Oracle Customer Success — Arihant Adroit InfoSystems

Arihant Adroit InfoSystems

Arihant Shortens Sales Closure Time by 20%, Increases Conversion Rate by 25%, and Cuts Overall Sales Costs by 30% with CRM Cloud Platform

Share
 

We selected Oracle Sales Cloud over Salesforce.com and Zoho because of its rich functionality and best practices that support our growth strategy. We gained an integrated view of pipelines across 15 countries, enabling us to improve sales productivity by 40% and increase conversion rate by 25%.

— Amit Jain, Managing Director, Arihant Adroit InfoSystems

Arihant Adroit InfoSystems (AAIS) is an Oracle Partner and a fast-growing global IT service provider. It specializes in delivering industry-specific Oracle enterprise solutions—enterprise resource planning (ERP), human capital management (HCM), customer experience (CX), enterprise performance management (EPM), and business intelligence—on various platforms including cloud, mobile, and Internet of Things. Its goal is to provide the latest technology and highest service standard to customers across 15 countries, enabling them to achieve faster return on investment. AAIS has strong presence in India and the Middle-East region—including Qatar, Saudi Arabia, United Arab Emirates, and other Gulf Cooperation countries.

Before Oracle Sales Cloud, AAIS used decentralized sales data and methodology across all countries. There was no tool to capture leads and opportunities across geographies, such as prospects for HCM solution in India and the Middle-East countries, making it difficult for sales managers to analyze pipelines and support growth strategy. AAIS needed a centralized customer relationship management (CRM) system to increase pipeline visibility and improve revenue opportunity.

Deploying Oracle Sales Cloud, AAIS gained an integrated view of customer interactions and pipelines and reduced sales closure time by 20%. Sales managers can track and manage sales activities on their mobile devices, improving productivity by 40%. The solution also helped the sales team to focus on the right opportunity, increasing conversion rate by up to 25%. The intuitive tools also enabled Arihant InfoSystems to reduce time spent on coaching the sales team by 45% and cut the overall sales costs by 30%.

  • Manages Sales Activities Anytime, Anywhere; Improves Productivity by 40%

    To maintain customer relationships and stay ahead in the fast-moving IT industry, AAIS set a benchmark for its sales team to connect with install-based customers via phone call every 45 days and face-to-face meeting every three months. With a decentralized sales management environment, AAIS could not track and monitor such customer interactions throughout the sales cycle. It was also tedious and inefficient to produce quarterly reports due to inconsistent spreadsheet formats. Sales managers, for example, spent up to 20% of their time sorting and filtering columns with different status headings, which led to inaccurate forecasts and delayed sales strategy decision-making.

    By deploying a single CRM system with Oracle Sales Cloud, AAIS gained a 360-degree view of customer information across 15 countries and enabled sales team members to easily track and manage the entire sales cycle. With intuitive executive dashboards, sales managers can rapidly create reports—such as pipeline and benchmark reports—in familiar Excel and PowerPoint formats, ensuring forecast accuracy and making decisions up to 80% faster. Visibility into complete interaction histories also made it easier for sales representatives to prepare proposals that are relevant to customer needs, such as recommending upgrades to a customer using an older software version, and eliminated the need to ask repeated questions—ultimately improving service quality.

    “Thanks to Oracle Sales Cloud, our sales representatives can manage their daily sales activities, such as scheduling appointments or accessing pipelines reports, on their mobile devices and collaborate with the technical support team via Oracle Social Network, increasing sales productivity by 40%,” said Nayil Kazi, regional sales head, Arihant Adroit InfoSystems.

  • Shortens Sales Closure by 20%, Increases Conversion Rate by Up to 25%

    Disparate data and long sales cycles made it difficult for sales managers to analyze pipelines and assign equitable quotas for each territory. The sales team also had difficulty determining which opportunity has the greatest potential for moving forward. In addition, sales representatives also focused on one revenue stream only—such as selling ERP solutions in the Middle East— missing potential opportunities for the other products, regions, or channels. To achieve its 55% revenue growth target over the next year, AAIS needed complete visibility into pipelines and opportunities and had to better align individual goals to the business vision.

    AAIS uses Oracle Sales Cloud’s Territory Management module and its what-if analysis feature to evaluate the effectiveness of sales territories and assign individual goals based on multiple dimensions—such as regions, products, and channels. Oracle Sales Cloud also provides insight into revenue potential from current leads and opportunities, such as the purchasing history of existing ERP install-based customers in India and the Middle East. This capability enables sales managers to accurately assess and focus on the right opportunity, increasing upsell and cross-sell opportunities, such as selling ERP cloud solutions to existing customers. Sales leaders also can approve pricing faster by accessing a single view of opportunities and pipelines across geographies and channels.

    “Our typical sales closure time was up to six months. Thanks to Oracle Sales Cloud, we have shortened the closure time by 20% and expect to further reduce the time by another 20% over the coming months,” said Amit Jain, managing director, Arihant Adroit InfoSystems.

    Furthermore, Oracle Sales Cloud gives sales leaders visibility into the entire team’s calendars to track benchmarks for new and existing customers. With dashboard and reporting capabilities, sales leaders can also track team performance against sales targets, such as comparing quotas with actual sales for all channels—including self-generated and channel partners—increasing sales conversion rate by up to 25% and supporting growth targets.

  • Reduces Time Spent on Coaching Sales by 45% and Cut Overall Sales Costs by 30%

    Before installing Oracle Sales Cloud, the lead generation team would manually send a lead qualification document to sales team members without tracking it in the system. AAIS needed to rely on individual sales representatives’ knowledge and experience to provide the lead information, such as a new customer looking for a new HCM solution. With Oracle Sales Cloud, AAIS now automatically captures new leads with a qualification template and converts the lead into an opportunity based on a pre-defined lead ranking and scoring level. This capability helps to minimize business risk, particularly when a sales representative leaves the company. The solution also enabled AAIS to provide an easier learning curve for a newly recruited sales representative.

    By using Oracle Sales Cloud’s Sales Coach feature to guide sales team members with easy-to-use task lists and recommended actions during every stage of the sales cycle, AAIS has reduced time spent coaching sales teams by 45%. Sales representatives can also quickly create or share a presentation by accessing a single library with approved templates and presentations via the Sales Lightbox functionality, ensuring consistent sales methodology for the entire organization. Finally, the integrated CRM platform also enabled sales teams to focus on selling rather than spending time and effort on data administration and report consolidation. This led to an overall reduction in sales costs—including on-boarding and ongoing training costs—by 30%.

    “It is very cost-efficient to implement a cloud CRM system because we no longer need to hire system administrators, maintain a data center, or set up a disaster recovery site,” Jain said.

 
Challenges
  • Gain complete visibility into leads and opportunities across geographies, such as prospects for HCM solutions in India and the Middle East, and align individual goals and quotas to the overall sales strategy
  • Increase sales productivity and accelerate sales closure time by providing an integrated view of customer history and interactions, such as existing customer application landscape, and enabling sales managers to analyze pipelines and track team performance
  • Enable sales team to rapidly identify and focus on the right opportunity and maximize revenue growth
Results
  • Improved sales productivity by 40% and shortened sales closure time by 20% by gaining an integrated view of customer interactions with Oracle Sales Cloud and enabling sales team to track and manage the entire sales cycle on their mobile devices
  • Increased conversion rate by up to 25% by providing real-time visibility into pipelines and opportunities across regions, products, and channels, and enabling sales team to focus on the right opportunity, such as selling CX and ERP cloud solutions to an existing install-based customer
  • Enabled sales managers to make decisions 80% faster by using intuitive dashboards to automatically create accurate reports in familiar Excel and PowerPoint formats instead of manually consolidating multiple spreadsheets
  • Reduced time to coach sales team by 45% and cut overall sales costs by 30% by using Oracle Sales Coach feature to guide sales team during every stage of the sales cycle
  • Supported growth vision by aligning individual goals and quotas to the sales strategy and enabling sales leaders to track team performance against targets
  • Ensured consistent sales methodology by enabling sales team to quickly create or share a presentation via a single library with approved templates and collaterals, thanks to Sales Lightbox functionality
  • Improved service quality by providing a complete interaction history and enabling sales representatives to customize proposals based on customer needs, such as recommending an upgrade rather than purchasing new software
  • Minimized business risk by automatically capturing and converting a new lead into an opportunity without relying on an individual sales representative to provide the information

 

We chose Oracle Sales Cloud because it offers greater functionality than Salesforce.com and Zoho, and met our business requirements. Oracle also invests significantly in research and development to continuously enhance the solution, giving us confidence that it will support our growth strategy.

— Amit Jain, Managing Director, Arihant Adroit InfoSystems

Execution

AAIS formed an implementation team with internal sales cloud experts to define a list of business requirements, such as industry best practices, reference models, and benchmarks, to design the new CRM platform. After selecting Oracle Sales Cloud over other five vendors, AAIS adopted its proven business-scenario approach and methodology to ensure the new CRM platform rolled out smoothly in phases and met the business objectives.

With AAIS’s strong implementation experience in applications and cloud, the company completed the first phase in just six weeks and made continuous enhancements. AAIS also provided training to its sales team to ensure rapid user adoption.


About Arihant Adroit InfoSystems

Headquarters

 
Pune, India

Employees

 
200

Oracle Solutions Used

Published:  Jun 07, 2016