How Zaggle Supercharges Sales Performance for India’s Leading Real Estate Conglomerate
Our customer, India’s leading real-estate development firm, deploys Zaggle Propel to cement stronger ties with agents and achieve breakthrough sales results.
Customer Context
In a competitive Indian realty market, our customer is a leader in the residential and commercial realty landscape and has consistently outperformed its peers. With a track record of over three decades in real estate development, our customer is one of India’s largest real estate conglomerates with a broad portfolio of over 61 million square feet of prime commercial, residential and industrial space in India across all asset classes. A pioneer in the real estate space, the company, together with private equity firm Blackstone, listed India's first-ever Real Estate Infrastructure Trust (REIT) in March 2019. The company’s REIT’s portfolio comprises a 43.6 million square feet portfolio of eight infrastructure-like office parks and four city?centre office buildings in India’s best-performing office markets of Bangalore, Mumbai, Pune, and the National Capital Region (‘NCR’) housing around 230 of the world’s leading companies.??
The Challenge
The COVID-19 pandemic and resultant economic uncertainty have disrupted the real estate industry as well as altered the buying behaviours of customers. In such a situation, influencing customers to make high-value property investments is a challenge. The company, like most realty conglomerates, is reliant on an extensive channel network to drive sales in a highly competitive market. ?The strong relationship between the company and its agents and channel partners is core to its success. The agents help extend reach within the community, build and nurture relationships with prospects and provide extensive consulting to potential buyers. This, in a way, saves the time and effort of in-house sales teams.
Core Challenges
While partnering with channel partners has its benefits, our customer encountered certain challenges in managing its fast-growing partner network. The company lacked a unified way to onboard agents and capture and track leads.
Inadequate insights into the prospect pipeline often resulted in missed opportunities for nurturing potential customers to conversion. It also created issues related to poor lead attribution and commission management, frustrating talented agent teams. As the company worked with multiple channel partners, who may bring in the same leads, this created a potential for disputes while accrediting the lead.?
Existing sales automation tools deployed by the company charged a per-user licensing fee and were commercially unviable given its vast and continually growing agent force comprising 1,000 plus members.
The company made it a priority to automate core lead generation processes to transform agent management and lead capture processes and identify ways to be a preferred and more attractive partner than its competitors.
Supercharge Performance
The Zaggle team analysed the customer’s current processes and recommended Zaggle Propel, a SaaS-based, cloud-native platform to automate critical agent onboarding and lead capture workflows to maximize the effectiveness of its channel sales programs.?Rather than replace current systems, Propel protects existing investments by seamlessly integrating with the Sales CRM systems for seamless data exchange across critical stages of the lifecycle.?
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With Propel, the company can:
Making a Difference
Trust and strong channel partnerships go hand in hand. Automation tailored to the needs of channel partners has created an enthused partner base and draws more customers to the company brand, seeing how well partners advocate the company’s products.
Propel has helped the company to improve sales performance and forge stronger relationships with partners by automating critical aspects of agent and lead management processes.
The company benefits from a real-time, comprehensive view of agent activity and accurate information on its prospect pipeline at its fingertips. This improves the ability to track agent performance and increase lead-to-revenue conversion rates substantially. The organization also benefits from optimised sales administration costs due to an increase in process quality, logging, and audibility improvements.
Zaggle Propel has helped the company rationalise costs related to onboarding and lead capture by 75%. ?Unlike Salesforce, the company’s centralised sales automation platform with high built-in costs, which restricts access to a small set of users, our customers can cost-efficiently onboard agents on the Zaggle Propel platform. Zaggle Propel seamlessly interconnects with the CRM system for the interchange of data at critical stages in the lead management lifecycle, minimising integration time and effort..?
By enabling the company to prioritise the needs of agents, Propel boosts partner productivity. Transparent lead capture and management processes have created a satisfied and loyal base of agents -- increasing lead volume and eliminating disputes related to lead sources or commissions. Agents also experience greater job satisfaction because automation lets them focus on what they love -- delivering value to customers.
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