In 6 weeks to Digital Sales in Azerbaijan: success story from Azurro Development
Azurro Development was launching sales of a new project in Azerbaijan and decided to apply a systematic approach to managing deals. In this case we explain how the developer migrated sales to digital in 6 weeks.
- CompanyAzurro Development
- CountryAzerbaijan
- Products
Project with international expertise
Azurro Development is developing the Port d’Azur project - a new resort on the Caspian Sea coast in Azerbaijan.
This is the first project in Azerbaijan for the developer, but the team has experience launching facilities in other countries. That is why it was decided to implement digital tools from the very beginning.
This is the first project in Azerbaijan for the developer, but the team has experience launching facilities in other countries. That is why it was decided to implement digital tools from the very beginning.
Anastasia Balaban
COO at Azurro Development
We are a new entrant in the market of Azerbaijan. However, our team is experienced in developing projects of various classes in Russia. We are used to automating processes: not to keep everything on a piece of paper, in Excel or Google spreadsheets, but use CRM and industry specific tools that help in sales.
Goal: launch sales using a specialized system rather than traditional spreadsheets
Sales of the Port d’Azur project were launched from scratch, so it was decided to implement CRM and industry specific tools before the stage of active client base growth and scaling of the partner channel.
Subgoal #1
Manage a wide range of properties
The first phase of Port d’Azur includes 8 hectares, 12 buildings and about 2,000 properties. The project has 42 types of planning solutions, different floors, sections, prices and conditions.
If managers work with the project in Excel, Google Spreadsheets, and messengers at the start, these tools will quickly become part of the process. The longer the data lives in different sources, the more difficult it is to collect it back into the system.
If managers work with the project in Excel, Google Spreadsheets, and messengers at the start, these tools will quickly become part of the process. The longer the data lives in different sources, the more difficult it is to collect it back into the system.
Subgoal #2
Establish effective relations with agents
Securing clients is important for agents: agents want to be sure that their clients are assigned to them and will not get lost in the process. At the same time sales leads, bookings and activity in the agent channel require control from the property developer.
Subgoal #3
Consider the international specifics of the project
Port d’Azur is being marketed to an international audience. This affects not only customer communications, but also documents, currencies, and internal processes.
Documents in Russian, Azerbaijani and English are handled in deals. Thus the templates needed to be customized for different currencies: manat, dollar, euro and ruble.
Documents in Russian, Azerbaijani and English are handled in deals. Thus the templates needed to be customized for different currencies: manat, dollar, euro and ruble.
Accomplishing the goals: implementing Profitbase.Global and amoCRM with the help of the partner
Profitbase.Global Partner Arthur Demidov (CEO at 5 Stars Consulting) led the implementation. First, the integrator together with the Azurro Development team selected the systems to be used for sales, dealing with properties and the partner channel.
Profitbase.Global was selected as a tool to establish connections between deals and properties, layouts, prices and documents. Profitbase. Global Agent Office was chosen for dealing with partners.
Profitbase.Global was selected as a tool to establish connections between deals and properties, layouts, prices and documents. Profitbase. Global Agent Office was chosen for dealing with partners.
Profitbase.Global + amoCRM
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Stage #1
Setting up amoCRM
The sales funnel, fields, telephony, messengers and the logic of managing deals were set up in amoCRM.
CRM was supposed to collect leads, store communications, statuses, and customer data. The managers had to follow a clear business process: contact the lead, record the data, and guide the client through the stages.
In parallel the integrator delivered training for managers.
CRM was supposed to collect leads, store communications, statuses, and customer data. The managers had to follow a clear business process: contact the lead, record the data, and guide the client through the stages.
In parallel the integrator delivered training for managers.
Arthur Demidov
CEO at 5 Stars Consulting
I showed how the system works: where to find new leads, how to move deals through the sales funnel, how to send messages, and when to fill in the fields. The training was conducted in the format of a webinar with a Q&A session.
Stage #2
Integrating Profitbase.Global
After setting up the CRM, the team of 5 Stars Consulting started the integration of the industry-specific tools from Profitbase. It was required to import the product data: properties, layouts, floor plans, prices and other information used by managers in deals.
Most of the resources were required for uploading the catalogue. The range of properties was imported to Profitbase.Global from Excel file, then layouts and floor plans were marked up. It took about 2−3 weeks to load the database, layouts and floor plans.
Most of the resources were required for uploading the catalogue. The range of properties was imported to Profitbase.Global from Excel file, then layouts and floor plans were marked up. It took about 2−3 weeks to load the database, layouts and floor plans.
Arthur Demidov
CEO at 5 Stars Consulting
There was a wide range of properties: 2700 residential units, 12 buildings, unique floor plans, unique layouts.
A lot of resources were invested in uploading the product data including layouts, marked up floor plans. It was a long and tedious process, but in the end, everything was completed, and the team was ready to start.
A lot of resources were invested in uploading the product data including layouts, marked up floor plans. It was a long and tedious process, but in the end, everything was completed, and the team was ready to start.
Anastasia Balaban
COO at Azurro Development
Arthur helped us digitize and transfer to Profitbase what we had on paper: layouts, prices, terms of sale, and everything we can show to the client.
In a separate step the integrator set up document templates in Profitbase.Global. Booking agreements and owner-contractor agreements were uploaded in 3 languages with 4 currencies. 36 templates were prepaid in total.
Data is imported into templates from Profitbase.Global and amoCRM automatically: client data, property data, price, currency and terms of sale. It saves time and reduces manual processes for managers.
Data is imported into templates from Profitbase.Global and amoCRM automatically: client data, property data, price, currency and terms of sale. It saves time and reduces manual processes for managers.
Stage #3
Agent Office implementation
When the team stepped up to setting operations in the agent channel, the Agent Office app was installed and configured.
At this stage the whole workflow was elaborated: from sign in and access to the app to securing clients, lead verification and transferring leads to the sales team.
The integrator prepared instructions for agents: a text guide and a video tutorial. The materials required when working with the project were also uploaded to the Agent Office app.
At this stage the whole workflow was elaborated: from sign in and access to the app to securing clients, lead verification and transferring leads to the sales team.
The integrator prepared instructions for agents: a text guide and a video tutorial. The materials required when working with the project were also uploaded to the Agent Office app.
Arthur Demidov
CEO at 5 Stars Consulting
In the Agent Office app, it was important to set up the process: registering leads, verifying their uniqueness, and submitting requests to the sales department. We approved these scenarios with the Azurro Development team.
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The Azurro Development team was gradually getting used to the new process. At the start, there were errors when working with the system. But as they learned, managers began to perceive the system as a working tool, rather than additional workload.
Anastasia Balaban
COO at Azurro Development
People are just learning how to use it and understand that new tools are helpers for them. At the beginning of the journey, there were many mistakes in filling out CRM and using Profitbase.Global, in dealing with discounts. But the team quickly realized that the amount of information is growing and it needs to be recorded.
After the launch of the system, the Azurro Development team began to do some of the operations themselves: change prices, add promotions and payment methods. The integrator first set up these processes himself, then showed the team how to work with them further.
The partner continued to support the implemented solutions after the launch. Questions about amoCRM + Profitbase.Global and the Agent Office are processed by the Five Star Consulting team: the integrator handles some tickets independently, some together with Profitbase.Global support center.
The partner continued to support the implemented solutions after the launch. Questions about amoCRM + Profitbase.Global and the Agent Office are processed by the Five Star Consulting team: the integrator handles some tickets independently, some together with Profitbase.Global support center.
Outcome: a digital sales system in six weeks
A digital sales system was implemented for Azurro Development in 1,5 months. The developer was empowered with amoCRM+Profitbase.Global tools for dealing with clients, managing deals, properties and documents. At a later stage the Agent Office app was adopted for scaling the partner channel.
Arthur Demidov
CEO at 5 Stars Consulting
The developer got what he wanted: a modern solution that provides solid numbers, analytics, and systematic approach to business processes and sales. Not in Excel or spreadsheets, but in a valid format.
The main change in the sales team’s workflow happened in dealing with properties. Managers no longer need to collect information from separate files: layouts, floor plans, prices, terms, and statuses are now available in the system.
Anastasia Balaban
COO at Azurro Development
These are not huge Excel tables that don’t show you the layout, floor plan, location, and terms of sale in real-time. For employees, this is an opportunity to quickly show a client any layout: where a particular unit is located on the floor, how much it costs etc.
The system helped to record data on clients and deals. In amoCRM and Profitbase. Global, the team manages the stages of the sales funnel, bookings, discounts, individual conditions, and the client’s history. This data is not lost in messengers and remains accessible to the team after each contact.
Agent Office has made it possible to implement the transparent user flow: an agent secures a client, then the approval request is processed, and the sales team receives information about the lead source and the progress of the deal.
After the launch, Azurro Development will continue to expand the system by scaling the partner channel, adding new tools, and adapting processes to the international sales process.
Agent Office has made it possible to implement the transparent user flow: an agent secures a client, then the approval request is processed, and the sales team receives information about the lead source and the progress of the deal.
After the launch, Azurro Development will continue to expand the system by scaling the partner channel, adding new tools, and adapting processes to the international sales process.
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