ComparaSoftware triples their qualified leads with Zoho Flow

The company

ComparaSoftware is one of Latin America's leading platforms for businesses to search, compare, and get quotes on the software solutions they need. With a lean team of about 20, they help businesses across Latin America find and adopt the right SaaS tools, like CRM, ERP, and more. As a Certified Zoho Partner since 2018, they implement several products within the Zoho ecosystem, including Zoho CRM, Zoho Flow, Zoho Desk, and Zoho Sign.

The challenge: Inconsistent lead data arriving from scattered sources

ComparaSoftware generates leads from multiple sources, including web forms, landing pages, and WhatsApp. Each channel captures information in different formats, making it difficult for them to process leads and maintain consistent formatting.

In particular, phone number validation was a persistent headache, because Latin America spans many countries, each with their own country code and formats. Manually processing this was tedious and error-prone.

The solution: A centralized platform to collect and standardize every lead

To deal with this, ComparaSoftware built a workflow using Zoho Flow that collects leads from all of their channels and captures it in Zoho CRM. And to ensure that the data is consistent, they integrated ChatGPT into this workflow. ChatGPT processes all the information, standardizing unstructured and inconsistent data before it enters the CRM.

Each lead's data, including phone numbers, UTM parameters, country, and category, is processed and formatted to match the right standards before it ever hits the CRM.

The sales team now works with clean, ready-to-use records from day one—no manual formatting, no chasing down missing country codes.

The challenge: Exhaustive lead-gen forms were driving prospects away

To nurture leads effectively, ComparaSoftware needed more information about their prospects, like company size, software requirements, and priorities. But asking for all that information in a single long lead-gen form was driving prospects away even before they submitted their response.

The solution: A comprehensive workflow that captures all lead information in real time

ComparaSoftware split their process into two stages: The first gathers basic information and the next contextual information. This was then initiated in all their channels, including WhatsApp. So when prospects submit their basic information, like name and email address first, the follow-up questions were asked and each response is captured in Zoho CRM instantly.

This helped them build their lead profiles comprehensively, collecting enough data for their sales team to nurture leads effectively, and this increased their lead generation numbers threefold.

Challenge: Delivering lead data to each customer required separate integrations

While ComparaSoftware had a standard practice when it came to collecting and standardizing lead data, the data had to be shared to customers through different platforms. Each customer had their own way of collecting data, and building a customized workflow for each one of them wasn't sustainable.

Solution: One shared flow customized at the last step

With Zoho Flow in the picture, they built one standard flow, which helps them with collecting, processing, and standardizing lead data. But the final step of the workflow involved a decision branch which routes the data to different customers. The lead data is now formatted based on the customer's preference and shared with them, eliminating the need to build whole workflows from scratch for one step.

Benefits and ROI

ComparaSoftware considers Zoho Flow to be the backbone of their lead operations, helping them connect their lead-gen channels, processing and cleaning data, capturing all of them under one roof, and distributing them based on customer priorities.

Here are a few benefits they've identified with Zoho Flow:

• 3x increase in collecting high-quality leads (From 24% to72%)
• Multichannel lead centralization across web, landing pages, and WhatsApp
• Quality lead enrichment in real time, without manual intervention
• Automated lead distribution in desired formats across different customers