Introduction
Our customer works on an 'acquire and scale' business model. It helps vertical B2B software-as-a-service (SaaS) companies to achieve their full potential through acquisition and long-term tactical and financial guidance.
The customer faced several challenges when they began acquiring portfolio companies, primarily due to the diverse CRM systems utilized by each acquired company.
Following are the challenges which our customer encountered:
1. Standardization
As the customer acquired various portfolio companies, they faced the significant challenge of managing diverse sales processes and the associated complexities. Each acquired company had its own unique sales methodology, stages, and workflows, leading to inconsistencies and inefficiencies in the overall sales process. The absence of a unified standard process resulted in complexities and posed significant challenges.
2. Complex Pricing Structure
The customer encountered significant complexities in managing their pricing structure due to the diverse and intricate nature of their products, services, and pricing models. The company offered a wide range of products with varying configurations, options, and pricing tiers, tailored to different customer segments and market demands. This complexity posed challenges in effectively managing and maintaining the pricing rules and calculations within their CRM system.
3. Unified Document Signing Process
The customer faced difficulties in managing their document signing process due to the lack of a unified and standardized approach. The customer's sales teams relied on various disjointed methods for obtaining signatures on important sales documents, such as contracts, proposals, and agreements. Some teams used manual paper-based methods, while others utilized different e-signature tools, leading to inconsistency, inefficiency, and potential compliance issues.
4. Data Integration & Reporting
The customer struggled to integrate and consolidate data from diverse CRM systems used by acquired portfolio companies. Varying formats and structures hindered a unified view of customer information, sales activities, and performance metrics, leading to data silos and inconsistent reporting. The lack of standardized data models made timely and reliable reporting challenging. Additionally, data integration complexities impacted sales forecasting and bottleneck identification. Moreover, the diverse reporting capabilities hindered performance comparisons and best practices identification.
The company was in search of a CRM implementation partner capable of tackling challenges in standardization, complex pricing, and data integration. They required a partner with expertise in CRM system implementation, especially in sales processes, and a deep understanding of their industry and business model. Ultimately, Closeloop was chosen because of our comprehensive understanding of their unique needs and our ability to propose a compelling solution that perfectly matched their requirements. Our team demonstrated profound domain expertise and a proven track record of understanding intricate business processes, enabling us to design and deliver a tailored CRM solution that aligned seamlessly with their objectives.
