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Helping Treebo Hotels Deal with Rapid Growth

About Treebo

Treebo is India’s third largest hotel chain. Operating in a $20 billion market that is extremely fragment- ed and suffers from poor service standards, Treebo strives to standardize the hotel booking and stay experience.

Treebo’s growth has been rapid and expects its gross booking value to rise five-fold in the next two years. To fuel this growth Treebo has raised a total of $57M of venture capital, with the latest round of $34M in August 2017, and has grown to over 700 people.

Growth challenges for Treebo

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Visibility

Treebo’s fast-growing field sales teams are responsible for partner- ing with multiple stakeholders such as hotels, corporates, travel agents and more. The teams were not adequately positioned to cap- ture and display field data.

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Productivity

While teams were growing rapidly to service newer geographies and verticals, processes and automa- tion had to catch up to measure and optimize outcomes for reps. Also, there was a need to reduce qualitative interventions by man- agers and leaders.

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Engagement

Treebo’s stakeholders are diverse and their engagement profiles vary based on a number of parameters, such as relationship and value. For effective outcomes, it was necessary to anticipate needs and implement custom- ized outreach at scale.

Challenges

Sales data was on multiple excel sheets & multiple apps that was not integrated into a single system of record.

  • Identify and automate processes that comprise the entire sales lifecycle.
  • Automated logs for minimal intervention from sales reps and managers.
  • Intuitive dashboards to visualize data on basis of priority and individual needs

Activities to onboard customers and then drive best out- comes required two different modes of engagement.

  • Separate activities based on outcomes and map them to process automation.
  • Lead Management System for ‘hunting’ and Activity Management System for ‘farming’.
  • Unique interfaces and workflows for both set of activities tied to outcomes.

Despite operating within a small buying window, the Turn- around time (TAT) to onboard customers was high.

  • Intelligent lead allocation based on sales rep profile and priorities.
  • Seamless onboarding of customers and partner engagement setup.
  • In-app coaching in the form of ‘next best actions’ based on time and context.

Key Stats

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Faster turnaround time
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Increase in the number of leads handled by a rep per day
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Rep adoption rate

Benefits

In just a couple of months of deploying Vymo, Treebo achieved has seen significant value.

A 1-2 month sales cycle was brought down to a less than 3 weeks.

Timely follow-ups and meeting scheduling have short- ened the sales cycle. This also enabled sales teams to go through a higher number of leads in a month. More leads and shorter turnaround time led to an increased growth rate for Treebo.

Number of leads handled by a rep per day went up by 68%

If a salesperson has free time, Vymo proactively suggests meetings in the nearby location. With reps now being able to schedule more meetings in a day, they got more productive and took on more leads.

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