The customer base of CHW was extending across the globe & it was imperative that the services be aligned to the demands of the customers. With growing business volume, the contact or lead management system was becoming increasingly unstructured which resulted in business pains:  

• No structured lead capturing mechanism existed. Spreadsheets maintained by individual salespeople were isolated from the team. This adversely affected the volume of new & repeat business while the competitors were performing relatively well. CHW’s market leadership position was at stake. Inadequate visibility of sales processes caused limitation in management’s ability to make win – loss analysis and adapt.