The document provides information about a case interview for an international sales role at a company that provides cloud-based mobile and web product testing. It outlines the objectives recruiters will focus on including problem solving, analysis, communication, product mindset, and metrics. It then describes a sample case involving an interaction with Ajay from Asos.com to understand their testing needs and challenges. The expectations are for the candidate to spend 30 minutes discovering Asos' structure, testing processes, pain points, requirements, competition and how the company's solutions address their problems through a value-based approach aligned with Asos' business.

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Case Analysis
Prep & Presentation

2. - On the spot
- Problem breakdown
- Right questions
- Presence of mind
- Number crunching
- Frameworks
- Conclusion
INTERVIEW
- Prior time
- Rigorous analysis
- Data interpretation
- Research
- Company oriented
solution
- Frameworks
- Presentation
ASSIGNMENT
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Difference between Case Interview &
Case Assignment

3. Objectives - Recruiters' Focus
1. Problem Solving
Problem breakdown | Approach | Methodology | Solution
2. Analysis
Research | Quantitative and Qualitative Analysis
3. Communication
Written & Oral - Presentation/Visualisation
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Would you be able to work in real time environment as per the
company's requirements?

4. Recruiters focus
4. Product Mindset
User experience | Funnel | Making the right assumptions
5. Metrics
Right metrics related to the given business
6. End to end data driven business insights
Gathering data to business insights
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Would we be able to stay ahead of the competition with data?

5. Frameworks
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6. Typical Roles
Sales & Marketing
Consulting
Analytics
Product Management

7. Things to keep in Mind!
Time provided for Case Analysis - 15 mins | 1 Hour | 1 Day
Objectives | Requirements
Instructions
Company Objectives & Requirements | Client requirements

8. Step - by - Step guide
Read and re-read the case carefully
Understanding objectives of the case
Think about approach | Define metrics for probable solution
What data do you have? Do you need to Google anything?
Analyse data, crunch numbers and get numbers for the defined metrics
Conclude crisply

9. Making the PPT
Use story lining. There should be a flow to the presentation.
Clear, concise - Takeaway from each slide
Minimalistic. Visuals.
Submission should be complete!

10. The case...
Company Profile :
The company provides cloud-based mobile and web product testing platform
Role: International Sales
Evaluation Parameters :
1. Research done about ABC
2. Understanding of the customer pain areas & potential discovery questions to be asked
3. Align the ABC solutions to the customer's pain areas
4. Understand the competitor ecosystem and the value proposition that ABC has over its
competitors
5. Potential next steps suggested to take the conversation ahead

11. The case...
Qualification Details:
Company Profile
Name : Asos.com (UK based
online fashion and cosmetics
retailer)
Industry : eCommerce/Fashion
Revenue : ~2.5 GBP
Employees : ~ 3500
Prospect Profile
Name : Ajay
Title : Platform Lead : Web & Mobile
Role : Responsible for the technology behind Asos’s web
and mobile properties
ensuring they provide a great customer experience. Ajay
manages a team of Engineers, QAs & Product Managers.
Reports to : ASOS CTO

12. The case...
Qualification Details:
Qualifying Details
Developers and QA engineers currently use own machines to test on desktop
browsers and emulators.
- Are looking at a vendor like ABC to standardize a test platform.
- Asos wants to capture bugs early rather than wait for customers to report a bad
user experience and leave a poor review on the app store.
- Access to a platform that provides mobile testing is a must-have.
- Asos doesn’t want to build a solution in-house as it can be expensive.

13. The case...Expectations from the Interview
This will be a roleplay, where you will be a ABC Account Executive. You will
You have a 30 minute slot with Ajay. This is your first interaction post the initial qualification.
We’d like you to cover:
- How would you spend these 30 minutes?
- Discover Ajay’s team structure - number of team members, composition etc
- How Asos currently tests
- Challenges / pain points with the current testing setup
- What are their requirements?
- Business impact
- Competition
- How ABC can solve their problems
What we are looking for:
- A value based approach aligned to customer's business case
- Tie customer pain points to ABC's benefits
What we DO NOT expect from you:
- A fancy big presentation deck with ABC’s history
- Deep knowledge of ABC or what it does
- Feature based selling.

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FROMYOU!
CONTACT US
Suhruta Kulkarni
+91 - 72590 35593
suhruta@gocrackit.com
Alok Shrivastava
+91 - 72590 35503
alok@gocrackit.com
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https://www.gocrackit.com