Company: Varthana
Varthana provides working capital to meet the growing demands of private schools across India.
Expert: Billy Robins
Director of Business Development at Zendesk
• VP Business Development, PayNearMe
• VP Product, Wells Fargo
Varthana partnered with a leading business development expert to build a consultative sales approach to helping schools
Varthana’s top priority was developing its new “Beyond Loans” program to provide further support and provide education solutions to its network of schools. Varthana partnered with RippleWorks to develop a consultative sales process to focus on solution sales within the Beyond Loans program.
The project provided us with a framework to better understand customer needs and expand our product offerings to address them.
—Varthana CEO Steve Hardgrave
• Triggered the creation of iSAP by confirming school needs using the Jobs-To-Be-Done framework
• Uncovered key insights on school needs through user research, and further developed user research as a core skill within Varthana
• Established fundamentals of consultative sales using industry best practices, framework, and identifying industry standard sales tools
• Helped improve sales performance by capturing sales funnel, metrics of success, and lessons learned from initial sales
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