What changed
- Quotation versioning with historical price references, so pricing is reproducible
- Sales orders, invoices and payments synchronise with the ERP in real time
- Lead capture through webforms and card scanning rather than manual entry
Where they started
The pharmaceutical sales cycle ran from lead capture through customer management, opportunities, quotations, orders, invoices and payment tracking — with an ERP holding the commercial record. Quotation accuracy depended on someone remembering what this customer paid last time, and approval control was informal.
What we built
Zoho CRM configured for the whole lifecycle. Webforms and business card scanning for lead capture. Historical data migrated in. Quotation versioning with historical price references, so a quote can be traced to what informed it, with approval control around it.
The ERP is integrated for real-time synchronisation of sales orders, invoices and payments, so the commercial team works in CRM without the ERP ceasing to be the system of record.