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International Journal of Creative and Open Research in Engineering and Management

A Peer-Reviewed, Open-Access International Journal Supporting Multidisciplinary Research, Digital Publishing Standards, DOI Registration, and Academic Indexing.
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ISSN: 3108-1754 (Online)
Crossref DOI: Available
ISO Certification: 9001:2015
Publication Fee: 599/- INR
Compliance: UGC Journal Norms
License: CC BY 4.0
Peer Review: Double Blind
Volume 02, Issue 10

Published on: October 2026

FROM COLD CALL TO QUALIFIED LEAD: A PRACTICE-BASED CASE STUDY OF INSIDE SALES, CHANNEL-PARTNER ENABLEMENT AND CRM DISCIPLINE IN B2B EDTECH SAAS

Devendra Sanjay Dudhade

School of Business, Indira University, Tathwade, Pune – 411033, Maharashtra, India
DOI:https://doi.org/10.55041/ijcope.v2i10.224

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Plagiarism Passed Peer Reviewed Open Access

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Abstract

Purpose: Software vendors selling to educational institutions face long buying cycles, multi-person decision units and tight budgets. Few practitioner accounts examine how top-of-funnel selling processes are operationalised. This paper details the inside-sales routine of an Indian collaboration-technology firm.

Design/methodology/approach: Descriptive single-case study based on participant observation during an industry placement (25 May – 31 August 2026), combining field logs, CRM dashboard extracts, and product documentation.

Findings: The CRM logged 122 assigned leads (107 personally profiled), 1 ,131 calls, and 6 qualified leads (4.9% yield) handed to field/partner sales. Qualification required ~190 logged calls per lead. Key drivers identified: decision-maker data accuracy, multi-touch engagement, and partner enablement. The paper develops the Qualify–Enable–Hand-over (QEH) model.

Practical implications: Recommends unified contact repositories, standardised webinar-to-training playbooks, and structured feedback loops.

Keywords: B2B marketing; inside sales; lead qualification; channel partners; CRM; EdTech; SaaS; India.

 

How to Cite this Paper

Dudhade, D. S. (2026). From Cold Call to Qualified Lead: A Practice-Based Case Study of Inside Sales, Channel-Partner Enablement and CRM Discipline in B2B EdTech SaaS. International Journal of Creative and Open Research in Engineering and Management, <i>02</i>(10), 1-9. https://doi.org/10.55041/ijcope.v2i10.224

Dudhade, Devendra. "From Cold Call to Qualified Lead: A Practice-Based Case Study of Inside Sales, Channel-Partner Enablement and CRM Discipline in B2B EdTech SaaS." International Journal of Creative and Open Research in Engineering and Management, vol. 02, no. 10, 2026, pp. 1-9. doi:https://doi.org/10.55041/ijcope.v2i10.224.

Dudhade, Devendra. "From Cold Call to Qualified Lead: A Practice-Based Case Study of Inside Sales, Channel-Partner Enablement and CRM Discipline in B2B EdTech SaaS." International Journal of Creative and Open Research in Engineering and Management 02, no. 10 (2026): 1-9. https://doi.org/https://doi.org/10.55041/ijcope.v2i10.224.

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  • •Review follows editorial policy.
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  • •Peer Review Type: Double-Blind Peer Review
  • •Published on: Nov 01 2026
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