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Best CRM For IT Industry

How Capricot, a leading IT software and hardware firm manages there Sales and Service through Sangam CRM

Capricot Leading IT software and Hardware firm.

How Capricot, a leading IT software and hardware firm manages its Sales and Service through Sangam CRM.

Capricot was founded in Nov 2013 by four different companies who were working independently with locations in Delhi, Hydrabad, Mumbai, and Bangalore. 

They got together to form Capricot with the goal of being a one-stop solution for hardware and software. They tied up with leading brands such as Autodesk, HP, Dell, Adobe, Bentley, Trimble, etc.

Since its formation, Capricot has expanded to 8 locations across India with a team of 230+ members, and now Capricot also started providing design services that focus on Building Information Modeling (BIM)  to solve the building and infrastructure industry’s construction challenges from the start to finish.

Capricot Leading IT software and Hardware firm.
@capricot

Industry

IT Services and Consultancy

Location

Bangalore, Mumbai, Hyderabad, and Delhi

Team Size

More than 250

Purpose of Using CRM

Sales and Service Management

How they Found Enjay’s CRM (SangamCRM)

  • Capricot is an IT service and consulting business that initially started from Excel to manage its operations. As the company grew and became more complex, the founders realized the power of technology in business and began exploring different CRM options. They tried many different CRMs but were ultimately unable to use them effectively.

  • Eventually, Sharad Hulji, the founder of Capricot, came across Enjay and our product Sangam CRM. He introduced the software to his team and it quickly became a hit.

  • Initially, only the Mumbai office was using Enjay CRM but within the time span of one year and a half, they decided to expand the implementation of  Sangam CRM to all the other branches of Capricot.
Capricot Leading IT software and Hardware firm.

“Because of the option of check-in and check-out, physically when we are on a visit, we were also able to get the understanding of how many minutes we are spending on an average with a customer. This was addressed by Sangam CRM and this was one of our burning issues”

Amarnath Pandu
General manager @Capricot Technologies Pvt. Ltd

Capricot Major Challenges & How Enjay addressed them

Discover how Capricot overcame operational challenges with Sangam CRM. From lead tracking to sales forecasting, customer engagement to support management, our case study showcases how Sangam CRM streamlined Capricot’s processes, transforming them into a model of efficiency and excellence.

 

  • Capricot used to manage everything on Excel, which made it difficult to track leads sources. They would get leads from different sources like websites, telephony, partners, and vendors.

    Now, With Sangam CRM in place, if any inquiries come in, the concerned person can create leads. This way, all the leads that come from different sources will be recorded in one place.

    Sales managers can now easily check the leads and assign them to team members for follow-up. Additionally, it is now possible to track how many leads are being converted into opportunities.

 

  • Another problem they were facing had to do with understanding the sales funnel. Because Excel doesn’t work with live data, it was difficult to get a clear idea of what customers were in the pipeline and what actions had been taken on prospective customers.

    Now, every detail of the process from lead creation to closing deals is recorded in the CRM. This helps them understand the sales funnel more clearly. 

 

  • Back in the day, it was difficult for the sales team to do sales forecast at the end of the month.

    Now, with the help of Sangam CRM, proper data analysis is possible, and expected sales are easily visible. This helps the management in setting realistic sales targets for their teams.

 

  • Another problem they had was not being able to track the amount of time their team was spending on each customer.

    The call syncing feature of Sangam CRM was extremely beneficial to them as it allowed the team to keep track of how long each member spent on a call with a customer.

    This way, they can keep track of how much time is being spent on each customer, and make sure that they’re providing the best possible service.

 

  • At Capricot, their major source of revenue comes from providing excellent customer service and really understanding their client’s needs.

    With our check-in and check-out feature, whenever anyone from their team visits a customer location, they can check in at the location of the meeting and check out when the meeting is over. This way, Capricot can keep track of how much time their team is spending on-site with clients.

    This feature also allows visitors to attach checklists so they can see exactly what work was done during the visit. 

 

  • Earlier, if a customer needed any support, it was managed via call and email. However, there was no proper automated system in place where the concerned team could see all the support requests that had been raised and what actions the Capricot team had taken to resolve them.

    Now, with the help of Inbound ticket management, if a customer needs support, they can email a specific address and an automated ticket will be generated in the CRM system.

    Once a ticket is generated, it will show up on the OPR dashboard. The team can see how many tickets have been raised by the customer and then the concerned person can easily assign this ticket to the right person from the team to support the customer.

    This is how Sangam CRM helped Capricot in managing sales and service in the best possible way

Key Modules/Features used by Capricot

Sales & Marketing Management


Sangam CRM streamlines sales processes using modules like Account, Contact, Lead, Opportunity, and Quotation. Communication tools (Calls, Messages, Emails) enhance client engagement for effective product promotion and superior service management..

Report Module


Reports module is valuable and essential for making sales-related decisions. With its clear insights, the Head of Sales has gained the ability to forecast with enhanced accuracy, enabling more confident and effective strategic planning.

Service Management


The Ticket module empowers Capricot's superior customer support via inbound ticket management. This streamlined approach ensures meticulous issue tracking and timely, efficient resolutions.

Activities Module


The Activities and Attachments modules facilitate precise tracking of customer touchpoints and the tasks executed during each interaction, enhancing Capricot's comprehensive customer insights..

Customizations & Integration

Opportunity Module


Capricot's customized Autodesk opportunities module seamlessly unites Autodesk software with Sangam CRM, facilitating automatic transfer of portal-generated opportunities to CRM records..

Agreement Module


The agile agreement module takes charge of renewals, recording key details like opportunity ownership, agreement number, and renewal date, ensuring a streamlined and effective renewal management process..

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Best CRM for Chartered Accountant

How CRM addressed challenges of Baheti & Somani LLP

How CRM addressed challenges of Baheti & Somani LLP.

Baheti & Somani LLP (B&S) is a team of chartered accountants and professionals based in Pune. They offer a range of financial services, which includes taxation, auditing and various other compliances relating to financial laws.

They have clients from various industry sectors, starting from manufacturing, retail, and trading, including HNIs, SMEs, Corporates and MNCs.

Amit Savarkar - Asst. Manager

Industry

Business & Finance

Location

Pune

Team Size

More than 50

Purpose of Using CRM

Activities & Task Management

Challenges Faced by Baheti & Somani Team

Before adopting Sangam CRM, Baheti and Somani encountered numerous challenges managing their business processes through Excel, leading to difficulties tracking and managing the activities. 

Following were the challenges faced by Baheti & sumani Team:

  1. Quantifying Tasks: Baheti & Somani Team was finding challenges in quantifying the tasks and activities performed by various team members for different clients.

    2.  

  2. Activity Tracking: Baheti team was also finding difficulties in tracking the status of different activities performed by the team, as there was no proper system in place.

    Most of the activities that B&S manages needs to be completed within the time frame, and as a result, they need to have a proper tracking mechanism to meet them on time.

    3.  

  3. Delayed or Missed Communication: Most of the tasks performed by the B&S team involved different steps; each step has its importance and implications.

    Some steps required timely communication with clients and government authorities, which were sometimes missed or delayed due to the absence of a system.

Indirect-Tax, Manager

After using EnjayCRM(SangamCRM), we are having a good control of the Return Filling Process. It is very convinent for us to track down the no. of return are pending and no. of return are done.

Satish Gardi

Their Major Challenges & How Enjay addressed them

Upon implementing Sangam CRM, B&S experienced significant improvements in their business process. They were able to easily handle different activities such as GST, TDS, Auditing, Profession Tax, Income Tax and other miscellaneous projects through Sangam CRM.

 

  1. Quantification of Activities: Through activity module they were able to quantify the tasks and relate each tasks and activity with the client. 

    2.  

  2. Effective Status Tracking: Sangam CRM also allowed Baheti and Team to track the real-time status of activities, which allowed management and team leaders to monitor the progress of each activity effortlessly.  This enhanced accountability and efficiency in task completion.

Key Modules/Features used by Baheti & Somani LLP

Activity Module


To create & Manage various activities such as GST, TDS, Auditing, Profession Tax, Income Tax and other miscellaneous projects.

OPR Dashboard


To analyse the activities created by different team members.

Customizations & Integration

Dynamic Fields Customization


Our team had set various dependency criteria within the module. This configuration allowed users to see only relevant fields based on the activity and task type. This ensured that users only see necessary fields related to a particular activity.

Auto Assignment of Activity


Sangam CRM allowed the Baheti team to set a workflow whereby, upon completion of specific activities by a designated user, the system would automatically assign the task to another user from the designated team to proceed with further actions.

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Best CRM For IT Industry

How CRM addressed challenges of Value Point System, South Asia’s leading IT Company.

How CRM addressed challenges of Value Point System, South Asia’s leading IT Company.

Value Point System, a 30-year-old Bangalore-based company, is one of South Asia’s leading Digital Systems & Service Integrators.

They have collaborated with numerous IT Partners to help their clients achieve their respective goals by delivering innovative, optimum solutions and services.

Industry

IT Services

Location

Chennai, Hyderabad, New Delhi, Mumbai

Team Size

More than 300

Purpose of Using CRM

Sales Management

Softline Group recently acquired Value Point Systems, and with this acquisition, the value point system aims to strengthen it’s business and capabilities.

So far, Value Point Systems have catered its service to over 15,000 large enterprises and SMEs worldwide, including Fortune 500 customers. Their Portfolio includes Cyber Security, Data Centre Modernization, Network Transformation, Cloud Transformation, Digital Workspace & IT Managed Services.

How they Found Enjay’s CRM

Value Point System knew that having this extensive portfolio and catering to clients worldwide wouldn’t be easy without a tool. And that is when they started using CRM in their Business.

They tried various CRMs. They even started using a very renowned and Multi-National CRM. But, it was very Inflexible, complex & costly

Later, they discovered that many of the Major Players in their vertical were Happily using Enjay’s CRM as they were getting the required results.

And that is when they decided to switch over to Enjay’s CRM, and It’s been two years now; Value Point System has been using our CRM, which is economical, user-friendly & flexible.

"Enjay’s CRM is the CRM we have used for the Longest Period without any hassles or challenges. The best part about Enjay’s CRM is it got customized the way we wanted, without any questions or challenges. The team was very cooperative throughout the process"

Sudarshan S Kathavate
Vice President Sales @ Value Point System

Their Major Challenges & How Enjay addressed them

  • Value Point System wanted a Single Dashboard Reporting System from where managers could get quick insights and take required actions. But as they have multiple divisions, their data was very scattered.

    Enjay’s CRM simply centralized Value Point’s entire data. And through Enjay’s OPR (Open, Periodic, and Result) dashboard, their goal of Single Dashboard reporting was fulfilled.

    Sangam CRM has a Revolutionary OPR Dashboard that makes the reporting easy and standardized.

"I would want to see the report the way I want to see it. We faced many challenges with other CRM because of their limitations. Making few customizations would require different APIs, and then there was a cost involved with It. In that perspective, Enjay’s CRM is very User-Friendly"

Sudarshan S Kathavate
Vice President Sales @ Value Point System
  • Sales heads responsible for different solutions/services were unable to track the progress of prospects within the sales funnel.

    The OPR dashboard of our CRM allowed Managers of the Value Point System to quickly and conveniently identify available prospects and opportunities in the pipeline.

    The OPR dashboard also provides details like numbers of leads and opportunities, sales-person, and product-wise.

    One can easily create Projection Reports in CRM. The projection keeps the team on track; this allows the manager to take timely actions when things are not going right.

Key Modules/features used by Value Point System

Sales Modules

They use our Modules such as Lead, Opportunity, Contact & Account to collect & manage information about prospects & clients.

Report Module

They use our CRM Reports for creating sales forecasts (Weekly & Quarterly), for measuring achieved sales - product-wise and salesperson-wise, and for measuring their team’s activities.

Activity Module

They use our activity module for timely follow-ups with OEMs.

Customizations & Integration

Field-level Customizations

They made few Field Level customizations in CRM which significantly contributed to their forecast reporting.
Some field-level customizations also helped them prioritize opportunities in the pipeline, allowing sales agents to focus more on opportunities where it is required most

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Best crm for manufacturing business

How Cosmos, CNC manufacturer has managed sales with Sangam CRM

How Cosmos, CNC manufacturer has managed sales with Sangam CRM

Cosmos Impex is a successful high-technology CNC Machine Tool manufacturer. It was established in 1987 and has robust manufacturing systems, and advanced technologies.

Their products include HMCs, CNC Turret Lathes, Horizontal/Vertical Machining Centres and CNC Vertical Machining Centres.

Industry

Manufacturing

Location

India

Purpose of Using CRM

Sales Management

They enjoy a strong presence in the Indian market and are one of the leading importers of quality imported machined components and assemblies. Recently, they entered into IT field and also came up with software products. 

They are a reputed exporter of machined components and assemblies to the European market.  Their team strength goes above 700+. Total turnover ( 2018-19) over USD 45+ Million with over USD 6 Million in exports.

Challenges Faced by Cosmos.

As their team expanded, the complexity of managing sales, people and processes increased. Challenges faced by Cosmos are as follows:
  • Their business model is like they sell their product to channel partners or dealers. Generally, they have corporate or repetated customers.

     

    Before using Sangam CRM, they used a customized solution where they use to manage stock and used excel for sales management.

    They wanted to have one solution that should take care of lead management to follow up to get their sales deal close.

  • Their lead source is reference and website, but keeping an eye on that leads was difficult because they get leads on mail but again, maintaining and keeping track of “what conversation they had with customers?”  “had they addressed lead or not?”  was not maintaining properly.
  • They have a long sales cycle, and their sales duration may go up to six months to get sales close up.

     

    If multiple people get involved in one sales process, which was managed in excel then it was hard for them to know what conversation they had before with customers.
  • They were even facing problems in making quotations. They have many products that go as a suggested product with the main product quotation.

     

    Their quotation sending process has two main levels, initially sending quotation with the standard pricing and then revised quotation after negotiation process with the customer.

    They used to make quotations with different formate in doc files manually. Second, there are suggested products which should come in quotation with relation to the main product; managing all this every time manually was hard for them.

    In their quotation sending process, two different teams get involved. Quotation is prepared by the back office team and finally sent by a sales team. Managing this manually through the doc was creating a lot of complexity for them.

  • They used separate tools or Platforms to manage leads, quotations & most of their business functions. Because of this, their data were scattered over different platforms.

     

    To manage the progress of individual data across the different platforms was the major challenge.

    As there was no single platform to maintain all records and detail, It was hard to make business analyses from the scattered data. 

  • They were not able to generate reports for their business like “how many machines got sold at this particular month?” “who created most leads from the team?” “How many leads are getting converted into opportunities?”

     

    Before, generating customization reports and analyzing them was impossible as data were recorded on different platforms.

  • Before, it was hard for them to take follow up on customer  pending payments, like “how much payment has been left from the customer?” “Date on which to call the customer for a follow-up?”. 

Situation after using Sangam CRM.

  • After implementing a CRM system, the company found solutions to many of its problems. 

  • Lead management process became manageable as all leads started getting records in lead module.

    Now, sales manager can assign that lead to particular sales team member. Assign person will do follow up and update what conversation they had with customer. 

  • Through the above process, sales management became smooth, all details and record of particular customer started getting saved in one place, anyone from the team(who has access) can able to check the sales status and take update.

  • The most significant benefit was in the form of quotations. Now, they could send quotations with many related group products, with prices and features through a single click.

    We gave them a lot of customization options in the quotation module according to their business requirements.

  • They have three types of offers with customers, standard offer, final offer, and revised offer. We designed the quotation formatting according to their business model.

    There are a lot of terms and conditions with their quotations. In our Sangam  CRM, we have designed a special quotations format for them which come automatically after choosing the quotation type to make their work process easy.

  • Two different teams are involved in the quotation process, a quotation is prepared by the back office team and sent by the sales team.

    Now, As they started using Sangam CRM, all details and activities of every particular customer are available in their account details in one place.

    So, once the lead is created, the back office team drafts a quotation, and from there only, the sales team varifies and sends the final quotation.

  • In Sangam CRM, now everything gets recorded in one place, means, no scattered data, which also leads to generating reports very easily.

    Now, they can able to drive reports on regular, weekly, or monthly baises according to their requirement. 

    Major reports which they use are Sales report like “expected sales vs. achieved sales of particular month”, Lead reports like “How many leads are getting converted into opportunities?” “Who has created more leads in particular month” and expense reports like “ cost of per executive visit to customer place.

    After using Sangam CRM, their analytical capability has also improved. Now they can play with live data and customized reports through grouping and even export that data if required. 

  • In Sangam CRM, we have one particular module as a payment module. This module helps in keeping track of how much payment from a particular customer is outstanding and the expected payment date, which really helped them in managing their payment follow-up and cash flow management.

    In this way, after using our Sangam CRM, their overall sales flow improved which leads to better sales revenue then before.

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Best crm for manufacturing business

Sangam CRM Help Warmex to Grow their Business

How Warmex, Home Appliance Manufacturer is Managing Service & Tickets with Sangam CRM.

Delhi-based Warmex Home Appliances are manufacturers and exporters of Electronic Home Appliances.

With an extensive network of 12000 plus dealers and 100 plus after-sales service providers, Warmex provides quality Home Appliances and after-sales services to its customers nationwide.

Industry

Manufacturing

Location

India

Purpose of Using CRM

Service and Ticket Management

Initially, Warmex was using excel to manage the majority of its business processes.

As the company’s customer base and product varieties grew, warmex faced difficulties managing services and tickets.

Soon they realised that the system they were using wasn’t enough to address their challenges. And that’s when they decided to switch to a Dedicated Solution to solve their challenges.

Challenges faced by Warmex.

Warmex was majorly facing challenges with Service & Ticket Management. They were facing challenges at both Head office & service centre end.
  • The overall time for allocating the customer complaint received on call to the concerned Appliance team was high. This problem, though looks small but had a significant impact on customer satisfaction

     

  • The Warmex head office team also had difficulties verifying the Appliance’s Warranty for which the customer had raised the ticket.

    As the warranty had a direct impact on the overall service charge, they needed to identify the warranty. But back then, warmex did not had any system to cross-verify the warranties.

    This unavailability to cross-verify the warranty might have resulted in losses if the parts were provided for free even though they
    were not in warranties. 

  • Once the complaint was received, warmex also had trouble allocating the raised ticket to the concerned service centre. And even After allocating the ticket to the service engineer, warmex had no system to track whether a service engineer had responded to a raised ticket.

    As there was a delay in allocating tickets and as there was no system to track the status of tickets, it again impacted customer satisfaction when they did not receive timely service.

  • Now when the service engineer reaches to customer’s place, and if at all he finds any spare parts to be replaced, he had no formal system/means to request head office for the spare parts.

    If there were any system in place, the service engineer would have been able to order the spare parts easily, and this might have affected the overall service time.

  • The Head office had no system to check which spare parts and in what quantity had been requested by the Service Center/engineers.

    Additionally, warmex had No Tracking of whether the spare parts have been sent or are yet to be sent.

    Also, there was no tracking whether OLD Faulty Spare parts which were replaced by service engineers were returned to Head Office or not.

If the data of these things were tracked and available to them, warmex could have pre-stocked or Pre-ordered highly-demanded spare parts from their suppliers. or they might have arranged or made the highly demanding parts available to the respective service centres. This would have major impact on service delivery time.

Situation After Using Sangam CRM & Synapse Telephony

After understanding their key challenges and their implications, we deployed two of our solutions in Warmex. I.e. Synapse Telephony and Sangam CRM.
  • With Synapse’s IVR feature, WARMEX could automatically route the customer’s call easily to the concerned appliance team. This reduced the overall call duration time for ticket generation.
  • Because now Sangam had all the information related to the customer, the concerned Appliance team gets a pop-up of relevant information before/while addressing the customer call. 
  • The customer details available to call agents also include the Warranty details. This allowed agents to quickly verify the warranty status of the customer’s appliance for which the complaint is being raised. 
  • Now, since the HO team had all the data of service centres, they were able to allocate the ticket to the nearest service centre quickly.
  • With the help of Sangam’s OPR Dashboard, they can easily see the numbers of tickets raised customer-wise, area-wise, product wise and Month wise.
  • The HO team can also see the number of tickets allocated to each centre from the same Dashboard.   
  • With the help of Sangam’s report, they can easily identify the average time taken by the service centre to resolve the tickets (Customer complaints). 
  • Since the Service center/engineers also have access to Sangam, they can easily check the number of tickets allocated to them and their respective status. 
  • From the same ticket, service engineers can easily request spare parts. And the request gets reflected in HO’s CRM. This allows the HO team to quickly dispatch the spare parts to the service centre’s location.
  • Since the spare parts are requested from the CRM, service engineers can also check the status of each spare part they have requested, whether it has been dispatched or not. 
  • As the HO team now knows that the service team is requesting the new spare part, they know that the service team has faulty unworking spare parts. And this way, they can easily track the status of the return parts.
  • Apart from these, with the help of Sangam CRM, once the ticket gets assigned to service centres, Engineers immediately get all the information about the customer who has raised the ticket. 
And Customers who have raised the tickets get SMS alerts at different stages. They get SMS while Confirming the ticket, also when their ticket gets assigned to the service centre and also at the time when the service engineer is closing the ticket. And that’s how with the help of Sangam CRM and Synapse Telephony, enjay was able to help warmex address their challenges.

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Best crm for insurance broker

How AHI Insurance broker, is managing Sales and Helpdesk with Sangam CRM

How AHI Insurance broker, is managing Sales and Helpdesk with Sangam CRM

Autohanger is India’s one of the leading franchise partners of Mercedes-Benz. 

Along with selling Luxury cars, one of the divisions of Autohanger, i.e. AHI Insurance Broker Pvt. Ltd. also looks after selling insurance to customers.

AHI has partnered with different policy providers to provide their customers with a variety of policies to choose from.

Industry

Health Insurance

Location

India

Purpose of Using CRM

service and ticket management

Along with selling the insurance to customers who have bought vehicles from their outlets, a separate team also looks after selling the insurance to outside customers.

They had been managing the entire process of pitching the insurance policy to customers, to issuing the policy for customers through Excel.

AHI faced some major challenges while handling this process through excel; let’s look at their challenges.

Challenge Face by AHI Team.

Following were the challenges faced by AHI. 
  1. The insurance selling process consists of different stages. The major challenge for AutoHangar was to track or identify the progress of the client’s insurance.
    • Whether a client has finalized any insurance,
    • Whether clients have made the payments, 
    • Whether the Account team has received the payment,
    • Whether the team has collected required documents,
    • Whether the team has issued the insurance policy,
    • Whether the insurance has been dispatched to the client. 
    • Whether the client has received the insurance policy and required invoice. 
    This might have resulted in customer dissatisfaction if the client had made the payments, but he/she didn’t get the timely delivery of policy as the proper tracking was not in place.
  2. For people at the manager level, there was no proper means to track individuals’ performance.
    • How many calls were made by each agent? 
    • How many of the total leads got dead? 

    • What were the major reasons for leads getting dead?

    In such situations, it gets difficult for a manager to measure the productivity of individual agents.

  3. Insurance selling involves two perspectives, the discount part on the customer side and the commission part on the policy provider side.

    For giving a discount to any customer above a certain percentage, the agent had to take approval from a senior person as it directly impacts the commission received from that deal. This approval was done manually, and it involved a lot of paperwork. 

    A delay in approval could result in losing a deal. And hence the process needed some changes. 

  4. Each Agent had their own separate excel sheet for managing the entire process. This means the customer data was not centralized at one location.

    Since the data was not centralized, it was challenging for the renewal team to keep track of renewals.

    Also, having data in an excel file was not secure. The data can be easily replicated and shared.

After going through their case and understanding their business flow and process, we deployed 2 of our Solutions. Enjay Synapse & Sangam CRM

Situation After using Sangam CRM

  • Sangam CRM not only allowed AHI to centralize their customers’ data, but it also allowed them to track the progress of customers’ Insurance policies over different Stages. 

    Now, managers can easily track the status of Insurance policies from the CRM. 

  • Upon completion of an Activity on one stage, an activity for the next stage automatically gets generated. Managers of that stage can easily assign that task/activity to agents below them.

  • Each Activity Assigned to Agents has its timeline. On their respective dashboards, agents can easily see the total Activities to be done before the end of the day. 

    This allowed agents to finish all assigned activities before it gets overdue. Managers can also track agents’ Activities and push them if the activity is Overdue.

  • Sangam CRM also allowed Auto-hanger to set an Approval Flow. Agents don’t have to go physically to their seniors to get approval on discounts. 

    An automatic approval request gets generated in CRM, which goes directly to the concerned senior Member. From the CRM, that senior person can approve and disapprove the request.

  • Through Reports of CRM, Managers get reports on the total number of Calls made by each Agent. This allowed managers to track Agents’ Performance.

  • Managers also get reports on the Total deals won by each Agent. This allowed managers to track Agent’s Productivity. 

  • The Schedule Report feature of Sangam CRM allowed AHI to schedule a report for Renewal. This schedule report allowed the AHI renewal division to work on deals whose renewals are near.
And this is how AHI overcomes their challenges.

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