Running head: MKT 2282 MAJOR SELLING PROJECT PART 1 1

MKT 2282 Major Selling Project Part 1

Student’s name

Institution

Date
MKT 2282 MAJOR SELLING PROJECT PART 1 2

MKT 2282 Major Selling Project Part 1

ZOHO Corporation

ZOHO Corporation has been in existence since 1996. It is an Indian based company with

branches in U.S. California as well as Pleasanton. The corporation began as a network

framework that provided telecommunication equipment's to other businesses. Later in 2003,

Zoho advanced to I.T. management software by incorporating ManageEngine. By 2005, they

introduced the Zoho office suit, a complete word based processor, and later developed their

application such as a spreadsheet, contact list, calendar, etc. The mission statement for Zoho

Corporation is to provide customers with topnotch service while facilitating growth as well as

profitability with cutting edge standards. Two private core values govern it, and we figured you

would. Zoho develops software as well as other web-based products that ensure a company can

run exclusively on the cloud (Kshetri, 2012).

Its product base can be divided into three, including; CRM, application, and email

marketing (products). Due to the diverse product portfolio, Zoho has different competitors for

different categories of products. Some of the competitors include; Salesforce, Hubspot, G-Suite,

Office, Mailchimp, and Mailer lite. The competitive strategy of Zoho Corporation can be

captured in three categories. First, outsourcing all the requirements by developing all the

applications from scratch. Zoho runs from one of its CRM products, which ensures excellent

performance for their products. Without outsourcing services, Zoho can reduce production costs.

Second, the company is privately owned with equity funding, hence independence and just

associating directly with the customers. Finally, they have a progressive recruitment strategy.

The corporation hires people who just finished school, train them through Zoho University. The

majority of their engineers are from Zoho University. As per the PCMag survey, Zoho
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Corporation turns out to be the most recommended provider for CRM, and it has a positive score

on NPS as compared to other leading CRM providers.

Organizational Chat

PCMag award

Zoho Corporation CRM Sales Executive

Job description/Responsibilities

 Revenue generation by soliciting as well as obtaining orders.

 Provide and interpret technical requirements to customers.

 Accounts development.
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 Competitors’ assessment through information, trend, and sales opportunities.

 Create and develop sales opportunities through research.

 Conclude new accounts by verification and entering client information

 Fill in the order and communicate delivery terms.

 Develop accounts through customer history.

 Communication maintenance through troubleshooting as well as tracking problems.

Update product knowledge.

 Attain organizational goals.

The Market Place

Zoho Corporation NAICS code is 811212. The company has American headquarters at

Pleasanton and California. It contains five companies in its portfolio. By August 2019, Zoho had

accumulated 173,900 facebook fans and 37,000 Twitter followers (Corp, 2019). Zoho

Corporation targets large, medium, small companies as well as individual users. Its customers

must be in a position to use Zoho CRM, sites, Docs suites as well as mail suite. About 59,346

companies utilize Zoho services. Those companies are mostly found in the U. S. industry of I.T.

and services. The majority of its customers have about ten to fifteen employees and with a

revenue of about one to ten million dollars.

The new CRM customer will be Amica Mutual Insurance Company. It is located at

Lincoln, and Rhode in the U.S. Amica.com Amica would require a Zoho CRM solution since it

has a sales team, and the business uses different forms of marketing. The system will help sales

representatives note trends in the market that is important for selling, up-selling, and cross-

selling products. Amica has continuously been using the time-consuming manual process, and
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there is a need to adjust and provide customers with efficient services. With Zoho CRM

software, Amica is expected to be more efficiently serving customers (Zoho, 2019).

Zoho corporation major buying centers is Alibaba cloud website. It has the following players;

initiators, users, buyers, influencers, deciders, approvers, and gatekeepers. Some of the business

influencers are the Prem Kumar Aparanji, a leading authority in social CRM. The other

influencer is William Band. He was responsible for analyzing how CRM meets business process

management. Another influencer is Tristan Bishop, who runs the social strategy of CRM at his

blog (Zoho, 2019). As per the 2019 Amica customer review, it is evident that customers have

been complaining about how their claims are poorly handled. They have a few local sales

officials for their customers. The Zoho CRM buying process involves seven steps. They include;

customer product identification, gather feature requirements, vendor selection, negotiation and

specification, implementation, training, and closing the deal.

Product Knowledge

CRM facilitates the management of a company with a broad base of products and

salespeople. CRM takes care of all the customer relationship management need. That includes

sales, marketing, management, as well as customer service. Zoho CRM is a single software that

takes care of the organization's widespread sales, marketing, and customer support, as well as

inventory management.

Benefits Features

Automation of vital sales operations Salesforce automation

Real-time access to data Lead management

Ensures maximum social media use Account management

Allows an organization to go mobile Effective follow-up

Google apps integration, such as Gmail and Website integration

Docs.

SWOT Analysis

Strengths Weaknesses

ZOHO now delivers in the integration as well Zoho is faced with the challenge of other

as added functionalities to its customers. The open-source software players. They have to

corporation is also set to release other links strategize on how to get customers to register

between its applications and other for their applications so they can pay them.

applications from third parties. Hence

increase the number of registered users.

Opportunities Threats

Zoho develops easy-to-use software that is Zoho is working on competing against other

inexpensive as compared to alternative big software companies such as Google,

software suites such as Microsoft Office. Microsoft as well as Salesforce.com for the

Zoho is well-positioned and can appeal to the world demand software solutions.

majority of its customers due to its good

portfolio.

Zoho services are packaged in two categories based on the white label solution. They

include a standalone portal and embedded analytics. All Zoho products are in the form of
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software and are developed at Zoho India headquarters. Software like CRM needs installation

and client training on how to use it.

Competition

Top-five Zoho competitors include Freshworks, Sugar CRM, Pipedrive, Keap as well as

HubSpot.

Comparison

Other companies ZOHO

SalesCRM- faster to close deals Slower to reach rio

Hubspot CRM- free software More expensive

References

Corp, Z. (2019). Zoho Corp - ZIP 94588, NAICS 811212, SIC 7378. Retrieved 18 November

2019, from https://siccode.com/business/zoho-corp

Kshetri, N. (2012). Cloud computing in India. IT professional, 14(5), 5-8.

Zoho, (2019). Retrieved 19 November 2019,

from https://www.amica.com/en/errors/support.html?id=6631772917836229467

Zoho. (2019). Top 25 CRM Influencers You Should Be Following « Zoho Blog. Retrieved 19

November 2019, from https://www.zoho.com/crm/blog/tips-top-25-crm-influencers.html