Assessfy Pvt. Ltd Advanced 5 milestones 100 marks

B2B Marketing + Sales Funnel Design for a SaaS Product (Industry Mentorship)

Target year: MMS Sem 4 (Capstone / Dissertation) AICTE: 6 credits · ~150 hrs Bloom: Create / Evaluate MU CBCS: MM402 Capstone / Dissertation

Real-world project · AICTE-aligned · AI-graded · Audit-ready certificate

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Milestones

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Core skills

About this project

Partner with an Indian B2B SaaS company (Freshworks, Zoho, Razorpay, Tally, Postman). Design a complete B2B marketing + sales funnel: ICP, ABM strategy, content marketing, sales enablement playbook, lead-scoring model. Implement one campaign + measure pipeline impact.

Course Learning Outcomes (CLOs):
CLO1: Define + segment a B2B Ideal Customer Profile.
CLO2: Design + execute Account-Based Marketing campaign.
CLO3: Build content + sales-enablement playbooks.
CLO4: Configure CRM + lead-scoring model.
CLO5: Measure pipeline + revenue impact and iterate.

Industry/societal relevance: Indian B2B SaaS is a $50B opportunity by 2030. Direct prep for MBA placements at Freshworks, Zoho, Postman, Razorpay, Chargebee, BrowserStack — all India's SaaS unicorns.

Milestones

1. Partner Onboarding + Discovery

15 marks 14d

Onboard partner, NDA, discovery interview with founder/CMO. Submit problem brief + KPIs.

2. ICP + Account Selection

20 marks 18d

Define 3 ICP segments, build target-account list of 100 companies. Submit ICP scorecard.

3. Content + Sales Enablement

25 marks 21d

Create 5 content pieces (whitepapers, case studies). Build sales playbook with email + call scripts.

4. Live Campaign Execution

20 marks 26d

Run a 4-week ABM campaign. Track opens, replies, meetings booked, opportunities created.

5. Final Pipeline Report + Defense

20 marks 26d

Report measured pipeline impact + lessons. 30-page report + pitch to partner CMO. Faculty oral defense.

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Skills you'll learn

B2B MarketingAccount-Based Marketing (ABM)Content StrategySales EnablementMQL/SQL frameworksCRM (HubSpot/Salesforce)Lead Scoring

Tools used

HubSpot CRM (free tier)LinkedIn Sales Navigator (student trial)Apollo.io (free tier)Outreach.io (or Reply.io)NotionExcel

Prerequisites

Marketing Management; Sales & Distribution; willingness to do real outreach calls; partner company onboarded

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