The challenge
A B-school executive education arm offering open enrolment programmes for senior leaders had a 5-person corporate sales team handling enquiries from L&D, HRBPs and CHROs across 200+ enterprise accounts. Enquiries took 11 days to convert to proposal. Multi-stakeholder buying (L&D specifies, finance approves, CHRO sponsors) meant deals stalled when one stakeholder went silent. Proposals were artisanal Word documents.
How we deployed
- Built a corporate L&D enquiry intake bot — captured programme interest, cohort size, learner level, budget band, decision timeline.
- Mapped buying-committee stakeholders inside HubSpot — L&D contact, HRBP, finance, CHRO sponsor.
- Triggered stakeholder-specific nurture — L&D got curriculum detail, finance got ROI model, CHRO got leadership-impact case studies.
- Auto-generated proposals via Gemini-powered template engine — programme outline, cohort pricing, instructor bios, references.
- Scheduled multi-stakeholder discovery calls via Google Meet with one shared availability link.
- Sent stakeholder-specific re-engagement nudges when any one stakeholder went silent for 7+ days.
What changed
- Rs 11.4 crore in net-new corporate L&D pipeline across 9 months.
- 96 enterprise accounts in active negotiation — 2.4x previous pace.
- Proposal turnaround compressed from 9 days to under 60 hours.
- Multi-stakeholder touch rate climbed to 4.8 per deal — sales team spent time on the right conversations.
- Average corporate deal size grew 31% as cohort packaging surfaced earlier in the funnel.
"Corporate L&D buying is six people in a Slack thread we will never see. We finally have a system that talks to all six in their own language."
— Director Executive Education · Tier-1 B-School