Automation
Use-Cases:
Here are examples of how data transfer from and to your CRM/ERP system could be automated
Example 01:
Creation and enrichment of leads in the CRM system
A complete capture of a lead within the CRM system is time-consuming, but can contribute significantly to a successful sale. The use of automations can reduce the time spent by the employee and at the same time improve the data quality of the lead, as in this way the complete capture of all information of all leads can be ensured. In addition, automations can also be used to retrieve further information on the leads acquired via other channels or to perform data-based lead prioritizations. The goal here is to make the most important data available to the employee so that he or she can concentrate on the core tasks without time-consuming administrative activities.
Commonly used data sources:
— Typical lead sources such as emails, webforms
— Contact forms
— Meeting requests (e.g. via Calendly)
Frequently used target systems:
— CRM/ERP (e.g. Hubspot, Zoho, Pipedrive, Salesforce, ...)
Possible outcomes:
Time savings, improved data quality, increased sales team output
Example 02:
Cross-system lead/customer management
In addition to the CRM system, other software applications are often used in which key customer data is processed. Due to this fact, the challenge often occurs that the different systems display different information if changes or enhancements are not implemented in all systems. Automation can help to solve this synchronization issue, so that data exchange can take place automatically based on a set of rules. The scope of synchronization can be defined individually so that, for example, all properties are synchronized or, if required, only individual elements such as the lead status are exchanged. The resulting reliable data source can not only optimize the sales process, but can also be used as a single source of truth for data-driven reporting and decision making
Frequently used data sources:
— Accounting tools (e.g. Bexio)
— Project planning
Frequently used target systems:
— CRM/ERP (e.g. Hubspot, Zoho, Pipedrive, Salesforce, ...)
Possible Outcomes:
Time savings, improved data quality, increased output of the sales team, creation of a single source of truth
Example 03:
Connecting incoming orders with relevant systems (e.g. ERP system)
When a new order is received, a number of activities are typically triggered in order to provide the customer with the ordered goods. A common step, which can be supported by automation, is the data exchange with the ERP system. Typical application areas range from supporting activities in procurement, to the reservation of resources in production/warehouse, to the creation of shipping documents.
Frequently used data sources:
— Online store (e.g. via Shopify)
— Order management tools
— CRM (e.g. Hubspot, Zoho, Pipedrive, Salesforce, ...)
Frequently used target systems:
— ERP applications such as Odoo, Sage, Zoho, ...
Possible Outcomes:
Reduction of processing times, more efficient processes, error minimization, increased customer satisfaction
