IT / Software House
„We save a lot of time thanks to Livespace. Our sales team is fairly small (for now ;-)), and we have a ton of work, so it's critical for us to work together efficiently. Livespace helps us save 3 working days a month by using its scorecards to structure our status meetings. And now that we understand our customers better and qualify them more effectively, we've stopped wasting time on prospects for whom our services are simply too expensive.”
Ilona Leoniewska, Chief Revenue Officer, Escola S.A.
180%
year-over-year revenue growth
3 working days
saved each month on work reporting
50%
shorter status meetings
Escola S.A. is a software house with over 10 years of experience building mobile, web, e-learning and e-commerce applications. It employs more than 50 people. Mergers and acquisitions are a significant lever for the company's growth — this is how it expands its portfolio of technologies, products and clients.
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Escola is a software house focused on continuous growth in revenue and value. Mergers and acquisitions are a significant lever in the company's growth strategy. This is how it expands its portfolio of available technologies, products and clients. In 2019, as part of its strategy, the company acquired two other software houses. Three sales departments, each with different processes and tools, had to be combined into a single shared one to enable Escola to grow its revenue appropriately.
Ilona Leoniewska, Chief Revenue Officer at Escola, already knew Livespace and had used it before. She knew the tool would help organize a unified sales department. Livespace offered more features than other CRMs, including:
Alongside the Livespace implementation, the team began working on sales processes for its services and products. Within a few months, the statistics available in Livespace made it possible to verify the effectiveness of sales activities and to refine the process so it became more effective. Livespace helped reveal that speeding up customer service and engaging the customer more deeply in the whole process would increase conversion. The first contact now happens within just 15 minutes of an inquiry coming in, and within the next two days the client receives an initial offer.
The data showed that a second factor significantly increasing conversion is discovery workshops. They became an essential part of the sales process for development services and customer qualification. Together with the initial offer, the client is offered a paid workshop during which they map out the project scope and requirements with Escola. Clients who take part buy application-development services far more often. Customer qualification also improved significantly. The segmentation process appeared not only in sales but also in relationship building, and the team began verifying where potential orders come from and measuring conversion by acquisition source.
By managing the sales process, funnel and activities in Livespace, day-to-day operations became noticeably more efficient. Through improved reporting alone the team gained an additional 3 working days per month, and the time spent on status meetings was cut in half thanks to the Kanban board of sales opportunities and the Livespace dashboard feed. Sales reps qualify customers much faster — also thanks to the workshops — and faster offer delivery shortened the sales cycle. The data collected in Livespace let Escola invest more effectively in marketing, increasing the number of quality leads. These and other changes translated into 180% sales growth, and Escola was recognized by Clutch as the sixth fastest-growing software house in the world.
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