Executive summary
Solutech Limited, a Kenya-based custom software company serving manufacturing and distribution clients, was hitting a sales-ops ceiling. Multiple disconnected tools, manual lead handling and limited analytics meant the team was working hard without compounding gains. Redian implemented Zoho CRM tightly integrated with Zoho Books and Zoho Desk — one unified picture of every client, with automation across the pipeline.
About the client
Solutech Limited is a Kenya-based custom software development firm serving manufacturing and distribution sector clients with bespoke applications and digital transformation projects.
The challenge
The sales team was overwhelmed by leads from multiple sources with no systematic routing or scoring. Accounting, project management and support each ran on their own tools — and none of them talked to each other. Without integrated analytics, the team couldn't tell which channels actually converted or which clients were profitable.
- Sales team overwhelmed by leads from multiple sources
- Missed sales targets without a systematic goal-setting approach
- Multiple disconnected applications across accounting, project management and support
- Limited analytics preventing data-driven decision-making
Our approach
Redian configured Zoho CRM to Solutech's sales process and target metrics, then built automated lead-assignment workflows with rotational rules and lead-scoring for prioritisation. The big lift was integration — Zoho CRM tied to Zoho Books (for invoicing/financial visibility) and Zoho Desk (for support history). Dashboards and adoption training closed the loop.
What we built
- Configured Zoho CRM aligned with company sales processes and target metrics
- Automated lead assignment workflows with rotational distribution rules
- Lead-scoring mechanisms for prioritization
- Integrated Zoho CRM with Zoho Books and Zoho Desk for unified client visibility
- Built analytics dashboards and reporting capabilities
- Conducted training sessions for sales team adoption
Implementation
- 01Discovery — sales process mapping, lead-channel inventory, target-metric definition
- 02Configure — Zoho CRM aligned to Solutech's actual pipeline stages and KPIs
- 03Automate — lead-assignment rules, rotational distribution, scoring mechanisms
- 04Integrate — Zoho CRM ↔ Zoho Books (invoicing) and Zoho Desk (support history)
- 05Train + adopt — sales team onboarding with continuous reinforcement
- 06Optimise — dashboards and reports tuned against real pipeline data
Outcomes & impact
- Efficient lead management through workflow automation and intelligent scoring
- Enhanced sales performance with clear targets and real-time monitoring
- Improved client relationships via integrated platform visibility
- Robust reporting enabling data-driven decisions
Technology stack
The platforms, frameworks and tools behind this engagement — grouped by role.
- CRM / ERP
- Zoho CRMZoho BooksZoho Desk
Why this matters
Mid-sized B2B software companies hit a sales-operations ceiling around 20-50 people. Leads accumulate from multiple sources, accountability blurs, and leadership loses confidence in the forecast. Without an integrated CRM, every sales hire amplifies the problem instead of solving it.
What this unlocked
Leads get to the right rep on the right day with the right priority. Finance sees the deal pipeline; support sees customer history; sales sees the full picture. Leadership runs the business off real numbers instead of weekly heroics.
Related expertise
Our Advanced Zoho Partner practice routinely integrates Zoho CRM with Books, Desk, Recruit and Creator for B2B services firms across East Africa, the Middle East, India and the UK.
Your story next
Have a similar challenge in it services?
Tell us about your platform, regulators and timelines. Real engineers — not just sales — will read what you send.
