【開催報告】 ユーザー交流会 2024/11/21（木） Zoho CRM / Campaigns / SalesIQ を活用した マーケティング、営業における売上拡大・業務効率化への挑戦

【開催報告】 ユーザー交流会 2024/11/21（木） Zoho CRM / Campaigns / SalesIQ を活用した マーケティング、営業における売上拡大・業務効率化への挑戦

皆さま、こんにちは。コミュニティチームの中野です。

11/21（木）に大阪でユーザー交流会を開催しました。本投稿では、その様子をお届けします。当日の登壇資料などもこちらに共有しますので、参加できなかった皆さまもご参照ください。
（Zoho セッションの登壇資料については、東京開催分の開催報告で共有いたします）

















今年2回目の開催となる大阪でのユーザー交流会では、船井総合研究所 加藤さんによるZoho One の事例セッションのほか、
「Zoho CRM / Zoho Desk のワークフロー」をテーマに参加者同士でZoho の活用方法を共有し合うグループワークを行いました。

登壇いただいた加藤さん、そして参加いただいたZoho ユーザーの皆さん、ありがとうございました！


事例セッション
Zoho CRM / Campaigns / SalesIQ を活用した マーケティング、営業における売上拡大・業務効率化への挑戦


Zoho のプレミアムパートナーであり、中堅・中小企業向けの経営コンサルティングを提供する、株式会社船井総合研究所の加藤さまが、
ユーザーとしてZoho One をどのように活用しているかを解説しました。

・Zoho One 利用全体イメージ：
以前より販売管理システムとして利用していたSalesforceを顧客のマスターデータ管理として利用しつつ、営業・マーケティング領域は以下画像の4つのサービスを活用しています。


・SalesIQ チャットボット
色々と試行錯誤をした上で、やりとり全てのゴールを商談誘導として活用。
電話窓口担当者がチャットの状況をチェックし、途中で介入してフォローを行っています。
  

・Zoho Campaigns メール配信
年間1万本近くのメルマガを配信するにあたり、文字原稿をExcelに入力するとHTMLのコードを作成できるようにして作業効率を高めています。
HTMLのフォーマットについては、画像への人物の追加や、CTAの効果的な掲載場所など、ABテストを繰り返し、一番反応の良かった型を使っています。
  

・CRM 営業管理
営業プロセスにおいて、セミナーが非常に重要。
セミナー参加者を商談へ誘導して受注につなげていくことを目的としています。
セミナーごとや部署ごとで商談誘導、商談実施、受注可否までZoho Anlytics でダッシュボード化して、そのリンクをCRM上に掲載しています。

当社の場合、1,000人以上のコンサルタントがAnalyticsにアクセスできるようにすることはセキュリティポリシー上難しいため、このようなデータの共有方法を採用しています。
  

さらに、CRMのステージが受注になった案件は、CRMからZoho Cliqで全社員向けに共有されるようになっており、社内のCRM活用を上げることに役立っています。



・まとめ
成果を出すためにサービスの運用法を定期的に見直すこと。また、検証を繰り返し、勝ちパターンを仕組み化することが重要である。


加藤さん資料：


グループワーク
Zoho CRM / Zoho Desk ワークフロー共有会
Zoho Desk やCRM でどのようなワークフローを構築しているのかを共有し合うグループワークを実施しました。
ワークフローを使用していない方々は、ワークフロー以外で利用している自動化機能の紹介や、今後ワークフローで実現したいことを共有しました。

 

最後に

次回以降のユーザー交流会、Zoho ワークアウト（少人数制課題解決型ワークショップ）は、以下の通りの開催を予定しています。
残席わずかとなりましたので、参加を希望される方はお早めに参加登録をお願いします。

11/29（金）18:00～　ユーザー交流会 東京（AP新橋）
詳細、申し込みはこちら︎

12/19（木）14:00～16:00　Zoho ワークアウト（オンライン、定員5名）

今後取り扱ってほしいトピックや参加した感想などについて、本投稿のコメントにいただけると励みになりますのでぜひお願いします。
今後ともZoho コミュニティをよろしくお願いいたします！

ゾーホージャパン コミュニティチーム


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