Israel-based ed tech company has enhanced its sales productivity with Zoho CRM

The company

Edusoft Ltd. is a subsidiary of Educational Testing Services (ETS), the world’s largest private educational assessment and research organization, which creates the TOEFL® and TOEIC® tests. Edusoft is a global leader in technology-based English language learning and assessment solutions, serving a range of educational, government, and corporate sectors in over 30 countries worldwide.

With more than 25 years of expertise in the field, Edusoft specializes in comprehensive large- and small-scale blended learning solutions, based on the latest interactive technology and field-proven pedagogical approaches.

Harmodio Deycaza, Sales Director, has been with Edusoft for about 13 years. He handles sales operations across Latin America, EU, and the US, heading the largest sales team within the company. Their collective goal is to enhance awareness of the brand, market the benefits of their products provide, and pitch sales for the company.

Deycaza and his team are just one example of how Edusoft is using Zoho CRM to help their sales operations.

The challenge

Dedicated to ensuring maximum success for every project, from start to finish, Edusoft's sales management process was going well. But as they scaled up, the process became difficult to manage. This is when Deycaza realized a few key issues:

• They didn't have an organized framework.
• There wasn't enough visibility of their work.
• They didn't have access to real-time data visualization to measure their sales efforts.
• They weren't able to store their leads in one place. They were scattered in separate Excel sheets and different places, causing problems from lead generation to conversion and analysis.
• They weren't all working together. This was not only because of the pandemic but also because they had different sales units around the world. Connecting with them in a meaningful and collaborative way was difficult.
• They found it difficult to follow up not only their team but also with their clients and distributors all around the world.

In the past, Deycaza had worked with other CRMs like SAP and a local Israel-based CRM. This gave him an idea of how different things would be if he implemented one at Edusoft for sales management. 3 years and 17 CRM trials later, he zeroed in on Zoho CRM.

Having seen several other CRM implementations performed too soon and too fast at other companies, which did not produce good results, Deycaza knew that growing with a system was the smarter way to do it.

The solution

Edusoft started of with Bigin and then Zoho CRM Plus before finally moving to Zoho CRM Enterprise Edition.

Zoho's small business CRM, Bigin, was a huge change for the team. Bigin was easy and had a friendly user interface, but they knew they needed something that would scale with them.

To switch to CRM, a more scalable solution, they had to decide on how to digitize their processes from lead generation to customer conversion. The growth they were looking to achieve was not limited to just sales, but across every other department within the company.

Because he wanted a CRM that made sense for every aspect of the business, Deycaza also looked into Dynamics 365 because it is Microsoft Certified. In his own words, Zoho offered him more value in all departments in comparison to all other CRMs.

Benefits and ROI

One of the first things Zoho CRM was implemented for was handling sales management. This covered lead management, lead nurturing, deal creation, pipeline management, follow-up and closure. Deycaza explained how Zoho CRM helped Edusoft implement a scalable sales process.

From sending follow-up emails to maintaining customer records, Blueprints now is an integral part of how the team works and has helped their sales process keep moving. They now have access to visual data that has changed the way they measure and improve, which they lacked in their previous system.

Previously, all the calls and sales were separate, and they couldn't keep track of all the calls they made via phones, Skype, and WhatsApp. To keep up with all their leads, prospects, and customers, the sales team now make all of their calls straight from Zoho CRM in a single click.

With sales operations spread across Latin America, EU, and the US, they are now able to streamline their global sales team's communication successfully using the Zoho Cliq and Zoho Meeting integrations.