Sales Cycle Automation
How We Reduced GoNoodle’s Average Time to Conversion
Client Overview
GoNoodle is a free video website for teachers and families and has recently launched its first Educational Technology, Business-to-Business, Software-as-a-Service platform. GoNoodle was founded to fight childhood obesity and is now shifting to address the current mental health crisis among kids. The organization extended its product line by launching a social-emotional learning platform, SuperNoodle.
SuperNoodle is an SEL curriculum for elementary-aged learners built on the power of GoNoodle and its reach into 96% of public elementary schools in the United States.
The GoNoodle team reached out to discuss the SuperNoodle product launch, expected for the 2023-2024 school year. Since the new product would be available for license by any elementary school, it was necessary to implement new landing pages and automations to simplify the process for the sales team.
Initially, they engaged us to help configure their CRM and set up their sales pipeline. After some initial work and discussion, we proffered a more complex solution that would include Business Process Management (BPM), new funnels and automation opportunities, and a better way to see all their processes at a glance. We reached an agreement and swung into action.
We conducted strategy sessions to understand the pain points and goals of the client. During these strategy sessions, we created diagrams to outline the new product’s sales funnel and the new automation for their business process.
We also evaluated GoNoodle’s current technologies to ensure that we could keep best practices and a high level of expertise in the implementation process. We subsequently advised that they migrate from Freshsales to Ontraport, implement PandaDoc software to create, send, and sign proposals, and automate the invoice creation process and tracking on Sage Intacct (their accounting system).
Another improvement to their initial needs was building and launching different pipelines after sending proposals and closing sales. This would help to make the entire process easier to read and understand and to track each proposal or sale at a glance.
- Create contact and deal records, and move them through the sales stages of the funnel.
- Create proposals on the PandaDoc software and monitor their status.
- Assign tasks to the sales team, check process status, and send timely reminders.
- Create and track invoices on their accounting system.
- Log payments smoothly on an accounting system.
We completed and tested all the automations and new business processes in three months. As a result, GoNoodle was able to launch its go-to-market plans in less than 3 months.
Through our proprietary process management methodology, we streamlined GoNoodle’s sales cycle and supported a direct sales process to shorten their Average Time to Conversion (ATC). The average time to conversion from a Qualified Lead to a decision maker is 22 days.
With the new system in place, we helped to cut out human errors in their proposal process to less than 5%.
Finally, their conversion rate from a qualified lead to a client became 2% higher than other companies in the SEL industry.
From the Horse’s Mouth
Nancy Lew
Sales Manager at GoNoodle
In a Nutshell…
With the need to launch and scale its newly launched product, GoNoodle urgently needed to streamline its sales process and automate tasks, reminders, proposals, and invoicing processes.
Our business process experts helped to identify and streamline vital workflows. We dived deep into the organization’s operations, analyzed and mapped each process to propose best practices and uncover areas of improvement. We evaluated their current technology stack and systems to ensure compatibility and suggested valuable replacements where necessary.
Thereafter, we collaborated with stakeholders to identify opportunities for automation and designed tailor-made solutions that perfectly aligned with the organization’s goals and objectives and impacted performance. We implemented several workflow automations to save operational time, reduce errors, and improve overall efficiency.
Finally, our training and support process ensured that their team was fully equipped with the knowledge and skills needed to master the new tools and processes before the launch.
