Speaker: Arun Ravichandran, Business Manager - Enterprise Sales, Netcore Cloud
Please introduce yourself.
Arun Ravichandran: Hello everyone, I'm Arun, Business Manager looking forward to onboard new logos in Jakarta.
Tell us a bit about the new client, what do they do and what are the products they shall use from Netcore suite.
Arun Ravichandran: Global Urban Esensial, our new client. They have six mobile applications and all six deals with health tech. As a patient, I can book an appointment with the doctor, get his consultation or as a doctor I can speak with the other doctors, share my knowledge, gain his experience learnings. So all six mobile applications are into a health tech. We have onboarded them to use our customer engagement module, to use our product experience module. It's a complete full stack. And, helping them to overall optimize their efforts, money invested in the marketing engagement side.
What challenge was the client facing before choosing Netcore Cloud?
Arun Ravichandran: So the primary challenge here is - The client was earlier using free tools. It's completely a Blue Ocean account, all six mobile applications and they kept evaluating Netcore, Moengage, CleverTap, for more than four-five months. So the key challenge was that they needed a detailed report, which they were not getting from the free tools and, the lack of intelligence part. So whenever they ran campaign, they ran it for the complete audience. There was no intelligence tool which helped them segment. There was no intelligence tool to help them to predict what is going to happen in the upcoming days. There is no detailed analytics chart.
What did we do to win the account?
Arun Ravichandran: As Prashant earlier highlighted whenever we go for a war more than a weapon, we need that intelligence. We worked really very hard to get mapped, to get aligned with the right decision maker with their complete team. To start it from the beginning, Siddhesh helped us focus this account- Global Urban Esensial. our beloved SDR got an appointment with the lead product manager and starting from that we had four - five rounds of discussion with them. Utkarsh from PSS gave a fantastic demonstration and built that level of confidence that we have in depth analytic report- let it be Cohort, RFM are or maybe on the customer segmentation.. whatever it is- he helped us in building that confidence. And moving on to the next level of discussion, we have been introduced to the VP of Global Urban Essential and he is very new to the system and whereas he is promoting Moengage, the reason behind- he has a very good experience with Moengage in the past, with one of his previous employer. So now the competition is between Netcore and MoEngage. The relationship what we people have built as a team, SDR, PSS, Sales - helped us to move to the next level of contract and that relationship factor, whatever that we have built with each and every stakeholder mapped with the right people helped us win this golden account - Global Urban Esensial.
According to you, what is the winning way? What was the wow string?
Arun Ravichandran: The winning way... the wow factor is obviously the relationship, what we built with the decision maker and the confidence, what we built with the complete team.
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