data beyond business name.
  • Minimal sales forecasting functionality.
  • A separate Excel-based system for all university programming and data management.
  • Low CRM adoption across sales staff due to its deficiencies.

THE SOLUTION: SALES CLOUD IMPLEMENTATION

In order to achieve its growth goals for university programming and business consultancy operations, Consalia partnered with Canpango to implement Sales Cloud and develop distinct processes for its University programming that included:

  • Cloud-based communication templates and curriculum data that tracks and supports the student’s experience from recruitment through graduation.
  • Deeper admissions analysis that can leverage student data to track operations benchmarks such as class capacity and predict key metrics such as dropout rate.
  • Custom dashboard reporting that shows student onboarding milestones.

THE RESULTS: 360 DEGREE VIEW OF UNIVERSITY PROGRAM & SALES CONSULTANCY DATA

With a custom Salesforce solution in place, Consalia can benefit from:

  • Greater visibility into resource planning.
  • A refined student communication strategy.
  • A new sales training model that incorporates behavioral analytics.
  • Alleviated human resources that can be reallocated to other projects.

Consalia has also adopted several long-term business objectives that include:

  • A projected 70 percent annual growth rate for its student body over the next five years.
  • Improved contracting automation between the Consolia finance and sales teams.
  • Future plans to bolster student experience by implementing Salesforce Communities.

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Want More Details?

Get in touch with Canpango’s expert consulting team today to learn more about how we can help grow your business.

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