Customer
A leading global digital engineering organization seeking to transform its sales operations through a structured, automation-driven CRM platform focused on recurring revenue.
Technology
Zoho CRM, Zoho Workflow Automation, Zoho Sales Orders, Zoho Quotes, Lead Scoring Engine, Approval Workflows, MRC (Monthly Recurring Cost) Pricing Model
Business Objective
The client sought to transform its sales operations by creating a structured, recurring-revenue-focused CRM platform. Existing sales processes relied heavily on manual effort, resulting in inconsistent data, lengthy approval cycles, and limited visibility into recurring revenue.
Key objectives included:
- Ensure seamless Lead-to-Deal data continuity.
- Align pricing with a Monthly Recurring Cost (MRC) revenue model.
- Strengthen commercial governance and discount controls.
- Automate approval workflows.
- Improve lead qualification and prioritization.
- Reduce sales cycle delays and manual intervention.
Scope of services
BXI Technology implemented an end-to-end sales process transformation on Zoho CRM, including:
- Lead-to-Deal workflow automation with automated field mapping.
- CRM restructuring to support Monthly Recurring Cost (MRC) pricing.
- Standardized quote templates with configurable terms and discount governance.
- Threshold-based approval workflows with automated notifications and escalation.
- Sales Order standardization through commercial summary integration.
- Intelligent lead scoring using workflow-driven automation.
- End-to-end process optimization to improve sales efficiency.
Benefits
- 100% automated data carry-over during lead conversion.
- 40–50% reduction in manual CRM effort.
- 30% faster approval cycle.
- Improved commercial governance through standardized discount controls.
- Better visibility into recurring revenue through an MRC pricing model.
- Enhanced sales productivity through intelligent lead prioritization.
Impact
By redesigning the Lead-to-Quote process, BXI Technology helped the client establish a standardized, automation-driven sales platform that improved operational efficiency, accelerated deal approvals, strengthened pricing governance, and enabled better visibility into recurring revenue.
The transformed CRM environment empowered sales teams to focus on high-value opportunities while reducing manual effort and improving overall sales effectiveness.
