Asset Management CRM Case Study

Financial Services

Clareti are CRM, Zoho and Integration experts. A Zoho Advanced Partner with more than 20 years experince in a range of industry sectors.

Developing a major Asset Management CRM system in record time

Background

Clareti’s asset management client was struggling to grow whilst using spreadsheets to manage their business. The onboarding and management of high value assets was complex. Many interrelated aspects of a particular deal needed to be taken into account to produce profitable client proposals.

The Requirements

Clareti was tasked to design a CRM system that transformed their daily ‘spreadsheet’ work, that integrated their customer data, whilst helping to speed up calculations and prevent errors.

There were many different asset classes they provided finance for. Each would have suppliers, funders and a broker may be involved. Financial regulations required them to gather extensive information on guarantors and other stakeholders. A competitive interest rate would then be calculated based on the size of loan and risk profile.

The order of work when creating a deal was important in order to ensure the relevant data was available at the subsequent stage of the process and that nothing was missed out in the data entry process. It was vital the system provided options for mandatory parts of the process.

The Approach

The data architecture process was of particular significance at the commencement of this project. It was critical to establish the best possible system architecture in order to account for all the possible loan scenarios. A detailed process was carried out with the client to plan the data flows when a new deal was entered. Extensive use of advanced CRM features was planned to ensure data integrity.

A large number of custom modules were required to capture the relevant data for the loan applicant, guarantors and the asset itself. Automatic links were set up between these modules to sync the data between them.

A complex, iterative routine was written to calculate the loan rate based on a set of lending rules and loan data.

Short and long loan proposal documents were created which merged data from many different CRM modules. These could be sent to the client with a single click or downloaded into Zoho Workdrive where they could be checked prior to signature. They could also be sent for electronic signatures through Zoho Sign.

Results

A comprehensive asset finance system was developed for the client on the Zoho CRM platform in just 6 months. It allowed for multiple loan and guarantor scenarios. Loan calculations could be carried out instantly within the system with rates based on risk profile.

Our client moved from a situation where they used spreadsheets to manage their asset finance clients to a fully integrated digital system which enabled them to concentrate on growing their business rather than focusing on the administrative side of the business.