Transforming King Secure Technologies with Zoho CRM
Transforming King Secure Technologies with Zoho CRM
Kings Secure Technologies Head of Sales estimates that Zoho CRM saves him an hour daily by providing a comprehensive view of his team’s pipeline.
Kings Secure Technologies Head of Sales estimates that Zoho CRM saves him an hour daily by providing a comprehensive view of his team’s pipeline.
About Kings Secure Technologies
King Secure Technologies is a renowned integrator of security, fire, and life safety systems, boasting 800 employees and eight offices across the UK, and a global footprint extending to over 20 countries. Their clients span various industries including: warehousing, manufacturing, defence, commercial finance, and high-net-worth individuals. Since their establishment in the 1970s, they have significantly expanded through acquisitions, and this year in the UK they are on track for a £60 million turnover.
The Challenge
Innovation is central to operations at Kings Secure Technologies, which led them to seek a new Customer Relationship Management (CRM) system in 2021. Their aim was to unify their business units and streamline internal processes. A key criteria for success was reporting. Their currents field service management platform included a CRM, but it was cumbersome and lacked adequate reporting capabilities, highlighting the need for a new solution.
Choosing Zoho CRM
After evaluating several options, Kings Secure Technologies selected Zoho CRM for its user friendly interface and cost-effectiveness. Kings Secure Technologies formed a small project team, which included Guy Tucker (head of Group Solutions), who had previously collaborated with 1 Cloud Consultants. Guy's positive experience with Bill and Zoho greatly influenced the decision. Initially, Kings Secure Technologies anticipated only a handful of users, but Zoho's adoption within their organisation grew rapidly. Today, we have over 60 users.
From the outset 1 Cloud Consultants recommended appointing a Zoho Champion, someone to advocate for and oversee the system’s implementation. This was delegated to Jo Goulden (Group Head of Marketing). The concept of having a degree of internal self sufficiency further enhanced cost savings and provided reassurance of the simplicity of Zoho.
Integrating and Streamlining Processes
Kings Secure Technologies primary objective was to gain a comprehensive view of their entire pipeline, including recent acquisitions. Before Zoho, each division maintained separate records on Excel spreadsheets, making it impossible to track opportunities accurately. They also needed the CRM for opportunity scheduling, to manage job statuses at various pipeline stages.
Zoho’s API integration was crucial for linking with our field service management software, minimising data entry duplication and ensuring accuracy. When sales opportunities reach a specific stage, information flows from Zoho to the field service management system, which then updates Zoho with the sales opportunity ID. This integration ensures alignment between both systems. Additionally, final sales and margin values are automatically updated in Zoho once an opportunity is closed. Zoho also integrates with their in-house data trends and analytics portal, Dimension, enabling their BDMs to generate complex quotes worth millions of pounds, which sync seamlessly with both systems.
Jo Goulden, Zoho CRM Champion
Group Head of Marketing
Kings Secure Technologies
Enhanced Reporting and Automation
Zoho’s robust reporting capabilities have been transformative. With 1 Cloud Consultants assistance, Kings Secure Technologies set up numerous reports for colleagues, scheduled for daily, weekly, or monthly delivery. For example, the Ops team receives a weekly report every Monday on all opportunities at the "quoted 100%" stage, aiding their scheduling efforts. The simplicity of the reporting system saves Kings Secure Technologies considerable time.
Another invaluable feature is Zoho’s workflows function, allowing Kings Secure Technologies to automate emails. Kings Secure Technologies CEO receives alerts for deals over £100,000 that reach the "quoted 100%" stage. The adaptability of workflows makes it easy to tailor criteria for new sales team members. The Zoho mobile app is also a vital tool, enabling our BDMs to update the CRM on the go.
Transforming Sales Meetings
Zoho has revolutionised Kings Secure Technologies sales meetings. Previously, each salesperson prepared a tedious PowerPoint presentation; which was time consuming to produce, lacked real time data and was not the most engaging. Now, they manage everything through Zoho’s opportunities view, making meetings more dynamic and accurate. Our head of sales estimates that Zoho CRM saves him an hour daily by providing a comprehensive view of his team’s pipeline.
Customised Dashboards and Analytics
Zoho’s personalised dashboards are a standout feature. Kings Secure Technologies have created dashboards for each division, allowing them to drill down into their pipelines by stage, system type, designer, or salesperson. This self-sufficiency has significantly reduced the need for customised report requests.
After a year of using Zoho CRM, its accuracy and value became apparent, increasing the demand for detailed reports and charts. On 1 Cloud Consultants' recommendation, Kings Secure Technologies adopted Zoho Analytics. Setting up Analytics was straightforward with 1 Cloud Consultants guidance. It integrates directly with Zoho CRM, ensuring daily updates and accurate data. The analytics feature allows Kings Secure Technologies to create and schedule dashboards and widgets, reducing the need for direct access to Analytics. The CEO now uses Analytics to compile monthly board reports, saving several hours each month.
Zoho Analytics’ dial chart widget feature is particularly beneficial, enabling Kings Secure Technologies to track each division’s sales against targets daily.
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