One Enquiry-to-Order Pipeline for 60 Users, with SAP HANA and Oracle in Sync
Sixty users, three sales channels and two enterprise systems, brought onto a single enquiry-led pipeline.
A single enquiry-led pipeline for 60 users, with SAP HANA and the pump-selection engine feeding it directly
Roto Pumps Limited
India
Zoho CRM implementation with SAP HANA and Oracle integration
Phased rollout across domestic, export and dealer channels
Client overview
Roto Pumps is an Indian industrial pump manufacturer and exporter, selling through domestic, export and dealer channels with a full sales hierarchy running from chairman down to regional sales.
Business challenges
A pump sale starts as a technical enquiry, not a lead, and Roto Pumps had no single place where that journey lived.
- Customer, invoice and outstanding data sat in SAP HANA, out of reach of the sales team
- Technical datasheets and quotations were produced in a separate Oracle pump-selection tool
- Domestic, export and dealer pricing were handled differently, with no shared price book
- Field visits were reported informally, with no verification of where or when
- No consistent view of why deals were lost or how the pipeline would close
What they needed
- One pipeline that starts at enquiry and ends at order, with defined stages
- Live SAP HANA data visible in CRM without exports
- Quotations generated from the selection engine, not rebuilt by hand
- Separate pricing by channel, applied automatically
- Dashboards that match the reporting line, from sales up to the chairman
Our solution
Kelevo implemented Zoho CRM Enterprise for roughly 60 users and wired it into the two systems the business already depended on.
- Enquiry-led pipeline — Lead to Enquiry to Opportunity to Quotation to Order, governed by a stage blueprint with loss and close analytics
- Geo-tagged customer visits — field activity captured against the account it belongs to, with location verified
- Three price books — domestic, export and dealer, applied by channel rather than by memory
- Full sales hierarchy — chairman, director, head, regional and sales, each with their own dashboards and forecast view
- SAP HANA integration — customer, product, invoice, outstanding and payment data flowing bi-directionally, on schedule and in real time through change data capture
- Oracle pump-selection integration — technical datasheets and quotations generated from the selection engine, with a Kelevo-hosted middleware option
Key features delivered
- Stage blueprint Every enquiry follows the same path, with exit criteria at each stage.
- Loss and close analytics Why deals are won or lost, by product and region.
- Geo-tagged visits Field activity verified by location, not by report.
- Channel price books Domestic, export and dealer pricing applied automatically.
- Live SAP HANA data Outstandings and invoices visible in CRM as they change.
- Role dashboards A different view for every level of the hierarchy.
Business impact
60
CRM users on one pipeline
5
Blueprint pipeline stages
2
Enterprise systems integrated
3
Channel price books
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