The real estate industry’s business cycle tends to be predictable wherein a low take-off is followed by an increase in price point and a period of higher sales. After a year, which saw crucial regulatory changes, I think the country is witnessing an initial period of an upswing. Real Estate companies need to transform their business processes with technological solutions across divisions to become more efficient and smart. They need to leverage the new solutions and automation platforms, to optimize their resources and budget significantly, and make their sales more efficient.
Praveen Kumar, CEO, Sell.Do shares insights with Sandeep Sharma about his company, offerings and core competencies, changing market dynamics, influence of technology on the real estate segment, Sales and Marketing automation platform for Real Estate, challenges in on boarding of clients, and what needs to be done by all the stakeholders to boost real estate sector growth in India.
Tell us about your company, offerings and core competencies?
We are a tech company that develops intelligent and secure sales & marketing solutions for real estate companies. We empower real estate sales teams with an efficient and productive sales process that drives higher sales with lesser efforts. Our product, Sell.Do, is an exclusively-designed CRM platform for real estate businesses. The product is the result of detailed research and understanding of the real estate business flow and processes. It’s an end-to-end sales and marketing automation product that drives the overall business growth. We also have dedicated automation solutions for each division like pre-sales, sales, marketing, and post-sales.
Our products are currently being used by more than 150 real estate businesses in India and have helped them market smarter and sell faster. It has helped them save millions in advertising spends and drive over 10X sales growth.
Could you comment on the changing market dynamics and how technology is influencing the deliverable in the real-estate segment?
In today’s business landscape, technology has completely transformed the way businesses operate. Across industries, technology has made companies faster, smarter, and far better organized. Real estate is the largest commodity in the world, and it is one of the most complex industries having the most difficult products to sell.
Even the smallest improvements in the efficiency of the processes involved could have a significant impact on revenue. Advanced technological applications have helped organize the real estate business and have empowered the industry with more efficient and productive processes. With technology applications, companies have automated most of their processes. Complicated processes like inventory management, labour management, and sales team management have been automated. It helps companies save man-hours, and has enabled them to focus on their core competencies such as construction and selling. Database management by cloud systems helps store and manage data in one place. Big data analytics combined with machine learning algorithms has helped companies implement a focused sales strategy and has improved overall ROI. Big data analytics provides actionable insights and highlights the set of consumers who are more likely to convert, helping salespeople sell better.
One of the latest and popular applications in the real estate business is VR. With the help of VR, realtors can provide virtual site visits with the complete experience of living in a project through the creation of property experience tours.
VR improves the chances of a consumer opting for a site visit, saves a lot of time for salespeople and consumers. Above all, VR provides a better customer experience than a physical site visit.
What's the USP of your Sales and Marketing automation platform for Real Estate? How far your platform scores in terms of ROI for the client?
All the sales & marketing platforms available in the market are generic. There are a lot of required features specific to an industry that the platforms are not able to provide. They lack the industry-specific business intelligence.
Sell.Do is a platform designed exclusively for real estate business after complete understanding of the industry. We believe in focusing on a single industry and providing them with the best sales & marketing software. It has unique features to real industry processes, in-built in the system like site visit management, inventory management, property portal integration, and many more. Any company that opts for Sell.Do gets fully functional sales & marketing software with pre-installed pre-sales and sales workflows within 72 hours.
Sell.Do has an inbuilt communication cloud that lets salespeople engage with their leads from the system itself. A salesperson can either call, send email/SMS from the system in just one click. All the calls made from the system or a mobile device are recorded and stored, which can be referred by the salesperson and even the manager later. It provides salespeople with a powerful in-built engagement tool and sales managers a platform to review the sales team performance and activities.
Another feature that sets Sell.Do apart from other software in the market is aligning complete sales & marketing process on a single platform. We believe sales & marketing should work in tandem towards a unified goal to achieve high business growth.
Sell.Do not only tracks online campaigns but offline campaigns also. It generates an in-depth report giving real-time insights into the performance of each campaign. Sell.Do allows marketers to dig deeper into their campaign and get advanced KPIs like cost per lead, cost per qualified lead, and cost per site visit, forecasted sales, real-time revenue analysis, real-time pipeline analysis and more. Each of these indexes can be measured for entire campaigns or for individual sources of a campaign. Sell.Do is the only real estate software that provides multi-level scores to measure the ROI.
What kind of challenges do you face in convincing and onboarding of clients on your platform?
Primarily, I think the most common challenge that the users of CRM tools face, irrespective of any industry, is the gap between the solution offered and the actual requirement of the industry. Our expertise in the real estate industry provides us with a unique capability to understand the pain points like no other platform in the market and catering to those pain points in the best possible manner. As we have business expertise in the real estate industry and the product is exclusively designed as per real estate workflow, it’s very easy for us to convince and onboard new real estate clients.
It has unique features to real industry processes, in-built in the system like site visit management, inventory management, property portal integration and many more. One of the biggest selling points for us is that any company that opts for Sell.Do gets fully functional sales & marketing software within 72 hours whereas other products in marketing take months to set up.
How is the business in the current financial year? Who are you major clientele in the real-estate segment?
We have witnessed huge growth and have significantly grown our business in multiple regions. We have expanded our market from Mumbai and Pune to other tier-1 and also tier-2 cities. We have received an enormous response from the South. We have set up new teams in Bangalore and Hyderabad, and we are also planning to set up a team in Chennai in a few months. We have also set up new teams in other regions like Delhi, Kolkata, and Ahmedabad.
Next year, we also plan to expand our presence in the international markets and our key focus will be on the Middle East and Southeast Asian markets.
We cater to some of the key industry participants including Casa Grand, Suntech, Ansal Housing, Hiranandani, Puranik builders, Embassy Springs and Amanora. We believe in focussing on a single industry and providing them with the best sales & marketing software.
What needs to be done by all the stakeholders to boost real estate sector growth in India?
The real estate industry’s business cycle tends to be predictable wherein a low take-off is followed by an increase in price point and a period of higher sales. After a year, which saw crucial regulatory changes, I think the country is witnessing an initial period of an upswing.
Real Estate companies need to transform their business processes with technological solutions across divisions to become more efficient and smart. They need to leverage the new solutions and automation platforms, to optimize their resources and budget significantly, and make their sales more efficient. It will help them improve their revenue and cut their cost, and will have an enormous impact on the bottom line.