ZOOM Software, Pune
Presales Consulting and Business Development Support for an EdTech Company in Pune
Client: ZOOM Software, Pune | Sector: EdTech / School ERP | Consultant: Dr. Sachin Mohan Bhide | Year: 2011
At a Glance
A Pune (India) based marketing consultant helped an EdTech software company design a presales system and activate a warm referral network across top educational institutions in Pune. The engagement resulted in a structured business development process and direct access to senior decision-makers at leading management institutes.
Background
ZOOM Software, Pune was a software company that had developed and marketed EduSmart, a comprehensive school and college administration software suite. The EduSmart modules covered student administration, fee management, library operations, result analysis, scholarship management, timetable and attendance, store management, staff information, and a student data alert web application.
In early 2011, ZOOM Software, led by Vivek Pataskar, engaged Dr. Sachin Mohan Bhide of Eha Management Consultancy, Pune to support presales consulting and business development activities for the EduSmart product line. This engagement reflects Eha’s expertise in go-to-market strategy and sales process design for technology companies in the education sector.
The Business Challenge
ZOOM Software had built a feature-rich product, and needed a systematic approach to reach principals, directors, and administrators of educational institutions in Pune. The key challenges were: identifying the right prospects, crafting a compelling outreach process, and gaining trusted access to decision-makers in a relationship-driven market.
Engagement Scope
The presales consulting engagement covered three core areas:
1. Product and Market Familiarisation
Sachin conducted a thorough study of the EduSmart product suite to understand the full scope of features and the value proposition for educational institutions, including engineering colleges and management institutes in Pune. This provided the foundation for crafting relevant, institution-specific outreach messaging.
2. Presales Process Design
A structured presales playbook was designed for ZOOM Software’s business development team. The playbook addressed:
- Prospecting methodology using existing databases and public directories of educational institutions in Pune
- Call scripts for cold outreach (without a reference) and warm outreach (with a reference), covering objection handling and solution positioning
- Email templates for follow-up after initial phone contact, clearly presenting ZOOM Software’s solution areas
- Process for scheduling appointments for product introductions and demonstrations
3. Reference Network Activation
Sachin leveraged his personal network of senior professionals across leading educational institutions in Pune to provide ZOOM Software with warm introduction pathways. A curated list of decision-makers was shared, covering directors, deans, and heads of administration at management institutes and professional colleges in Pune. He also facilitated introductions to management students with relevant profiles for the EduSmart sales effort, connecting them directly with the ZOOM Software team.
Value Delivered
- A ready-to-use presales playbook enabling the ZOOM Software team to approach prospects in Pune’s education sector consistently and professionally
- A reference network of contacts across top management and professional institutes in Pune, enabling warm access for product demonstrations
- Structured email and phone communication templates aligned with the EduSmart product positioning
- Talent introductions to support the client’s growing business development capability
Why This Engagement Matters
This case demonstrates how a marketing consultant with deep institutional networks can accelerate the go-to-market process for a B2B software product. Rather than cold prospecting alone, the engagement combined process design with network-based access, which is particularly effective in the education sector where trust and referrals drive purchase decisions.
For EdTech companies, school ERP providers, and education-focused software firms looking to enter or expand in the Pune market, Eha Management Consultancy offers structured presales consulting, stakeholder mapping, and go-to-market strategy support.
About Eha Management Consultancy
Eha Management Consultancy, founded by Dr. Sachin Mohan Bhide (PhD, Marketing), offers marketing strategy, management research, management training, and speaking services. With 24+ years of experience and 70+ consulting assignments across 40+ sectors, Eha partners with organisations in Pune and across India seeking sustainable business growth.
Website: ehamanagementconsultancy.com | Mobile: +91 98230 38828 | sachin@ehamanagementconsultancy.com