How Kovai.co Grew Their Document360 Sales Team by 50% with Pipedrive

Document360 case study
  • The Document360 sales team has grown by 50% since they started using Pipedrive
  • Pipedrive has helped give the product and team a clear sense of direction
  • Document360 is growing and Kovai.co are adding new clients every month

Document360, a product built by Kovai.co, is a standalone SaaS self-service Knowledge Base software. It allows businesses (especially SaaS companies) to create a sophisticated online self-service knowledge base solution, organized in a well-structured manner.

Document360 benefits from powerful features like Category Manager, rich and easy to use Markdown Editor, AI-powered Smart Search, Commenting, Version Control, Enhanced Security, Private Documentation and Back-up. Integrations with common third-party platforms provide the user with a holistic support tool.

“Customers these days generally tend not to talk to a provider, preferring to find the solution for themselves, so a good self-service knowledge base is essential for all businesses,” explains Kovai.co’s CEO Saravana Kumar.

The problem Kovai.co faced selling Document360

Before choosing Pipedrive, as they were a Microsoft-focused company, the sales team at Kovai.co were using Microsoft Dynamics CRM to manage their Document360 leads.

“It was a satisfactory tool in which to compile sales data, but it did not help us with sales forecasts and pipelines, and it was a complex product for medium-sized teams,” says Saravana.

“It reached the point where we realized it was becoming overwhelming because we were not seeing any clarity in our sales pipelines and forecasts.”

Management required more insight into Sales and the Sales team wanted a more precise tooling to monitor and manage the ever-increasing pipelines.

“We were spending a lot of time on visualizing or getting clarity on the state of sales from the existing CRM; this is the point we decided to invest in a CRM that was suitable for our needs.”

The solution Kovai.co chose

“After searching the market, we finally settled on Pipedrive,” says Saravana.

“Pipedrive has given the whole process a clarity we did not enjoy with other CRMs, so much so that Management can now see what is likely to be achieved in a sales quarter and plan accordingly.”

You can read more about Pipedrive’s forecasting feature on our website.

Saravana continues: “All industries need to know if their sales pipelines are healthy and all salespeople have to build a structure to help them reach their targets. Pipedrive is ideal for that.

“We have a single view of the customer both on the deal page as well as on the contact page. The entire customer journey is recorded on these pages via Pipedrive’s APIs.

“For example: the prospect signs up via the website, he/she performs a series of activities inside the application, a bunch of automation emails are sent, the prospect (trial user) performs some key events inside the application; all of these events are captured on Pipedrive so the salespeople know the exact state of the prospect.”

As well as pipeline clarity and revenue forecasting, Pipedrive is also enabling the team to engage with new leads quickly and accurately.

“Being a SaaS product in a competitive space it is crucial to follow each lead very carefully. The attention span of the prospects is very limited so if you miss the opportunity, there is no second chance,” explains Saravana.

However, for Saravana, the key difference between Pipedrive and their previous CRM is clean, simple, visualized pipeline management.

“We maintain different pipelines for inbound, outbound and nurture on Pipedrive, which gives us great clarity.”

Thanks to Pipedrive’s clarity and its features, the Document360 sales team, whose members are adding new customers every month, has grown by 50%.

Taking advantage of integrations

The Document360 sales team have integrated a number of other tools with Pipedrive through the Pipedrive Marketplace, including Autopilot.

“We wanted both sales and marketing tools to work in sync, almost like a single product. The first party integration between these products helps to achieve this.”

So, how has Kovai.co’s approach to Sales changed since they began using Pipedrive?

“The recording of prospects, our outreach to those prospects and the timing, and the manner in which we build a prospect profile have become a lot more professional and organized,” says Saravana.

Want to find out how Pipedrive could help you convert more leads into sales? You can try Pipedrive for free for 14 days!

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