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QualityKiosk: Sales Force Design for Anabot
In December of 2020, the head of product development at QualityKiosk Technologies Private Limited (QualityKiosk) was grappling with a significant issue. QualityKiosk provided application quality assurance, business automation, digital experience management, and data analytics services to financial services companies across India. Krishna had to recommend the way forward for the company’s latest product—Anabot, a new information technology (IT) journey analytics platform. The Anabot platform could provide its clients with quick insight about any IT incidents in the client’s technology services. It also provided around-the-clock intelligence to the client’s team handling those incidents. In its first year of sales, the customer journey analytics platform had been adopted by five major clients, generating over ₹20 million in revenues for QualityKiosk. However, between May and August 2020, none of over fifty potential clients who had expressed an interest in the Anabot product had proceeded to make a purchase. For the entire Anabot product team, anxiety was increasing about the future of their product. In an upcoming product review meeting with the company’s chief executive officer, the head of product development would be required to present his recommendations for the future of the Anabot platform. -
QualityKiosk: Sales Force Design for Anabot - Instructor Spreadsheet
Spreadsheet to accompany product W28436. -
QualityKiosk: Drawing up a Sales Strategy - Instructor Spreadsheet
Spreadsheet to accompany product 5B17A064. -
QualityKiosk: Drawing up a Sales Strategy
QualityKiosk Technologies Private Limited (QualityKiosk) was an information technology company providing software application testing and quality assurance services to banks and insurance companies in India. In 2015, QualityKiosk had over 70 per cent penetration in the insurance sector in terms of numbers of customers, and only 30 per cent penetration in the banking sector. Anuroop Krishna, head of QualityKiosk’s banking vertical, must put together a coherent sales strategy for 2016–17, and present his recommendations to QualityKiosk's chief executive officer.