Indonesia based advertising technology startup leverages Zoho CRM to achieve 25% growth on customer base

The company

StickEarn is an advertising technology startup based in Jakarta, Indonesia. With its innovative solutions, StickEarn has intelligent assets in transportation advertising, Out-of-Home (OOH) advertising, and indoor digital advertising.

StickEarn positions itself as an enabler in the Indonesian advertising landscape, helping owners of advertising spaces sell their ad spots more effectively. For advertisers, StickEarn can provide in-depth information about which ad spots are most effective in terms of location and budget with the company's programmatic technology, aligning ad spots with advertisers' targets.

The challenges

As a new player in the Indonesian advertising market, StickEarn is focused on improving its technology as well as educating the market on a technology-first approach to advertising.

"Penetrating the use of OOH from the outside, when new advertising technology emerges, can be extremely challenging here," said Stanley Chrislie, Head of Revenue Operations at StickEarn.

As the business expanded, it was increasingly important for the team at StickEarn to have visibility on their sales pipeline. The previous CRM solution was only able to record customer information and revenue. With the growing business, the sales process became more complex, and hence, StickEarn required a CRM solution with more functionalities to cater to their growing needs.

Why Zoho?

For StickEarn, one of Zoho CRM's strengths lies in the depth of data it can provide. It is of utmost importance for the sales team to be able to evaluate and forecast their sales accurately.

"What makes us happy, is the depth of information we get from the CRM. We can work better because we can measure everything in detail. Hence, our team is now capable of making decisions based on data," added Stanley.

For the management team, data from Zoho CRM is easily accessible from the sales analytics module. The customizable reporting dashboard allows the key data to be viewed at a glance, in real-time. Zoho CRM's mobile application allows the team at StickEarn to update customer details on the go, which enriches the data available for reporting.

The solutions

Zoho CRM now serves as the backbone of the sales team at StickEarn. Some key areas addressed by Zoho CRM include:

Customer Management

After using Zoho CRM for more than two years, the team at StickEarn has found additional usage of the data collected from the CRM. Beyond tracking sales pipelines, customer records are now also valuable repositories for customer management and retention for StickEarn's marketing and operation teams.

"For example, when there is an issue with a client, the operations team can provide essential information about the client, their problems, how many times they have dealt with us, and other crucial details. This allows the sales team to take the right steps and prepare relevant responses during meetings with the client," said Stanley.

Workflow Improvement

StickEarn utilizes Workflow and Blueprint to automate their sales processes. With the blueprint feature, the team can easily edit the sales process with the visual editor, allowing the software to guide users through the required actions at each stage of the sales process thereby enhancing the sales process more efficiently. Workflow rules automate several sales processes, freeing up the team's time which can be used to focus on building better customer relationships.

Process Improvement

The team at StickEarn believes that better communication within the teams makes the processes better. Being a process-focused company, they ensure every process is made as efficient as possible to reduce the time spent on repeated activities. With Zoho CRM in place, the teams are now well-connected, which allows them to be aware of all the activities performed by different teams toward a particular customer. The team collaboration within the CRM helps them to avoid any overlap of activities performed and ensure meaningful conversations with the customer.

Benefits and ROI

StickEarn is now a key player in the Indonesian advertising landscape and Zoho CRM has been a partner in this growth. With the ability to effectively manage leads and sales pipeline, and automate workflows, StickEarn's team is better able to focus on nurturing meaningful relationships with their customers. Since using Zoho CRM, StickEarn's customer base has grown 25% and at the same time they are well on their way to realizing their mission to democratize OOH by connecting over 10,000 inventories to their programmatic platform, Playlog.