We reduced our average customer onboarding time by 43% compared to FY 21-22 🔥

Here are some not so secrets of how we did it:

1️⃣ Detailed qualifying - We created questionnaire and shared with sales team to help both them and us get a better understanding of who are we going to talk to 🎙️

Urgency
Readiness
Impact

Tool: Google forms

2️⃣ Homework - We did some understanding of their product (App or otherwise) to get some insights on what could potentially have gone wrong - This is a detailed checklist as well 📚

Domain
Competitors
Revenue and team sizes
Product feedback from customers

Tools: G2, Glassdoor, Crunchbase etc,.

3️⃣ Finding the right person to speak to - We made sure to bring in the "source" of solution finder within the customer organisation and to exact maximum details 🕵🏻

CXOs
Lead engineers
Engineering heads

Tools: LinkedIn, companies website

4️⃣ Packaging solutions - Having pushed out 100 odd proposals, we started identifying patterns of problems and solutions around it. We currently have a knowledge base available for the entire team who can search for a specific problem and get a proposal created around it. 📦

Type of solutions
Tool to generate proposal
Capturing clear problem statement

Tools: Qwilr, Google sheets, tl;dv

5️⃣ Clear hand-over and ownership from different teams - Enabling teams to differentiate between responsibilities and workflow. 📍

Sales <> Solutions <> Sales <> Fulfilment <> Delivery
Sales owns up Follow-ups
Pipeline management

Tools: ShiftX , Rocketlane and Coda

Any numbers are a combination of multiple teams collaborating and individually owning up certain tasks, tools and processes without messing creativity and ability to think beyond the set process! 🚀

Originally drafted by my colleague Abi : and sharing the same here because I thought it is super helpful to you folks. This works for a services based approach or an enterprise focused SaaS offering.