Digital Transformation – CRM Implementation to aid Revenue Maximization

Digital Transformation – CRM Implementation to aid Revenue Maximization

| By Aishwarya Ravindran | Category: Case Study

Industry

Manufacturing

Location

India

Business Requirement

The presence of Sales teams across various cities in India and varying nature of customer and product profiles made it imperative for this manufacturing entity to invest in a CRM that would manage customer interactions and enable effective reporting.

While the CRM was selected, there was need to design the system in accordance with varied business requirements and also provide sales teams visibility to requisite information pertaining to their Clients at various stages. The transition from use of excel sheets to a consolidated system would ensure that information related to customers, products, projects, orders, projections, incentives and related finance information is available in one platform for reference and adequate follow up action.

Our Proposed Solution

The design of CRM included custom modules which enabled visibility to complete sales and product information, customer interactions, order tracking, product benchmarking, government empanelment status, project status, sales incentive information, invoice status amongst other variables.

As a result, various teams were able to work cohesively with each other with the provision of timely and complete information.

Further, increasing efficiency through automations and enhancements in the system increased accuracy and reduced turn around times of key activities. The presence of dashboards for team members and team leads ensured real time monitoring of key metrics empowering them to take requisite follow up action or undertake timely remediation measures.

This exercise enabled leadership to maximise revenue by taking adequate steps across various stages of the customer lifecycle to increase efficiency, provide visibility and extract meaningful insights.

Our Tech Stack

Zoho CRM Implementation

Key Outcomes/Benefits:

  • Availability of customer and partner information
  • Visibility to sales and projections pipeline, and incentive information
  • Dashboards for Sales Teams and Leadership for continuous monitoring of key metrics
  • Presence of a comprehensive repository related to Client and tender related documentation.
  • Timely Revenue recognition due to improved collections
  • Visibility to payment information for adequate follow ups