Monalisa Guha

• Specialize in Azure App Innovation, focusing on Cloud Native, Generative AI, and Developer Productivity for Small, medium cooperates. Showcase the possibilities with GenAI and Cloud Native solutions, helping with strategy, funding, resources, and execution.
• Engage in non-technical tasks like sales planning, forecasting, managing partner engagements, and overseeing account portfolios.
• Conduct technical activities, including demonstrating AI and Copilot products, reviewing modernization requirements, and coordinating architecture reviews and solution development.
• Focus on implementing Generative AI strategies in Financial services, collaborating on projects involving Open AI, Azure Open AI, AI Copilot (GitHub Copilot), GPT, and Cloud Native Application Modernization.
• Large Deals:
• AKS for Optym, 100K YOY
• GitHub Copilot, 200 GHE + GHCP Seats
• Infinite Computers, 100K YOY, moving monolithic applications to Azure cloud
• AI Design Wins : Kaya Skin Clinic, Varroc, Ace Designers, Brigade Group & more
• AI Design wins cover AI, Apps and Databases

Extra Initiatives:

• Driving Copilot Adoption in customer zero - Teams at Microsoft to improve copilot usage and stickiness from 4% to 12%.

I was on maternity break from November 2022 - July 2023

• I was a Digital Advisor for Education Sector at the SMC Business, where I helped customers envision, plan and design for a "Cloud First, Mobile First" world.
• Worked with 100 + CXOs across organizations and studied their landscape of corporate applications, devices, corporate data, and user profiles.
• Designed Cloud-AI based digital solutions and strategies, gaining domain experience in Microsoft Azure, Microsoft 365, Dynamics 365 and Data & AI workloads.
• Orchestrating strategic events to improve account penetration by leveraging Microsoft Business Leaders & CXO. Art of possible in Education, Microsoft Cloud Days, Building MS centre of excellences & more

Deputy Director, Sales strategy & efficiency

• Improved Demo Booked/Man-day by 1% in 2 weeks by increasing report rigour and maintaining attempt rate more than 99% +.
• Improved D2C% by 2% by probing team leader intervention into agent demos, implemented a "Barge In!" into calls through Vedantu's platform.
• Customized trainings : Creating a skill vs will matrix for the agents in the region & improving will/skill post training. We saw an uptick of 1.5% within a week.

• Program Manager, Acquisition & Revenue
  Defense Categories (CDS & NDA)
  Increased revenue from 19.5L in Jan’20 to 1 CR (+413 %) in May’20 by improving value offering - launched products & batches with top assets.
• Program Manager, K12 Vertical Launch & discovery
  K12 Categories (CBSE 6 - CBSE 12, Creative Corner)
  • 5X increase in Revenue from all K12 Categories from 2 CR (June' 20) to 10 CR in (May by improving overall category value metrics.
  • Onboarded assets (+150) within allocated budget & optimised their performance for revenue gains.
  • Launched metrics "New Active Users" in K12 Category to track high intent users & grew metric by 6X by Go to Market Events (Scholarship Test, Career Meets).
  • Improved asset revenue from 6L to 1.1CR (+ 1733%) from May 2020 - May 2021 by targeted engagement/training programs.
  • Drove strategic partnerships with educators & vendors. 12,000 leads generated through various innovative channels contributing to major revenue growth in Q3.
  • Increased Delivery of Content Standardisation Project from 18% to 33% by creating in-house content & design team.
• Ask a doubt, Growth Management
  • Scaling Ask a doubt feature by 10X from 500 Daily active users (DAUs) to 5000 DAUs in 30 days with funnel & communication tweaks.
  • Innovated content for Push & Email Comms leading to CTR 3.67% from 1.3% in a month's time. Industry benchmark at 1.3% (E-mail) & 0.3% (Push Notification)
  • 2X increase in click through conversions from 5000~ to 12000 ~ by engaging free user base with targeted communication through push & email levers (From April to May)
• CRM Optimisation for K12, Growth Management
  • Optimised User Activation Journey for business verticals leading to 3X revenue. Journey was activated for learners who followed a goal in 24 hours as opposed to previous setting of 1 hour.
  • Activated 3.05% learners in a low intent cohort by foot in door technique. Trick was to get them engaged in app through competitions/ ed-games/coding classes.
  This has now been taken as good practice by Central Marketing Team.

• Revenue generation by targeted engagement/training programs
• Drove strategic partnerships with educators & vendors
• 12,000 leads generated through various innovative channels contributing to major revenue growth in Q3
• Lead a team of 8 high performing individuals to meet a target of 50L a month
• Developed and assigned monthly delivery (Lead Generation + Ticket Selling) quotas to 8 inside sales managers in Bangalore & Mumbai region
• As an individual contributor passed on business of 1 CR (Clients: V Guard, Team Lease, Induslnd Bank, Manipal Hospitals, Aptiv Delphi...)
• Improved process efficiency by 35% - designed & maintained weekly sales tracking and leadership reports to support operational enhancement and implement corrective actions

Responsibilities same as Head, Inside Sales

• I was promoted after exemplary performance after the appraisal cycle in March.
• The organization built a team under after seeing Open Workshop Selling & Lead Generation as a crucial part in enParadigm business engine.

• To understand what the role entails, we need to first understand what inside sales for enParadigm means
• A support system
• That assesses client potential & passes on qualified leads to the sales engine to bring in revenue
• That is able to get participants to experience their platform to get a way in to their companies or even better a training need
• I was one of the first inside sales managers to gauge if it could be developed as a function
• Deliverable
• Understand stakeholder perspective on big picture & translate into granular action items for self
• Work with marketing on inbound/outbound approach to existing/new clients to get buy in
• Meet sales numbers, 10 open workshop tickets (INR 20K - 50K) per workshop
• Qualify leads & pass on to the sales engine

• SuperAgent is a SAAS that works as a sales ready reckoner for LIC Agents.
• Worked with Hanuman Kamma & Arun Subramanian - Managers from IIM-A/promoters in the company to drive consumption for a sales support application for LIC Agents.
• Building the product life cycle from scratch, using tools such as Mixpanel, Apptentive
• Optimize funnels in various stages
• Was the go-to person for client support, sales, campaigning, reconciliation for SuperAgent
• Worked on mapping Pan India distribution network for the app
• Released the app in the market - was an aid in helping the application evolve and making it more market fit
• We have 10,000 users now
• Lead Role: Were a 3 member team to drove the Superagent Business for a year
• I was appointed as a lead.

• Deliverable -Selling Byju's IAS Learning Programs -Converting walk-in inquiries -Driving email campaigns -Multiple records of having the highest sales in the team
• Target (INR 12 L - 15 L)
• Met 100% of targets every month
• Was recognized for exemplary performance & promoted to Manager

• I helped drive sales in the UPSC tablet learning and classroom program through a team of 10 new hires
• Team Revenue Target : INR 75,00,000
• Target achieved : 80%