Case study
Kings Secure Technologies: Revitalising Sales Meetings With Dynamic Reports
Kings Secure Technologies grew through acquisition, which meant every business unit ran its own version of the sales process. Getting one clear view of the whole group's pipeline meant fixing that first.
The Challenge
Group Head of Marketing Jo Goulden needed a single view of the pipeline across every acquired business, tightly linked to Kings Secure's existing field service management software and its in-house quoting tool, DYMENSiON, so salespeople weren't entering the same job twice.
The weekly sales meeting had become the clearest symptom of the problem. Every salesperson built their own PowerPoint deck, in their own format, by hand.
"Our sales meetings used to be very tedious. We'd go through each presentation line-by-line."
Jo Goulden, Group Head of Marketing, Kings Secure TechnologiesThe Solution
Zoho CRM became the group's shared Opportunities pipeline, integrated with both the field service software and DYMENSiON so data only gets entered once. Weekly sales meetings now run straight from the CRM: filter by salesperson, stage, value or product type, and every team member's numbers are in exactly the same format, every week.
Zoho Analytics sits on top, giving management the dynamic reporting needed to see installation schedules and pipeline health across every business unit in the group, not just one at a time.
The Results
- One consistent pipeline view across every acquired business, not a separate spreadsheet per unit
- Weekly sales meetings shortened and standardised, no more hours spent building individual decks
- Field service and quoting software integrated with the CRM, eliminating double data entry
"It makes sales meetings much more dynamic, much more accurate, and we have a better view of everybody's pipeline."
Jo Goulden, Group Head of Marketing, Kings Secure TechnologiesDownload the full case study (PDF) →
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