WhiteHat Jr

Re-imagining Student Experience for a rapidly growing global Ed-tech provider

CLIENT NAME
WhiteHat Jr

INDUSTRY
Ed-tech

SALESFORCE PRODUCTS
Salesforce Sales Cloud, Service Cloud, Digital Engagement Add-On

About Customer

WhiteHat Jr is a global education technology company that provides quality 1:1 online coding tutoring by connecting teachers to students aged 6-14 worldwide. Children learn the fundamentals of coding logic, structure and algorithmic thinking to generate creative outcomes.

WhiteHat Jr. was founded in 2018 in India and has rapidly expanded globally, beginning with US & APAC. Till date, they have had 400K students and 5K teachers on its platform. Their 100% month on month growth rate has resulted in an ARR of $150M on $~11M investments. Byju’s, the world’s most valuable ed-tech company, acquired WhiteHat Jr. in 2020.

The Challenge

When WhiteHat Jr approached us, they had an aggressive growth target of over 20% every month, spiking to 100% monthly with the onset of Covid19. The company had also begun to expand into newer geographies such as the USA, Europe and the Asia-Pacific region.

Additionally, the WhiteHat sales and service teams used spreadsheets to capture sales data, thus spending significant time and effort to collate customer information from across spreadsheets. These factors were causing delays in various sales stages, resulting in missed revenue opportunities. Equally, the management was also having difficulty analysing data since reporting was becoming cumbersome.

Our Solution

WhiteHat realised that they must move to a robust, scalable and global platform and opted for Salesforce as a digital engagement platform. They partnered with Aethereus to

  • Scale-up their processes,
  • Innovate on core products
  • Launch new products rapidly into the market, faster than their competition.

We used Salesforce Sales Cloud, Service Cloud and Digital Engagement Add-on to help them achieve scale in growth, improve data visibility and digitise their complete Student lifecycle. We redesigned critical aspects of the student lifecycle such as student acquisition, onboarding, operations and teacher recruitment.

We utilised Sales Cloud to standardise the parent engagement with the Sales team, advocacy and student renewals. The revamped and streamlined sales process allowed for one point 360 customer data access. The management could generate better insights and monitor key metrics like sales trends and conversion rates through powerful reports and dashboards.

The service cloud helped both the teachers and parents to access Whitehat’s support team through multiple channels such as emails, calls, and WhatsApp for any queries, assistance or complaints.

Impact

Increase in Revenue

Achieve a fivefold increase in monthly revenue

Increased Lead Conversion

Increase in lead Conversion ratio from 5% to 17%

Increase in Revenue per Student

Average revenue per student has improved by 17%

Rapid Expansion

Managed rapid expansion across the US, UK, Canada and ANZ geographies with minimal efforts

Scalability

Improved scalability resulted in sales team growth from 30 to 3000 in 10 months

Better Customer Experience

Reduction on the number of basic service queries due to better visibility of ticket patterns and proactive handling

Karan Bajaj
WhiteHat Jr.
Founder & CEO

Excellent partnership in our Sales and Service transformation journey. Highly recommended!
The Aethereus team acted as true partners in our Salesforce transformation journey against very aggressive timelines. They brought in the right mix of domain, process and Salesforce understanding in a rapidly changing start-up environment. I would highly recommend them for any Sales and Service Salesforce transformation work.

Are you ready to begin
your Salesforce journey?

Get in touch with us to get started.

ABOUT AETHEREUS

We partner with our clients to solve their most challenging customer experience problems by leveraging the power of Salesforce with cutting-edge technology and a design-led approach. We have been Salesforce Partner since 2019. 

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