Echonix had a big sales team and plenty of enquiries. The leads were not the problem. Keeping track of them was. With ZEP360, every enquiry now has one home and one next step, and each sale reaches the projects team with its details intact. The gains show up after the sale too: Echonix reports a 29% gain in material utilization and $1.2M a year in leaked cost recovered.
- Client: Echonix
- Business: MNRE-empanelled solar EPC company in Kerala, selling through a large sales team and external partners
- Biggest problem: Leads and sales data scattered across chats and people
- Problems solved: Missed follow-ups, partner enquiries lost in WhatsApp, incomplete handover, no view of sales performance
- ZEP360 module: ZEP Sales (CRM, follow-up, order form, site survey, campaigns, prospecting, advanced filtering, quotations, documents)
Results at a glance
- 29% gain in material utilization
- $1.2M a year in leaked cost recovered
About Echonix
Echonix Technology Pvt. Ltd. is a renewable energy company based in Tirur, Malappuram, Kerala, and a division of ECHO, an electrical and electronics business founded in 1985. It is an MNRE-empanelled EPC company and an authorized channel partner for Mahindra Solarize, and it designs and installs on-grid, off-grid and hybrid solar systems, plus home inverters and batteries, with a focus on rooftops. Echonix says it has installed more than 3.5 MW of solar across Kerala, and it runs branches in Tirur and Kozhikode.
Enquiries reach Echonix from a large sales team, external sales partners, exhibitions, seasonal offers such as Diwali, and cold calls. Once a sale is confirmed, the details pass to a projects team that delivers the work. Every one of those handoffs is a place where a lead or a detail can slip.
The challenge: a sales process that ran on memory
Echonix's sales team was busy, and that exposed four gaps in the process. Each gap lost leads or details in a different way, so each needed a different ZEP360 feature.
Follow-ups slipped as enquiries grew
When enquiry numbers went up, follow-ups did not keep pace. A lead that nobody follows up is a lead handed to a competitor. Nobody chose to drop those leads. The process simply had no reminder built in.
Partner enquiries lived in WhatsApp and DMs
External sales partners sent enquiries by WhatsApp and direct message. Some got buried and some never reached the right person. The result was data leakage and missed follow-ups, from a source that should have been a strength.
The handover to projects was missing details
There was no single document holding all the sales data. When a confirmed sale moved to the projects team, details were missing, and the projects team had to go back and ask.
Nobody could see how sales and partners performed
With enquiries scattered across chats, there was no proper way to track how each salesperson or partner was doing. Managers could not tell who was closing and who was stalling.
How ZEP360 solved each problem
All four fixes sit inside ZEP Sales, but each uses a different feature. Echonix matched every gap to the feature built for it, shown below.
Follow-ups now have a reminder
A dedicated follow-up module sends regular reminders to the sales team. Prospects are contacted on time, and that helps close more customers.
Where it lives: ZEP Sales, follow-up module.
Partner enquiries land in one CRM
External partners submit their enquiries into a centralized CRM. From there, an automated, step-by-step sales process guides the sales team, so no lead is skipped.
Where it lives: ZEP Sales, centralized CRM with the guided sales process.
One order form builds itself
Details gathered at the enquiry, in the site survey and through campaigns flow into a single configurable order form. Site surveys come in from the field app or from shareable external links, and document management holds client documents. The projects team gets one complete record with no re-entry.
Where it lives: ZEP Sales, order form, site survey and document management.
Sales performance becomes visible
Advanced filtering lets managers analyze the performance of every sales team member. Campaigns track offers such as exhibitions, Diwali offers and summer sales, so the team can see which ones worked. Quotation management keeps every version of a quote in one place.
Where it lives: ZEP Sales, advanced filtering, campaigns and quotation management.
Prospecting also helps the team qualify bulk enquiries and cold calls before the full process starts. ZEP Support/Ticketing is available to Echonix too, when they want complaints tracked in the same place.
The results
With enquiries, follow-ups and handovers in one system, the sales process stopped losing leads and details. The numbers show up further down the chain, where projects now start from complete information.
A complete order record does more than save the projects team a phone call. Quantities, specifications and project details are planned from that record, so planning starts from what was actually sold. Cost that used to leak out between sales and delivery has fewer places to hide.
"ZEP360 has made it easier for us to manage our sales activities. We use it to keep track of leads, follow-ups, and quotations without having to look for information in different places. It helps our team stay organized and gives us a better view of the opportunities we're working on."Jabirali K, Director, Marketing & HR, Echonix
The benefits, from the first enquiry to the handover:
- No lead is missed on follow-up. The reminders and the guided process do the remembering.
- Partner enquiries stay in the system. They no longer leak through DMs, and partner performance becomes visible.
- Cleaner handovers. The projects team gets one complete order record, with details collected once.
- Clear sales performance. Managers can filter and compare what each salesperson is doing.
- Campaigns that can be judged. Each offer shows what it brought in.
- Materials used better. Projects start from one complete record, and Echonix reports a 29% gain in material utilization.
- Leaked cost recovered. Echonix reports recovering $1.2M a year in cost that used to leak out.
What this means for your sales team
If your leads arrive through partners, WhatsApp and phone calls, your sales process is only as good as your memory. A bigger team chasing harder does not fix that. One place where every enquiry lands does, along with a process that tells people what to do next and a handover that carries all the details. Get the start of the chain right, and the savings follow further down it.
See how ZEP Sales can give your enquiries one home. Book a demo.
