Data Nectar implemented a business intelligence solution on LeadDesk's outbound call record data
and HR data to improve lead qualification ratio & business profitability at a Lead Generation
organisation in USA.
MD Effort saved per year
Reduction in attrition
Increase in lead qualification
The client based in the United States provides lead generation solutions to global technology
& IT-enabled services companies. The client supports global tech companies to achieve
high-performance prospecting across the entire sales & marketing funnel.
Their primary business involves offering telesales services for high-end research reports
prepared by premier Research and Analytics firms, as well as leading tech companies.
The telesales team comprised of more than 800 sales executives trained and allocated to
execute sales campaigns for clients – to sell a range of reports, white papers on
technologies, innovation, research and marketing. Data suggests that the team of
professionally-trained 800 personnel makes almost 50K telecalls in a day, the lead
generation record of which were maintained through a CRM.
Telesales for research reports, whitepapers & technology researches
ETL & Enterprise Data Warehouse
Admin Web App(Angular)
Dashboard & Reporting solution
Referring to the significantly huge scale of calls made per day by a large telecalling team, the
volume of data produced was posing to be a challenge. This is mainly for aggregating, analysing,
and exploring correlations, to extract business intelligence.
As per their methodology followed, a staff of 5 were dedicatedly extracting data from
CRM and HRM systems to manually generate weekly reports in predefined templates that were shared
with stakeholders. These reports carried
defects and delays, besides many KPIs were missing.
Although a high volume of data was generated, the lack of data analytics and business
intelligence capabilities was a huge concern for the client. It was important to be on top of
the operational overviews, data, correlations,
and trends to make appropriate decisions around selecting people. This may be for training,
performance monitoring, data quality improvement, campaign team’s productivity and costs vs.
In such an operation-heavy domain with a high-paced sales environment, any single delay
in making the right decision will have a direct impact on the campaign performance, quality, and
No of calls, Connects, Conversion ratios
Lead generation and disqualification & segmentation across parameters(time,
Lead Disqualification Ratio
Sales Vs Team Size, Cost
Data Quality (No. of not usable contact numbers)
An end-to-end Business Intelligence system was designed to suit the client’s existing needs
along with the provision of scalability and customisation capabilities to accommodate future
The system comprised of data ingestion from CRM, TCS iON (HRM)m Finance Systems data
residing in Excel files. Hourly and Daily scheduling for ETL was implemented to update OLAP
cubes. 6 BI Dashboards and 18 specific reports
were designed and developed to serve intuitive visualisation for users and key stakeholders. The
Dashboard consisted of 24 to 30 objects to serve unique needs by decision-makers.
every insight around operational
efficiencies of the business was to be made accessible to the decision-makers at their
fingertips - enabling them to make the right decisions, faster.
And all these were delivered to the client in a record 1.5-month duration.
Your trust is important to us and so also is the confidentiality of your Data. At
Data Nectar Technosys, we consider the privacy and protection of your data at the highest
priority, along with following the provisions of the EU General
Data Protection Regulation (GDPR). We follow stringent data protection guidelines and take adequate
measures to ensure that we fulfil our promise of being fully GDPR compliant.