About the Client
Bhanzu is a math-learning platform founded by the World’s Fastest Human Calculator- Bhanu Prakash. It aims to offer the most thought-through math curriculum and build strong math foundations for students globally.
Bhanzu empowers students with personalized, AI-aided math offerings that incorporate interactive learning, mental calculation techniques, puzzles, etc, to sharpen cognitive abilities and boost mathematics confidence for real-world application.
Key Challenges Faced By Bhanzu
Bhanzu came up with the requirement to automate and streamline their sales process using Salesforce Sales Cloud. Mainly to segregate the sales process workflow and automations from the lead object to the account contact and opportunity.
To Eliminate Manual Sales Processes
Bhanzu wanted an effective automation solution to reduce manual sales tasks such as lead distribution, updates to opportunities/accounts/contacts, trigger notifications, and follow-ups that caused inefficiencies and delays.
Lack of Proper Lead Management
The client generated a large volume of leads due to the lack of lead maintenance and systematic assignment across TOFU, MOFU, and BOFU stages, which led to inefficiencies. This resulted in missed opportunities, timely engagement, and sales process tracking. Thus, it reduces overall sales effectiveness and customer relationship management.
Kasmo’s Approach
Our experts at Kasmo understood these challenges of Bhanzu, and by leveraging the power of Salesforce Sales Data Cloud, we built a re-engineered solution for optimizing the sales process. The team created complex solutions to systematic lead management while considering data security measures. 
Used Round Robin Lead Assignment
Our team has used the Round Robin method to segregate leads for respective teams. It is a specific method for distributing new leads evenly for sales representatives in a cyclical, rotating order. This approach is managed using Salesforce features, and the aim is to avoid predictable lead distribution, prevent favoritism, keep the pipeline moving, and achieve higher team productivity.
Bhanzu has 3 different teams in the sales process –
TOFU (Top of the Funnel) is for lead generation, primarily done by the marketing team, where leads are captured into Salesforce.
MOFU: Include all the leads qualified from the TOFU team after conducting the webinars, demos, etc. These leads are assigned to the respective MOFU teams.
BOFU: Once the leads are moved to BOFU, lead management is done until the sales are done, or prospects are converted to clients.
APEX Sharing in the Sales Process
Our team implemented a complex process called APEX Sharing to control the lead visibility, access, or editing of individual records. For Bhanzu, it helped to restrict accessibility between their sales teams, i.e., TOFU, MOFU, and BOFU, once the owner changes or when leads are re-assigned.
Field Creation
The client had all customer information data in the lead object; we helped them move data to the account and contact opportunity. To unify opportunity and account data for a single customer profile. This includes mapping the specific field or value to the lead. Our team also updated the existing automation for lead flow in the sales cycle.
Results Achieved
With our Salesforce Sales Data Cloud implementation, our clients could streamline the sales process and enhance their efficiency. The major results achieved include:
- Provided optimal re-engineered solutions for optimizing the sales process
- Reduce manual sales tasks with automated solutions
- Build field creation for data migration and mapping from Lead Object to Account/Contact Opportunity.
- Restricted accessibility between sales teams, i.e., TOFU, MOFU, and BOFU, to enhance data security.
