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hi everyone very good afternoon to everyone I believe it's morning for a lot of people as well so good morning to you guys thank you so much for joining another lead squared webinar as you know this is exclusively for folks in the education sector so what are we going to talk about today it's about conquering lead generation in higher education so some of the things that we will talk about today are understanding the pen psychology to get more admissions are planning for word of mouth and the use of technology the role of Technology in converting inquiries into enrollments so we have two special guests to take us through the session we're gonna have it in two bits so once once because speaks first and then it's goes over to the next speaker so stays stay tuned for everything because it's going to be exciting and there's much to learn from this so I will introduce our first speaker who is bellman Victor he is senior digital marketing strategist at Weiss of solutions and he's been helping brands with digital transformation and go-to-market strategy so he comes with over 12 years of experience working with clients across the u.s. APAC southeast asia you name it it's all there and he's worked with brands like UCLA Kaplan education/money Paul and so on so thank you so much Belmont for joining us I also have my other speaker for the day who is Ashish Gupta and so he is a customer success manager at lead square yes we we ensure that our customers succeed at eat squared so we have a lot of representatives for that so Ashish as he comes with a wealth of experience when it comes to sales and customer account management at Leeds Square then he's spent good number of years at the SAS industry and has taken multiple sessions on education marketing so maybe some of you if you're interested in that I'll send you some of the recordings pause session so Ashish is going to take the session in the second half first we come to bellman so bellman thank you so much for joining the session if you could please share a few lines about yourself and take the session forward Komachi Bonnie so the kind words and to kick things off so a quick line of introduction about myself so yes like Shivani mentioned I worked with multiple geographies and I worked with a lot of education institutions in India in Southeast Asia and in the US markets so the education landscape itself is changing high and most of you would agree with that so what we are going to do in today's webinar is we are going to cover some of the challenges that colleges face especially while getting admission we'll be looking at multiple factors that you know parents look at not just parents but even students because the decision-making for a successful admission happens from both of these both of these decision makers also these we looking at how some of the universities have tackled this problem and finally we look at some strategies that were employed by my current agency in getting leads on a small budget and just to kind of let you all know so we also wanna cut the MENA search a box a couple of months back for one of the lead generation programs that we actually did for an education University so more details about that later okay all right okay I'm just fiddling around with a slice to ensure that everything works fine please let me know in the chat if you are not able to see my screen okay so it's good that today's webinar we have a good mix of audience from both India and the UAE and as Shivani mentioned some of you from other geographies also but no matter where you are I assuming that some of the challenges that you face are fairly the same it's only the big universities or the big colleges have a really huge waiting list of students but the rest of them really are struggling to fill up their seats I speaking from a UAE perspective there's a constant influx of people coming in and hot stuff out of the country and this leads to a lot of flux when it comes to students coming to colleges for admissions and in the UAE specularity engineering student as compared to India where engineering student signs up for year one and continues through year one to four but in the UAE you will find colleges pushing the students even in year two or year three and with a lot of students being spoiled for choice to the side whether they go back home to study or they study with international universities in the UAE or if they study with international universities in another location so students are really spoiled for choice right now how does your college or university stand out is is the problem that are you all face cuz ii even when it comes to the cost when it comes to the cost of admissions the place where universities again struggle with us your costs have really been going up google ads with its limited real estate that is provide you just gives you about seven search ads hang with that you know you have multiple universities fighting for that space you barely have any any leeway any room for error and you absolutely have to get it right just one of the schools that we worked with last year had a cost of an admission of about thousand two hundred dollars per student which was almost 1/10 of the revenue the student would bring it for a year now this coupled with the fact that the students might only stay with the school for just one year it did not really make much economic sense for the school thank a lot of universities would love to get more reference and ideally they are on target to get more restless from their existing students now if the students were to continue with the university throughout its term then that is a good idea but in more cases we've seen that students themselves are not really so loyal or do not continue at a particular place for more than a year so that raises a lot of questions and that you know that one channel where people really struggle and lastly each college would like to get much much more out of student meet in the form of admission fees class projects you know the truth it is a struggle it it is a struggle with the economy to kind of get more revenue and profits out of a single student now why do you know what are the chances now these are the challenges that universities or colleges face and you know how can we really or rather what are the reasons why the search is really happening now speaking about it from a u.s. perspective they're currently in the u.s. there are much much more seats as compared to the students so it is a buyers market and since it's a buyers market that also led to a very highly price sensitive market you have scenarios where rivaling colleges could offer you a discount on the spot just to ensure that the student doesn't walk out so that's the kind of scenario that's currently there at least for some of the colleges which are not really known and I'm sure this is also a challenge that is there in India especially for the colleges which do not really have an established brand name now in addition to this you have multiple universities which either offer the converting program or offer the owner loan program which reduces the dependency on full-time full-time courses which the larger universities provide and also a lot of students prefer just study aways some are home if you have lot of people who call you a home they really prefer to look at you know find us buying students in India prefer to look at Australia Dubai or us and so on now all of these factors that kind of play within the student psyche also lead to getting lower registrations for universities and colleges now there are essentially two decision-makers to any admission process so one is the student I am one of the parent now we're going to look at how does the student really make the decision so mostly all students have an aspirational University that he or she starts looking at as early as a year before the actual admission for this particular university that they really aspire to get to they would look them up on blogs forums wiki's education ranking websites and so on they might even fill out forms to get the brochures about the courses about the faculty to a degree about the kind of offerings provide but they're generally quite non-committal till they've actually done their complete research so just because I downloaded a brochure say today doesn't mean I'm going to really sign up in about amount of time it could be a long longer nurture process that is needed before they actually sign up now media turn-offs for students at this stage is lack of information and not all colleges really put out information out there or put out information in channels which the students are present 10 times this can be a really big turn-off so if you are not able to communicate effectively to a prospective student before he signs up there is a very difficult chance that he would really sign up at a later stage so the students looked at multiple criteria before he or she makes that decision now add to this the international student journey now the international student journey is much much longer and at this stage the student is really really looking for much much more information not just looking at college facilities not just looking at faculty but he is also looking at how can he or she be supported when they come into another country he is looking at visa options he was looking at our time job options he is looking at for what is the level of support or what is the level of comfort that they have when they comment to another country so you really really need to cater to all of these different steps of the international students journey if you really want to attract more international students coming in thank what we've also seen has especially when I was working in the Singapore market Singapore and Dubai being hubs you see a lot of students from a lot of different nationalities coming in and it becomes imperative for a university to ensure that it caters to all of these nationalities one second it also gets a equal mix of students from all the nationalities because without which you tend to kind of lose out on students which might be better and you also kind of lose out on that entire international feel so that's another thing that the university needs to take care of now you might have really heard this before but as cliched as it may sound you as a university or as a college need to really take control of the students journey now when I say you have a take control of the student is if there are five steps that the student is really looking at or looking for when they are evaluating when they are going through the selection process when they are looking at what is the campus life about you really need to give that information to the student and if you as a brand are able to really stand out and and really guide the students through the steps of the journey then you thought as a brand is going to be in the final stage when a student really makes a decision now that's that's owning the student journey now a lot of times what we've seen if a lot of people don't really think what goes through a parent's head when he or she is making the decision now the parent forms a really big part of the decision process he's the other big influencer that you need to get on board now for the exact same process of getting admission by the student looks at facility's campus life or the referrals that they have a parent looks at more financial aspects he or she looks at you know how much is this going to cost first in the terms of fees what are the options for scholarships what is the the cost for the student to travel to answer coming home for holidays what is the other charges you know the other unforeseen charges that they would seek what is the cost of flights to go to an international location so one of these things is what is actually running through appearances and a lot of universities don't really get into this particular piece of the puzzle so why we go all out to try and get the students on board at the end of the day it still is the bearings which makes the financial if your messaging is able to kind of get a parent on board with regards to all of these questions then they are actually able to see value and they are able to meter a judgement that they have made a good position in sending their child to the school now a quick break from the webinar we're going to get into a poll to really understand does your current website hit into a penance means based on what we have discovered in the previous slide sure Belmont so the audience please please let us know does your website cater to the parents needs so as you heard when when he just talked about what are the essentials so do you know if your website caters to those needs please answer the poll all you need to do is hit the options on your screen say yes no or if you're not sure then say don't know but let us know this is just for us to understand the audience better today so does your website cater to the parents need Batman I can tell you 47% are saying yes 27% are saying no and another 24 27% are not sure or basically they don't know I will give it a few more seconds I suppose maybe Batman if you could quickly just in bullet points talk about the few things that you are looking for in this answer trying to you know how structure when it comes to this because still a heavy number of people who are saying that they do cater to the parents needs which is which is which is I hope not for me because I know that when it comes to messaging when high CD has online that by university type fairly see any ads that are targeted towards parents you see a lot of ads targeted towards students you see campus photos you see prospective student photos but you barely see anything targeting parents so good which means that I think 46% of people have that information related to you know what ideally a parent is looking at on their website so which is a good number yes absolutely so I can tell you the final results are 47% are saying yes and the rest of the audience are sort of between no and oh no I think for the one who are either other friends or no that's one big chunk of an audience that you've been losing out on because a parent file might seem a passive searcher when it comes to making the decision but if we are able to really address these issues then you're able to kind of get get them also on board now before you continue I just like to remind the audience guys so I can already see questions appearing so please keep them coming and we shall take them up once both the presenters finished presenting okay so Naveen I see your question and we'll take them up once the presentation is over all right so guys keep the questions coming over to you Belmont all right okay now I'm gonna now get into what we can do for generating the leads and why we're generating the lead how can we really target both these decision-makers first firstly so a lot of for a lot of people before they make the decision the website still continues to be your first point of information now one thing you can actually add more value in what you offer in your website is your course details your I think course details brochure and the resource kids are something most University websites on the country what you can add in his information like checklists information like how tools information like calculators on inner Hamas is is going to cost me what are the additional expenses you can add in you know wizard to really understand how does you know which course is really right for me when it comes to making a decision and of course you have options of either an open house or to meet the faculty which kind of gets in the students back to be back to the University now so so so one of the things that I have seen some some of the universities really do well is especially the kind of courses now while everybody knows that say engineering if I pick up engineering as a field so your means your classical engineering courses would be your computer engineering your mechanical engineering your electrical engineering and so on but civil engineering now to merge the Indian universities what I have seen this civil engineering is not really so popular nowadays but it's something that's really really hot when it comes to the back now most engineers or as most students look at civil engineering especially in both eyes because they see a lot of construction going out and they think that you know me getting an engineering degree gets me just on track with what's currently happening but so what they don't realize that's a little far away from the reality and the engineering program that really really now kind of is working is it is industrial engineering and that's something that a lot of people don't really kind of navigate the students towards there so you find a lot of courses like a mechatronics and things like that which don't really pick up much steam and that where colleges lose out on and you know because students either gravitate more towards the classic engineering skills that doesn't really then add up or make them employable towards the end so information like this while it might I mean in today's day and age where information is really really available and most students if not have already signed up on some online coding course or have picked up a couple of courses from Coursera they currently already informed about what is really working out in the job market so the university courses also need to be aligned to that in a particular state so which brings me to another point when it comes to lead generation so I'm going to split the lead generation piece into two elements so wanna speed inbound strategies that you can use and one is the our core strategy when it comes to inbound what we're looking at is top of the family for the high school students where some of the questions that he or she is looking at is what's the time what is the college a good fit for me or is the program something that's of interest to me or is it something that is going to give me make me employable in the next four years or five years and this is one area where you can attract the students and a lot of this can be so that can come in through blog content but some of the universities really do a good job of getting students to really blog for their website at this content that comes out as still straight from the heart it gets it speaks to the students who are prospecting the college and it gets you good quality lead these are still top of funnel they still need to be nurtured to completion at the middle of the funnel is where you have more open houses the student has first how to you the student knows what the university has and the student is idly looking at additional information like financial options what are the additional expenses that might come in or now you know how does this course help me in the long run so if your college is able to provide information or provide industry prospectus to the student that is something that you know against the process at the middle of the funnel and finally at the bottom of the funnel the universities need to focus on offerings that both help the conversation for online on offline you need to get in more higher engagement options for the students most people especially in retail where the decision happens after the experience baffles the case with higher education also you will need to create higher engagement options like tours coffee chat Meetup mock mock lectures that happen within the class that gets the students in and at this stage once you are able to get the students in you're actually able to get the closure now we look at some of the outbound strategies to get to this audience and and this is also part of the part of the strategy that really got us the award last year okay now three reasons by most organizations do not work together on a third and social strategy first in most cases the budget is either isolated within both the channels the social assets with a particular media budget the paid marketing team is not other media budgets and both have a very very different viewpoint and in most cases the two people might just be sitting next to each other but then you will find a lack of communication between both teams and what we've seen is in a lot of cases there is a conflict in the strategy that you follow while the social team is looking more at brand awareness the bait search team is tasked with getting in more teams for the open house so you suddenly have content going on social which is talking more about brand and suddenly you find a one-off content in between saying that hey by the way also sign up for the open house so which doesn't really add value and most brands treat social - just get them top of our new users and this is because if social is used in isolation and because of the lack of maturity especially on Facebook or Instagram as channels for lead generation you don't really get good leads so there's lots of the challenge that we face and what we did was how can i really use social to get me bottom of the family leaves so a lot of universities did not have an omni-channel strategy and in most cases when it comes to reporting they are just looking at last click reporting which essentially means he saw an ad he came he filled up the form hence I have got so many leads from socializer so many leads from pain what he knows I think is there has been a content marketing element or there has been you know a emailer which meant long back which really piqued the students interest or the balance interest and coming in so what we really need to do is to ensure that the messaging is unified across channels and one of the strategies that we used which also got us the award was we ensured that while we really got the more expensive audience coming in from Google search and Google Display when I say expensive I want to say it more from a perspective of CDC's they were extensive to drive in the traffic from their time knowing the longer lead conversion cycle we actually retargeted these users time to be segmented than based on if we are targeting the students and orders we are targeting the same based on that we segmented them and we retargeted them on facebook now the reason we selected facebook in the scenario was because almost 99% of Yui is on Facebook and I think this was once the largest penetrations of Facebook within a nation so all of your audience is there so why we give the initial lead coming in from Google we really converted them on Facebook so this ensured that social media essentially was getting me bottom also families moving on another thing that we also just discovered why we were targeting the parents a lot of parents and especially parents with girls were more comfortable looking at colleges here in dua most of the parents with son I know it sounds a little racist but then they were ok with the sons traveling either back to India or back to the home country or even looking at alternate options so when people actually targeting the parents the messaging ensure that the imagery that was used was with those students the imagery that the messaging that we used was talking about scholarships or talking about proximity of talking about other options that they could do post relation of this course and that really ensure that the audience know when we just segmented it by parents of teens if then became targeted into a pattern of with no children or parents of bees with body and that's how we were able to maximize the impact that these ads and this messaging has and for students what we did I mean this was more at a broad level when we were even testing the students we really looked at it look like option that both Facebook and Instagram a word-of-mouth for any program is really really huge especially when it comes to the student community and this is how we were able to get in top of fun leads from Facebook and by targeting them and creating you know likewise audience a leader we were also able to convert them using the bottom of funding strategy so anyway so this is what we done for a university that is what goddess got us a goal when it came to lead generation now that still leaves a lot of different resources that you can really look at for lead generation so while right now we've just looked at two important decision makers or decision influencers in the process that these students and that's the parent but even there are a lot of other factors that a lot of colleges again leave on the table if the one is alumni a lot of colleges have an alumni and has an alumni foundation in place but in most cases or they don't really have a shelf life of more than three years most alumni move out not just of the city but all sort of the country and more colleges absolutely don't take an effort to keep in touch with the Alumni later business partners and recruiters are another big chunk that's normally left intact where your future prospects or your future employers of the students are not really touched any time during the year except when it comes to placement season so that's one of the areas that or rather one of the areas where we can actually strategize Kathlyn and of course then targeting the college students to get in more students coming in and also students looking at more research options which is another big segment which is actually left out so if you are able to also cater to all of these different types then you're also able to kind of get in more a registration coming ok now I will pass it off over to Ashish who is going to speak on how technology can really help in this regard and how we can really maximize over to you all right thank you everyone for joining the webinar myself ashish blanco customer success team and i'm coming from background of implementing hundred-plus education institute and across vertical we we have a portfolio and it for lead square so and so I'm working with deep squared since six in half here and moved between different rules sales marketing and non finding in customer success where the implementation is there so - thank you bellman it's it was a great insight and so creating a strategy across market going inbound and outbound that's a that's a role which a marketers will play but definitely did that will require our tool to execute those strategies right and how bellman has told that has a specific office student psyche and we need a position across student and parent that pre different strategy for messaging across channel and how we can retarget so those all points touch points which we have an lead squared so what we have is a touch point for a higher education it starts from the execution of student so once we strategize you have a different audience to tackle across the programs across different Institute there will be different dining Institute professional shooter and different programs in nature so we have application cycle which will be managing you can acquire student so we have a beautiful workflow which we can manage application like cycle indeed squared how we can nurture those student across the different touch point of student journey as the Battlement explained that those journeys needed immediate attention of counselor as well as the marketeer that that hey this student came on your website hey this this guy came lashley on our email they have responded back and now they again coming back so there are defend shut touch point which is very necessary to reactivate it and positioning the student are approaching a student by a counselor nor the right time that's what the prioritization is so start from the student tuition then admissions admission have a tracking mechanism so lead sky provide the complete end-to-end lead tracking what we tracking meaning us basically shouldn't have a different communication maybe SMS call or or maybe a email any any communication which you do with the student we have it mechanisms to to track each and every touch point what time you have contacted how the transaction is flowing rock across and ingly it haven't ins to tackle that this information will have a private ation we have a pointers or we have a mechanist to give abatage to those different end points or touch point which we have student admissions after that you have a student services where what you will be doing is you have a application management where you have a counseling and offer letters and those things were being taken place so that time also you have a lead sweat writer different channels to communicate with the student it may be SMS email or any other channel which you're using we have a definite e we have a beautiful platform to communicate it and you can strategize where which we are needed it is you have a segmentation like bellman tool that you have a different portioning across channels as well as the targeted segment like parent have a different messaging system or you have a different if you're targeting a parent of a girl child then the be different messaging if you're a parent of a boy that's a different messaging so boosts need a segmentation which leads quite wide and of course you cannot never miss the Illumina opportunity that is very much needed so across the colleges and university this is a beautiful channel where we can strategize you can create a offer or to our current student base and channelizing the current my base is you can connect with them you have strategy to make that available and you can basically create a platform of all aluminized channel all nice which you have across different verticals and then how we can capitalize that through reach squared so that's a different nurturing program you can run from each square to nurture lead or unlined which is all lead for you and the session then of course the placement services so placement and goal of each student who is taking admission they'll be they want to get a job offer which is decent offer and reference decent company our renowned name so how we can generalize that through an online channel or different marketing options which you have how and that process itself is a it's a cycle where admissions like after admission cycle after the student has scholar or is getting out of to take a job offer that time we need to nurture and mean we need to take a placement or opportunity so that's complete journey of shouldn't once we acquire student we nurture the student we make them as a student services and placement then you can go through that online services so all touch point we as elite squad we cover it so how how that is taken care so i'll just brief your component of nooshin equation so first is we have capture mechanism so we do capture lead from each and every point whether it's a social media whether it's your website or any offline channel which you have so leads got fired that facility then of course there is a element role there is a different geography the Shirin will be coming up so that geography also have a different languages right so that language is so let's say shreddin to inquire for a German course or maybe they are from Germany or so that require a language proficiency so system has the capability to check that which location they belongs to n which counselor its it should route it to otherwise that it will not nurture the leader at right point we need to have that efficiency in the system then you have a lead lifecycle tracking so basically we can track each and every at the end point you can prioritize it so lead sukar have capability on the basis of demographic of the student let's say you have captured the what what region belongs to what interest they have and different an end point on autism that schooling background and all that so based on those we can prioritize maybe they are interested in mechatronics or any other different subjects which they want to enroll with so which which particular your course is getting more output so you can routed through then of course you can nurture that lead was the distribution happen right I should happen then you need to nurture through a marketing automation channel so we provide a flexible workflow which is very configurable it's not needed to have a highly coded or any any proficiency on coding or something but it's it's very simple FNS Lou how the leads coming into system leads in the way student coming into system and which end point we need to nurture that so it's very flexible and you can track your sales lense which which user have a different analytics means which has converting more and from with stores they are coming in to so that's a sales tracking you can you can check it out in the system and then you have a sales funnel which you can create and you will see the analytics around it so all the analytics which can so how many millions and how many open clicks that small antics you can see but which derives the result like which campaign is working more for you which source is working more for you which which channel is getting more revenue that's more analytics around it so we'll go through all things here so first after leat capturing you have a distribution channel so just depiction of how the leads will be travel across different user how we can analyze it it can be round-robin basis performance basis or any other it can be a capping you can create a capping logic or performance logic or it can be based on city or other example what I want to make here is so let's say you want to nurture lead and roll more students so what what you can do is you can events the inquiry comes into the system so we need to send a program detail of his electronics or if they are intention is scholarship if they click on a scholarship option on the website ones while filling a form so you should offer what a scholarship you offer and what all things you'll be taking through or what benefit they'll be getting it once they enroll with the program or with the college or what what exactly the differentiation you make in the student life cycle once they enroll to you so this flow is very simple you can just check if they when the sending email you have options to notify the user so let's say if they open the mail we can notify the user that hey this is interested student you can just approach it so it's instant you can just send a email or not efficient form of or SMS so system is capable to alarm counselor at a right point of contact which is very necessary and a journey and yeah okay so that's one part but after alarming or after notification to the counselor so you should also have actions limited to basically you can have a different program solicited and through that you need to suggest action what they need to take so basically you can also have a mechanism it cut hair and magnets to basically you can tell them what action they need to take if they click on this link or maybe the created a choice of this particular option which is an MBA program fee structure and all that what bits you need to make to the student that also is a recommendation you can do the counts to the counselor because every day the counselor will having burden of various seats across the different programs or across different you have a structure or different inquiries so it's better to give a segmented list or segmented options and also to give a particular pitch to them so they don't need to think of you just drive them ing to the strategy you have created okay so we'll come to the application cycle how easily we can create it so so talk to Matt the application cycle once the application has been formed as viewed or submitted so what we are showing here is once the application is completed you can send automated email for counseling invite and so or maybe if the they are not completing that then you can send an invite to the counselor to complete the application and you can wait till the counseling as being means completed or not so this basically after that you have a qualification funnel you can make offer and you can notify the counsel if they are not selected I've selected then you can create a offer on the Tommy shell so basically as bellman tool you need to notify same message across the channel so SMS email or any other channel which you using you can channelize that through each square so those offers those notification will be seamless across industry so because this is very necessary when once you create a brand you need to have a similar template ice offers or meals across different vertical or different programs you should offer that okay so creation of workflow is very easy here so just want to make sure this is a very looking like a very complex flow but it's simple in the configuration way in lead squared once the lead Sigma captured we can send an email we will wait for two days we'll if the email is being open we'll send the application if they visited a website page of application then we again send a course course list to the page to the student and what all courses we offer and if they visited the website page then we notify the users to call that counselor to the call that and also what we are doing is here is we are notifying and we also creating a reminder to ask for the new counselor so that they can follow up on the leads and you can also create a different escalation mechanism which will help you out to check the counselor proficiency and efficiency on the way and workflow what we quatre as a use case we also have auto dialer functionality which we can integrate thrive here so system can auto dial on the different so let's say they visit a website you can just system can auto call auto connect a call with the counselor so and also it will give you a pop-up reminder which will help you to a counselor to basically communicate with the student that what exactly pitch we need to make so it's a complete cycle which we can manage throughout the enrollment ok so if we talk about the reports so we'll get a reports analytics of the source which source we are getting more insights like website or maybe newspaper which is offline media or maybe social media and how many leads we or shouldn't we got into the different matrix weeks or how many added from different sources and which is more working for you okay so also you will require a dashboard which will help you to check the application cycle how many application is being received how many offer made what is the campus performance across the location and what which which particular a subject or maybe program is more working and which has the seat has been filled up fast or which is having unfilled which where we need to create a time for the counselor so that give you analytics of a brief or across the different cycle okay apart from it you have a complete marketing performance which is basically we are targeting on a different channel so that channel will have a different performance across Facebook Instagram we can retarget them so we have retargeting connectors which will help you out to push those kind of segmented lists on Facebook or Google so that the the strategy will come over like if they are on our website or they are very interested in your program so what we can do is retarget to different audience so you no need to worry on pushing a leads to Facebook and poke reading different offer system will do it session will push to those kind of segmented you can just run offers on the Facebook or Google so this performance analytics will give you overview how many leads which is going in getting into different funnel how many programs so listen you in query it for leads we got and we sent 84 emails if they clicked which flow they went to and which subject line is more working for you we can see on the right side and which they opened it is high so that we can segment our programs or marketing strategy across different vertical like if Thursday is a more open and clicks are going on so you can just create a split across Thursday on what time we can create a email campaign or different kind of campaigns okay so coming to analytics so what what we can also see the analytics around a specific lead so what we corals for Selina right here we have a score of 23 so what we do is we have a across of different channels whatever we communicate we have a pointers which will help you out to prioritize lead and we can see the complete answering end-to-end so let's say last year somebody signed up you will see the how many time you have communicated what is the engagement level you have for a particular lead it will you up here so so that's tracking which leads tracking or maybe you can say the student tracking and how the councillor is performing so this is counselor - where you can see which council is having how many leads which has been assigned how many contacted who's performing who has a more application completed so that's analytics also we'll see in the analytics dashboard which we have further to drill down so if they have a more so you can see which counselor is performing more so you not need you need to think on why he's performing more so what we have is we can check the drill down way where we can see how many leads they have contacted how many stood in their contact and what all things they have done so system can tell you that a specific endpoint also and how many so so it will give you analysis of which counselor is performing how much they performing why they're performing and you'll you'll see that drill down for that okay right so so there are lot of customer which we which we already onboard and and we are using efficiently to managing alumni process student equation process their placement process cell see by you as one of them an IT and you have Minaj University talentsprint BML University and many more so we have across a vertical also and in a specific education we have 350 plus clients which is active as present and yeah right so over to Shivani coming to your question so this is this questions for Belmond so Naveen says our parents really the decision authorities today I guess it's more of students to make up his or her mind as parents are actually confused so Belmont what are your thoughts on that all right that's an interesting viewpoint and I would beg to differ I mean even going by the current poll stats we see about 47% of the audience have actually said yes saying that their website does cater to parents information now when it comes to parents as the I wouldn't say they are the final decision-makers in that fact I will agree with Naeem but what I would say is parents become a very big influencer you will barely find a parent agreeing to send a child to a particular school or college just because you know everybody else is doing it or everybody else's you know going for that particular course so you will not really find the parents making that decision the parents decision might be more financial driven at times I'm to an extent driven by industry demand but in most cases you will still find a parent playing an important role when it comes to making the final decision so I would still say that if you do not include the parent in your decision making then you are thank you naveen if you have any follow-up questions on that please go ahead I'm not quite sure if I follow the second part of your question regarding the points for parents but I mean if you have any follow-up questions please go ahead and ask I will come to the second part of your question which is about demographics so I fish I think you can take this up so no bean says how do you identify demographics and what's your automation scripting on demographical messaging and when you talk about demographics he means age gender city country so he's basically referring to automated funnels triggering on demographics made by college or Institute pre hand um I also see another question from him though it says the drill down is actually demographics and therefore the campaign's need to do that to does lead squared have an option for demographical automation over - ah sheesh yeah hi I mean to answer your query so we do have a so we just need to have a demographic details of the student we call as a read attributes or student attributes which is stored in the read square so what we give us a functionality of segmenting leaves or a student and so as a simple mechanism when you run a campaign you just need to drive a FN else logic and those logics is pre-built at what you can do is you can create a different combination and that combination will help you to drive this drawn demographic either this age gender or any any type of projects so once this logics which you have created satisfy that condition you can have a different flow for different values so let's say a gender we speak about then for male you can drive a different kind of content so system can can do that it's a simple attributes which you can set and for that I think I would prefer you can just drive you can connect with us we can have a demonstration on that how it can be achieved in the system thanks I believe Naveen has added another question to that saying does lead squad have analytics for capturing auto demographics or merge with analytics so I mean we do have analytics already available in the system of specific to education and we also provided different analytics across so it's not just a demographic part across the different channels how we are marketing and and which which segment is more working for you and which program and all that so everything we have is analytics available in the system and we do provide a flexible Magnus to create a simple antics across different segments or different touch point you can do that also okay thank you I see we are out of time but if anyone has any further questions please ask this is your time bellman maybe if you could just move to the slide which has your contact details so if people here want to reach out to you and you know a lot of people are shy and they don't want to ask questions now so you're free to reach out to Wellman later so he's just getting to the page where his contact details are shared yes there you go so please go ahead and contact him there if anyone wants to get in touch with the lead square team you can reach out to Ashish a s H is H a t-square comm or you can just respond to the webinar mail you got from me Bonnie you can respond to that and we will talk to you thereafter um Naveen thank you so much again yeah so Naveen says great presentation guys so bellman as you thank you so much the rest of the audience we haven't heard much from you we would have loved to hear from you but we're almost out of time Bevan thank you so much for joining us through the session any closing lines from you [Music] perfect thank you so much Ashish any thoughts from you thank you thank you for joining and thank you Belmond for the great insight on go to market strategy for education how before executing any strategy what all things you need to take insight on or what whole point we need to make sure it should have a seamless marketing or omni-channel messaging and targeted segments and how we can strategize that that's a great insight thank you great thank you so much yes sue I see that you want to know what the slides are gonna be shared yeah the sled the deck that you see that you just saw and the recording will be shared with everyone please give us a few days to do that again thanks so much for joining us today I hope to see you at the next webinar take care bye bye