Reputed Business School in India derive nominations using Demand Generation Services

The client desired to grow program enrollment and nominations with a credible value. D&B helped understand the right companies for the short duration programs and long duration programs through tele-calling.

Challenges faced by the client

The client sought an effective strategy to increase nominations for their Short and Long Duration Programs. With an average of 80 programs conducted annually and a target of 15–20 participants per cohort, they faced difficulties in consistently meeting enrollment goals. A key objective was to secure at least one corporate partnership for their Short Duration Programs, with a minimum commitment of 15 participants per batch. The challenge centered around optimizing outreach and engagement to drive higher participation and establish sustainable corporate collaborations.

Internal challenges

The client faced internal hurdles such as limited outreach strategies and resource constraints, which hinder their ability to promote over 80 programs annually. A lack of actionable data and insights into participant behavior and market trends further complicates strategic planning and targeted engagement.

External challenges

Externally, the client contends with corporate budget limitations and a highly competitive learning and development landscape. Many organizations are shifting toward more flexible, on-demand learning formats, reducing interest in traditional cohort-based programs. Moreover, lengthy corporate decision-making processes and multiple stakeholder approvals often delay or prevent bulk nominations, making it difficult to secure consistent corporate participation.

How D&B helped?

D&B recommended a two-pronged outreach strategy combining Electronic Direct Mailing (EDM) and targeted tele-calling services to boost program nominations after segmenting & prioritizing the entire universe of pertinent data. ~4,000 companies were identified for this initiative, with a focus on high-potential sectors such as ITES, Healthcare, and Manufacturing. To maximize effectiveness, sectors with a higher likelihood of engagement through email were prioritized. This strategic segmentation and multi-channel approach enabled more focused outreach, increasing the chances of securing corporate participation and meeting cohort size goals.

Key learnings

• Segmentation & prioritization are key to identify interested prospects