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Tracxn - Case Study

Business Development

Copyright © 2019. Tracxn Technologies Private Limited. All rights reserved.


Q1 - Identify top Tracxn features relevant for different customer categories

Context
Tracxn is a SaaS data platform which has a lot of features. However, customers from different categories have different interest levels to each of these
features depending upon their usecase. Let us say you are a sales person at Tracxn and you are designing your sales pitch for each of these customer
categories. As a first step for this, you need to identify the top most interesting features on Tracxn Platform that your customers will find useful.

Problem Statement
Please go through the Tracxn Platform features mentioned in the “Reference material” provided. Then, please identify top three most relevant
features for each of the following customer categories along with the reason -

1. Early Stage Venture Capital (VC) Funds


2. Late Stage Venture Capital (VC) Funds
3. Corporate Innovation Teams

Reference Material
● We have attached “Reference Material” slide deck in the assignment e-mail.
● It has 4 parts:
○ About Tracxn
○ Customer Categories - Definition
○ Top Features of Platform
○ Solved Example
● Would prefer assignment output in a format specified in “Solved Example” slide.

Copyright © 2019. Tracxn Technologies Private Limited. All rights reserved.


Q2 - Draft a cold email to a potential customer convincing him/her to take a platform demo

Context
You want to reachout to a customer through email to get them to agree to a demo of Tracxn Platform.

Problem Statement
1. Pick a potential customer (account as well as lead)
○ Search online and pick an actual person whom you want to reach out.
○ Customer should be from the customer categories listed in Question 1
2. Draft a cold email to the lead picked explaining the value proposition of Tracxn for him/her.
○ For your reference, we have listed attributes of a good e-mail in Annexure slide
○ Please feel free to use your own format if needed.

Solution Format
● Account Details
○ Account Name
○ Customer Category
● Lead Details
○ Person Name
○ Designation
○ Linkedin Link
● Reason for choosing this Lead (why this person, why not someone else)
● The cold email that will be sent to the person identified above.
○ Subject
○ Email Body

Copyright © 2019. Tracxn Technologies Private Limited. All rights reserved.


Annexure

Copyright © 2019. Tracxn Technologies Private Limited. All rights reserved.


Annexure

Attributes of a good customer email


A good email communicates the value proposition clearly, entices the customer to agree for a demo in as few words as possible.

We feel that a good customer email has following attributes:

● Subject
• This should be enticing enough to get your Lead to open your email.
• It should avoid typical spam filters

● Hook
• A hook is a statement that attracts the reader’s interest, and makes them want to read the rest of the email. The hook can be written either
as part of the Email Body, or as part of the Subject itself. The choice is yours.
• Example - Congratulating the Lead on raising a new fund

● Problem
• This describes which problem or requirement of the Customer you are addressing.
• Example - For an Early Stage VC, identification of startups in a particular sector

● Solution
• How does use of Tracxn’s platform address the problem mentioned above.
• Example - Refer to the list of top 3 features you identified in Question 1.

● Call to Action
• A statement that prompts the Lead to take some action to avail the solution proposed above.
• Example - Asking the Lead to get in touch with you for a Demo of the platform
Copyright © 2019. Tracxn Technologies Private Limited. All rights reserved.