Enterprise companies are the giants of the business landscape. They usually employ at least 250 people and make millions of pounds in revenue each year.

The sheer size of these businesses means that they face a different set of challenges to smaller companies.

In this article, we’ll take a look at five of these challenges and explain how KulaHub helps overcome them.

1. Connect large sales teams

At this scale businesses often have large sales departments, with multiple teams dedicated to different products and services or even different stages of the selling process.

Depending on how the business is structured, it could be that a customer ends up speaking to a different person every time they contact the company.

It’s therefore vital that enterprises have a way to manage customer data and ensure salespeople seamlessly hand over different stages of the sales process.

How we help:

KulaHub provides a single place to store all of your customer data and make it accessible to colleagues. You can also record each customer interaction so that you know where each prospect is in your sales pipeline and a history of what each salesperson has discussed with them.

Your sales team can set up tasks and reminders to ensure that they contact customers when they say they will. You can also set up automated call outcomes that move contacts to the next stage of your pipeline depending on the conversation outcome. This ensures that no customer is accidentally contacted twice about the same thing.

2. Generate leads

Most CRMs focus on the storage and management of customer data. However, finding those customers in the first place is the biggest challenge for most businesses.

According to a survey from Gartner, lead generation is a key business challenge for 58% of companies.

Many of the companies in the survey described their sales and marketing efforts as ‘outdated’, many relied on cold calling and a shocking 59% were still relying on spreadsheets to track their marketing to leads.

Large enterprises tend to have greater overheads, so maintaining a steady stream of new business is vital.

If you want to increase the efficiency of your sales efforts, you need to build advanced lead generation capabilities into your CRM.

How we help:

KulaHub users can access in-depth business data on every company in the UK. This provides them with data-driven lead generation capabilities, allowing them to:

• Identify their ideal customer
• Filter the database and find customers that match these criteria
• Create sales lists
• Target financially healthy companies
• Create bespoke sales messages for prospects
• Get alerts when a prospect may be ready to buy

For a company with a large sales team, this stream of warm leads can be transformational.

3. Collect data from across the organisation

Large organisations can be prone to inefficiency. It’s therefore essential to gather performance data from across the business so that managers can see where they need to improve their systems and processes.

However, this can be difficult if a company has a large number of staff or multiple departments. Collating and analysing this data can also be challenging—especially if you are using spreadsheets.

Another part of a sales manager’s role at large enterprises is providing reports to directors. However, directors rarely want to read these reports—especially if they feature reams of figures and dull, hard-to-read graphs.

How we help:

KulaHub allows you to run reports on any data captured by your CRM. You can track your sales in real-time, allowing you to see how team members are performing, which parts of your process need improvement and whether you are set to meet those all-important targets. You can also make forecasts, allowing you to keep an eye on revenue to avoid cash flow problems.

Our reporting dashboards allow you to create detailed visualisations of data and produce engaging and informative reports that your board of directors will actually want to read.

4. Keep your data secure

Global business is expected to lose $6 trillion per year to cybercrime by 2021. This threat is no longer isolated to bedroom hackers. State-sponsored attacks and organised crime activities are now the prime sources of cybercrime—enterprise companies  should not underestimate this threat.

Large companies are often targeted by online criminals due to the large amount of customer data that they hold. It’s crucial that their data is protected by robust security measures.

If your company’s customer data is compromised it can have far-reaching impacts. Under the General Data Protection Regulations (GDPR), businesses now have an obligation to have processes in place to protect and manage people’s personal data. Fines for not having this in place are calculated as a percentage of turnover, so larger companies have more to lose if they are found to be non-compliant.

How we help:

KulaHub provides a range of security features, including two-stage password, password hashing and data encryption. Our CRM is based on the Microsoft Azure programme, which offers the gold standard in cloud security.

We also help you meet GDPR legislation by giving you tools to support your data protection processes. One example of this is our ‘right to be forgotten’ feature. Under GDPR, individuals have the right to request that a company deletes all information about them. This can be difficult at large companies, where a person’s details could be held in several places, or accidentally re-added later by another employee.

With KulaHub, you can completely remove all information about an individual at the touch of a button. An inaccessible imprint of the data is retained so that the individual is not re-added in error. 

5. Manage thousands of customers with automation

Enterprise businesses have extensive software stacks consisting of hundreds of tools that are used for thousands of processes every day.

The ability to automate functions and integrate third party applications to support your tech stack is essential to maintain your organisation’s efficiency.

Email marketing alone requires someone to identify who they want to target, retrieve contacts matching this profile from their database, create the email, schedule it, deal with bounces, analyse open rates and send follow-ups and responses. Manually conducting all tasks across a large enterprise tech stack would be time and labour intensive.

It’s also important that enterprises find tools that are easy to integrate and can quickly slot in with their existing tech, without creating compatibility issues.

How we help:

KulaHub allows you to automate a number of different functions, including emails, call outcomes, forms, reports and visualisation dashboards.

We can integrate with most popular apps and our open API enables custom integrations, allowing you to develop advanced processes.

We’re also partnered with app marketplace Zapier, meaning that we can connect with thousands of time-saving tools and plugins.

In this article we’ve focused on the benefits we offer for large enterprises. However, we pride ourselves on our ability to support businesses of any size.

If you want to find out how KulaHub can help get your customer data in order and increase your sales, contact Andrew Booth at [email protected] or call 0800 049 6044.