KamKalima
b2b
EdTech
Maria JD Sirotkina
5 min read
KamKalima is an EdTech company dedicated to helping students from the Middle East learn Arabic as a native language. Serving over 61,000 students across 110+ schools in 11 countries, KamKalima has developed an in-house methodology to enhance student success and engagement, positioning itself for further expansion.
Company
Key numbers
60%
conversion rate from trial to paying customers
61,000
users
85%
customer retention YoY
Kamkalima has been growing year over year. Their major growth lever have been monthly webinars for teachers and sales efforts of their team.
However, EdTech is well-known for complex sales pipelines and multiple stakeholders ranging from parents and head teachers to students themselves and school management.
Kamkalima needed to know how to direct limited resources, leverage marketing to shorten sales cycle, and prepare for expansion into new segment, while raising a bridge round.
However, EdTech is well-known for complex sales pipelines and multiple stakeholders ranging from parents and head teachers to students themselves and school management.
Kamkalima needed to know how to direct limited resources, leverage marketing to shorten sales cycle, and prepare for expansion into new segment, while raising a bridge round.
The Challenge
To address these challenges, we began by aligning the analytics to surface key metrics, ensuring a comprehensive 360-degree view of the business.
Strategy
- Reverse Engineering the Sales Funnel: We mapped the prospects’ journey through KamKalima’s ecosystem, attaching metrics to each conversion point. This optimization shortened the sales cycle and improved efficiency.
- Storytelling for Decision Makers: We highlighted teacher and student stories to humanize the technology. By relating to the goals of every stakeholder, we demonstrated the product's value across all marketing channels: website, sales communications, investor decks, and social media.
Smart Tactics
Our collaboration yielded significant results. KamKalima secured a bridge investment of $450K.
By revamping their analytics, KamKalima uncovered impressive data, enhancing their case for investor communications.
By revamping their analytics, KamKalima uncovered impressive data, enhancing their case for investor communications.
Results
Revamping the website further improved conversions, focusing on benefits for teachers, learners, and school management. KamKalima is now equipped to measure upcoming experiments, transitioning from gut-feeling decisions to data-driven strategies.
- Focus on Benefits, Not Features:
- Evolving Value Proposition:
- Data-Driven Decisions for the Full Funnel:
Lessons Learned
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KamKalima case study
KamKalima - restructured analytics for a Middle Eastern EdTech helping raise a bridge round.
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