What typically defines startup is a brilliant idea and rapid growth plan. The brilliant idea could be a development of a product or a service; it could also be a delivery mechanism. But sales remain an essential component for any of the above-stated scenario. For sustaining the rapid boom, planning of sales growth is immensely important. If startups can manage sales properly then their growth plan is sure to succeed. A good CRM (Customer Relation Management) can help startups to achieve their sales targets and scale the operations very efficiently.
Enjay IT Solutions Ltd. is one such company which working closely in the field of CRM. Founded in 2010 by the Parekh brothers, Enjay has been aiding SMEs across India to leverage technology get smarter about their time and money. Being an IT professional with a background in finance, Limesh realized the increasing importance of integrated CRM for business enterprises and decided to concentrate on that. Based on this singular focus, Enjay IT Solutions was founded. Headquartered in Gujarat and with their Mumbai and other regional offices, Enjay in these times of shifting loyalties has helped over 350 companies to retain customers.
We at IndianWeb2 interacted with Limesh Parekh to find out few ways in which startups can benefit by using CRM:
The idea that a startup becomes systematic over a period of time by itself is partially true. Generally, the team has to make a conscious effort at organising the business. A well-defined process would go a long way in facilitating this goal. Today there are many tools in the market which assist in systemizing these processes. CRM is a one stop shop while looking for a management tool.
Centralised Customer Information
Startups generally comprise of small but effective teams. Having all the information about customers (and potential customers) on a centralised platform makes it easy for teams to access information and make effective decisions. Most of the CRMs provide a very effective mobile app, which provides customer information at your fingertips.
Cross Selling and Upselling
There are only two ways to increase sales. Targeting new customers or selling more to the existing ones. For doing this, proper customer segmentation and categorization is crucial. CRM helps with appropriate insights and intelligence for cross-selling and upselling.
Investors Love it
Yes, any investor appreciates a company which has proper sales management. It is so because a transparent sales funnel helps to predict and manage growth more efficiently. Investors are inclined towards companies which have proper corporate governance and process oriented culture.
Customer Oriented Culture
To differentiate yourself from others, you need to create a customer oriented organization. This kind of culture is cumbersome to achieve without a proper and comprehensive CRM. One which would cover the important aspects of management like marketing, sales and service. If the entire team uses one platform which provides complete insight to customer engagement, they are in better position to take care of customers.
“Knowing your customer and what he wants, before he tells you is halfway through closing a deal. CRM is the tool which provides everyone with such abilities,” says Limesh Parekh, CEO, Enjay IT Solutions Ltd.
Automating Customer Engagement
CRM helps automate customer engagements and increase customer satisfaction with timely alerts and notifications. Even Customer support can be elevated to next level with multi-channel access to customers through calls, emails, SMS, chats, ticket portals, etc.
Pay as you grow
Previously CRM was a costly solution, affordable only to big companies but not anymore. Most of CRM systems today are available as SAAS model. Which helps startups to keep an eye on their budget at the same time avail the latest technology to increase their sales. This is one of the most recommendable features of modern CRM systems.
CRM is one of the first tools that should be implemented in any startup if they need to grow to the next level. Because without CRM, sales will not grow as expected.
“We have implemented CRM and Call Centre Solutions in many startups in technology as well as non-tech verticals. We have seen them grow over years in a very structured and stable manner. Our CRM has also grown with them.” concludes Parekh.