Challenge Overview

SealesWinslow, embraced new tools and technology to oversee product integrity through systems control. This approach aimed at ensuring product quality throughout various stages, including raw material sourcing, formulations, manufacturing, storage, transportation, and testing. The primary goal is to provide the farmer (customer base) with trustworthy products and dependable advice concerning their animal nutrition needs. However, as time passed, their systems proved inadequate in adapting to the continuously evolving business requirements. The lack of timely upgrades posed significant challenges, affecting numerous critical processes and teams within the organization.

Challenges include the lack of integration between the CRM and legacy Finance ERP Systems which has resulted in a lack of visibility of invoice information for sales personnel. Inability to effectively monitor and report the time spent by sales personnel during customer interactions, both offline and online proved to be a difficulty. Additionally, all contracts were signed manually thereby impacting turnaround time and leading to significant delays. Lack of digitization, led to limited visibility of contract status for key team members as well as leadership.

Streamlined Implementation

• In a year-long, multi-phased project, our team focused on developing advanced Management Information Systems (MIS) frameworks. This initiative involved intricately managing information transfer between systems and ensuring the seamless integration of two pivotal system – CRM and Finance. To seamlessly integrate Zoho CRM and the custom modules we formulated functional specifications which highlighted the nature and extent of data capture and also collaborated closely with the client’s in-house tech specialists and leaderships to ensure alignment with their strategic vision and business requirements.
• Based on input from business unit heads and leadership the design for a territory planning model was established with a view to specifically track customer interactions by sales personnel, capture available time and also make note of training hours, absence of leave and time devoted to administrative activities. This enabled the sales leads to effectively plan for upcoming months based on time and customer activity recorded across modules in the Zoho Once Suite.
• This model seamlessly integrated with the CRM module, providing a real-time updates to the customer life cycle. Tailored dashboards for Sales Representatives and Managers were meticulously crafted to monitor customer visits and associated action item across zones, industry and customer profiles (new / existing).
• Additionally, the signing of supply agreement contracts which transitioned into a digital format, and complemented by the customized dashboard offering, provided visibility into facets such as sales, revenue, and customer interactions enabling leadership to identify patterns and trends in customer information that enabled them to make effective decisions.
• After establishing the design and architectural framework, the focus was to ensure data migration occurred seamlessly, causing minimal disruption to ongoing operations.
• The upgradation resulted in a substantial reduction in Turnaround Time (TAT). The success of these improvements was driven by effective collaboration with the main client contact, complemented by vigilant supervision from a dedicated project management team and enriched by insightful reporting from a proficient business analytics team.