Case Study on Data Management Services on Zoho for A US-based Client

The Client

The client is a leading provider of commercial equipment financing and leasing solutions. Having funded thousands of deals since 1975, the client acts as a reliable funding source for small businesses, vendors, and brokers across the United States.

The Requirement

The client contacted us to improve the lead accumulation TATs on Zoho immediately after an inquiry. They had an in-house resource to manage this process, but now they wanted to explore outsourcing options for better results.

The Challenges

The client's in-house resource was expected to generate a Lead in Zoho within an hour of receiving an inquiry from a potential customer through their company website. However, this timeline was never met consistently due to additional responsibilities, causing delays of 2-3 hours in some cases. These delays, coupled with other confusions, resulted in numerous duplicate inquiries.

Consequently, the sales team missed valuable opportunities to communicate with prospects promptly. The situation worsened when multiple sales team members contacted the same client due to data duplication, leading to lost sales closures. Despite attempting various methods to address the issue, the client was unsuccessful in bridging this gap.

Our Solution

We proposed a 1-week free trial. To optimize the process, we assigned a dedicated FTE resource. The client provided initial training on the process to ensure a smooth start. For streamlined communication, we set up a chat room in Zoho. Additionally, we established a Google spreadsheet to effectively document the inquiry list.

Business Impact We Delivered

Our data management solution helped improve the overall revenue and profitability while delivering 99% accuracy and a class-leading turnaround time.

The Outcome

The dedicated resource worked full-time during the trial period and efficiently generated leads in Zoho within the one-hour timeframe. They diligently updated the Google spreadsheet, ensuring no duplication of inquiries occurred. Moreover, they maintained active communication within the chatroom and successfully built a strong rapport with the client.

As a result of these efforts, the trial was successful, and we smoothly transitioned to live onboarding of the process. Our services culminated in enhanced response time to inquiries, no duplicate inquiries, and facilitated improved closures.

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