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Case Study 1 - Time 60 mins
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BlueFish is a 10 Month Old SaaS company selling its subscription-based software in the US
Market.
BlueFish acquires leads via online medium through its website. Once the prospect signs-up on
BlueFish's website (by providing his official/work email ID) a Sales Representative reaches out
via email to the lead to schedule the demo. Once the user signs-up on BlueFish's website using
his/her official/work email, we can find out the Designation of the person who signed up, name,
size, and location of the company to which he belonged.
In the month of October, the marketing team noticed a sudden dip in the % of leads who are
responding to the Sales Representative for the demo.
Questions for the case study:
1. How would you analyze the situation to find the reason/reasons for this drop in the
conversion from Lead to Demo?
2. Take the necessary assumptions as required to solve this problem. Also clearly list all
the assumptions that you have taken.
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Case Study 2 - Time 60 mins
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Let's take a hypothetical product and see how you will sell it. Please note this product is not
related to Hevo.
AI-Recruit is an Artificial Intelligence enabled Recruitment Assistant Software that automates
the work of a recruitment manager.
How it works:
If you send an email to [email protected] along with the resume of the candidate. It would
automatically contact the candidate via Email and SMS and try to fix-up a time for a Chat
Interview (taking into account the availability of the interview panel).
It would send the calendar invitation to the candidate and do a follow-up for a final confirmation
one day before the scheduled Chat.
AI-Recruit can also do a chat with the candidate to get the basic alignment such as
- Basic Introduction
- Explain to him about the responsibilities of the role for which we are hiring
- Salary Expectation
- Notice Period
You are responsible for the end-to-end sales of this product (Prospecting --> Lead generation to
Demo --> Pricing Discussion --> Contract Signing)
Questions for the Case Study:
1. What kind of companies would be interested to buy such a solution?
2. How should the pricing of the product be structured?
3. Who would you try to contact within the organization?
4. What Introductory email would you write to seek an appointment?
5. What would be your follow-up email if you don't get a response to the Introductory Email?
6. What questions would you ask to Qualify the prospects in your first phone call?
7. How would you structure the Product Pitch which would make the prospective buyer
interested?
Create a single Word Document with your solutions to both the case studies and
upload it on the following link:
https://forms.gle/CRvqSGs2nb6b6yR48
