Zain Redefines its Sales Functions with TCS

Challenge

Zain needed to upgrade its CRM to improve subscriber on-boarding and management.

Zain’s existing Oracle-based CRM system was unstable and difficult to navigate. This created process bottlenecks when it came to onboarding new subscribers. With no scalable territory management feature in place, the system was unable to provide visibility into opportunities and the revenue pipeline. The sales team faced delays during deal closures or addressing missed opportunities due to the absence of an alert and escalation mechanism. The team was also dependent on a manual pricing system which increased closure cycle time.

Solution

TCS adopted a 5D approach to transform and automate Zain’s sales force capabilities.

At the outset of the engagement, TCS extensively studied the existing system landscape in close collaboration with Zain’s stakeholders to identify root causes and prioritize issues. Post analysis, TCS deployed a new territory-based sales management function which simplified assignment delegation and revenue forecasting – reducing overall lead conversion turnaround time. By replacing the manual pricing system with an auto pricing feature, we enabled the telecom major’s sales team to strengthen and streamline key account manager (KAM) assignment, reassignment, and escalation processes. TCS further rationalized and improved the CRM’s user interface by removing field repetitions and redundant data entry points. Zain’s CRM platform was augmented by integrating it with productivity enablers such as Google Maps, Outlook, and daily performance tracker, which in turn enhanced overall operational efficiency.

TCS has played an instrumental role in improving our sales capabilities across geographies

Irfan Abdulgafor, General Manager Technology Core, Zain KSA

Contact

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TCS works hand in hand with world-leading investors.

TCS is here to make a difference through technology.

We deliver excellence and create value for customers and communities.

Extraordinary expertise leads to remarkable results.

Want to be a global change-maker? Join our team.

Find the latest news about TCS in our Newsroom

Recent Press releases

Recent News

Recent recognitions

Upcoming events

TCS works hand in hand with world-leading investors.

Zain redefines its sales functions

Challenge

Zain needed to upgrade its CRM to improve subscriber on-boarding and management.

Solution

TCS adopted a 5D approach to transform and automate Zain’s sales force capabilities.

Irfan Abdulgafor, General Manager Technology Core, Zain KSA

Transformation starts here

Find out more

TCS is here to make a difference through technology.

We deliver excellence and create value for customers and communities.

Extraordinary expertise leads to remarkable results.

Want to be a global change-maker? Join our team.

Find the latest news about TCS in our Newsroom

Recent Press releases

Recent News

Recent recognitions

Upcoming events

TCS works hand in hand with world-leading investors.

Challenge

Zain needed to upgrade its CRM to improve subscriber on-boarding and management.

Solution

TCS adopted a 5D approach to transform and automate Zain’s sales force capabilities.

Irfan Abdulgafor, General Manager Technology Core, Zain KSA

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Transformation starts here

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