A Singapore-based B2C service startup aimed to increase its market share in India. However, differences in consumer behaviour, culture, and the challenge of communicating the value proposition of a premium service made market penetration difficult.
Brand’s Challenges
Sales operations followed by a reactive, lead-dependent model with no formalized prospecting or pipeline development mechanisms. This limited the team's ability to consistently generate and nurture opportunities, making it difficult to build a predictable and scalable sales funnel.
Needed better sales pipeline structure to cut through the noise along with targeted approach for upgrading lead's quality.
The company also lacked structured competitor benchmarking and market intelligence. Limited visibility into competitor positioning, operational strategies, and SWOT dynamics made it challenging to effectively differentiate its services and make informed strategic decisions.
Needed better sales pipeline structure to cut through the noise along with targeted approach for upgrading lead's quality.
The company also lacked structured competitor benchmarking and market intelligence. Limited visibility into competitor positioning, operational strategies, and SWOT dynamics made it challenging to effectively differentiate its services and make informed strategic decisions.
How we solved it
We started by gaining an in-depth understanding of the target audience, services, competition, and existing sales processes through our customer journey analysis across consideration and decision stages.
We launched continuous targeted initiatives that enabled partnerships and collaborations with the institutions that held their exact target audience. This helped to improve the market access and for the brand and reach the right audience with a concentrated and focused effort- resulting in high hit rates and cold lead to warm lead conversion rates in the Sales Funnel.
For sustainable growth, we transitioned the team to a proactive sales model by introducing structured lead qualification, forecasting, and pipeline management processes.
The goal was to make the team independent and capable of sustaining the newly established processes in the long run, while embedding a strong mindset of proactive sales. All processes implemented were done at little to no cost.
We launched continuous targeted initiatives that enabled partnerships and collaborations with the institutions that held their exact target audience. This helped to improve the market access and for the brand and reach the right audience with a concentrated and focused effort- resulting in high hit rates and cold lead to warm lead conversion rates in the Sales Funnel.
For sustainable growth, we transitioned the team to a proactive sales model by introducing structured lead qualification, forecasting, and pipeline management processes.
The goal was to make the team independent and capable of sustaining the newly established processes in the long run, while embedding a strong mindset of proactive sales. All processes implemented were done at little to no cost.
Impact
Achieved over 35% increase in sales revenue over a six-month period compared to the previous year in the same region due to higher quality and targeted sales pipeline. The cold lead to warm lead conversion increased by 3% as compared to the last year, same time period, within a couple of months.
Details
Date
August 20, 2026
Reading Time
3 Min
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