The problem
A large institution's commencement arrives and nobody noticed there was no open deal.
With Partiu Formatura
The outreach window lists upcoming commencements with no deal in progress, sorted by each class's ideal outreach date.
Graduation operation · Sales intelligence
Class sales intelligence: where to prospect, which proposal closes and how much will close
A graduation company sells to a class that doesn't exist yet, years before commencement, often competing with a rival that already serves the institution. The CRM shows how the operation is doing. Sales Intelligence tells you what will happen and what to do: which institutions haven't been approached, which discount closes the deal and which one just burns margin, how much closes each month and whether the team can handle next year's demand.
The problem and the fix
The problems Sales intelligence solves every day
If any of these situations sounds familiar, it is because they happen in almost every graduation company, until the right system comes in.
The problem
Reps give discounts to close, but nobody knows whether the discount actually closes anything.
With Partiu Formatura
Proposal acceptance is measured by discount and margin range, showing where discounts convert and where they only cut revenue.
The problem
The annual forecast is just the sum of the probabilities each rep typed in.
With Partiu Formatura
Each stage's probability is measured from your own pipeline history and shown next to the typed-in one, with three scenarios against the target.
The problem
Nobody checks whether the forecast made at the start of the month was right.
With Partiu Formatura
A monthly forecast snapshot is saved and never changes, and accuracy compares the forecast with what actually closed.
The problem
Leadership only finds out it's short on reps after the classes have gone to a competitor.
With Partiu Formatura
Outreach demand for the coming months is compared with team capacity, with a simulator for hiring and sales cycle changes.
The problem
The institution that graduated a class this year isn't approached for next year's class.
With Partiu Formatura
Base renewal shows every institution and program already served that doesn't have its next class yet, with the value of the last one.
In practice
Real examples of Sales intelligence working for you
Everyday situations at graduation companies, from the problem to the result, using the modules on this page.
Forgotten renewals
The scenario
The company served seventy institutions and kept its team focused on prospecting new schools.
With the system
The prospecting view listed the institutions and programs that had graduated a class and had no next class yet, with the value of the last one.
The result
The team prioritized the highest-value renewals before opening new fronts, with a ready-made list for each rep.
The discount that didn't close
The scenario
Proposals with discounts above 15% were seen as the easiest to close.
With the system
Acceptance by discount range showed that above 12% the acceptance rate didn't go up and margin went down.
The result
The discount approval limits were revised, and the average margin of closed classes climbed again the following semester.
Hiring decided ahead of time
The scenario
The commencement peak two years out required more outreach than the current team could handle.
With the system
The capacity simulator showed the months short on reps and the effect of hiring two reps in the quarter.
The result
The hiring was approved six months before the peak, with the scenario saved for the follow-up meeting.
How it works
How information flows through Sales intelligence
Every step is a real module, and what comes out of one goes into the next without anyone typing it again.
- 1MarketProspecting shows institutions, programs and commencements with no deal yet.
- 2PriorityBase renewal and the outreach window tell you where to start.
- 3ProposalAcceptance history guides discount and margin before you send.
- 4ForecastThe pipeline becomes a monthly forecast in three scenarios, compared with the target.
- 5CapacityDemand for the coming months is compared with the team and simulated.
- 6AccuracyThe monthly snapshot later shows how accurate the forecast was.
Module by module
Everything included in Sales intelligence
6 modules and 30 features on this page, all running on the same class, graduate and event records.
Overview and Recommendations
All four fronts in one summary, plus what to do this week.
- Prospecting, proposal, forecast and capacity metrics
- Closing outreach window
- Discounts that don't convert
- Forecast below target
- Overloaded rep and renewal at risk
Institution Prospecting
Where the untapped market is.
- Coverage of institutions and programs approached and with no deal
- Outreach window for upcoming commencements
- Conversion by size, state, program and source
- Competitors already serving the institution
- Renewal of the existing customer base
Proposals
What gets the committee to say yes.
- Acceptance by discount and margin range
- Time until the committee responds
- Versions until acceptance
- Effect of discount approval limits
- Losses on price to competitors and prices charged in contracts
Closing Forecast
How much will close, when and with what confidence.
- Stage probability measured from pipeline history
- Likely closing date for each deal
- Alert for deals closing too late for commencement
- Monthly forecast in three scenarios against the target
- Frozen monthly snapshot and forecast accuracy
Sales Capacity
Whether the team can handle what's coming.
- Workload per rep against portfolio capacity
- Monthly outreach demand against installed capacity
- Rep shortfall in peak months
- Simulator for hiring, cycle, win rate and average deal size
- Saved scenarios to compare later
Assumptions
The company numbers behind the math.
- Months of history considered
- Pessimistic and optimistic scenario factors
- Ideal outreach lead time
- Concurrent deals and outreach per rep
- Automatic forecast snapshot on or off
Find the right plan for Sales intelligence
Compare the modules and choose the setup that fits your operation.