B2B setup in CRM

Problem Statement : Automate the B2B lending process using CRM from Leadsquared to
arrive at a more optimised journey .

Objective :
1. Using CRM we are able to bring visibility and ownership to each individual task
2. We have built in a maker checker system such that things are run smoothly and with
approval of each individual stakeholder
3. We can integrate whatsapp updates on tasks and also provide whatsapp as a medium
so that people can upload images and close the tasks .
4. We have integrated Payment to collect UTRs , Esign,NACH,KYC to make the process
better in terms of gathering data and keeping track of processes .
5. We will have an EMI calculator sent to users so they can change tenures and compare
their EMIs to decide which will be the best deal for them .

Figma (Flowchart)
:https://www.figma.com/board/g0xbkNSeHQBzGti049ZQzJ/B2B-Leadsquared?node-id=0-1&t=6
CgrGmyJNNzLKhNG-1

User flow:

1. User Addition

● The admin adds users who will be using and validating the individual steps.
○ Product team : Archita & Vaishnavi (Admin)
○ Legal team : Arya & Sonika
○ Ops team : Shagun,Gunjan and Payal

2. Lead Addition

● The Product Manager (PM/RM) adds a lead in the system.

● The RM confirms over a call that the lead is interested in becoming a customer before
adding them.

3. Customer Invitation
 ● An email is triggered automatically inviting the customer to the Revfin platform as soon
as the lead is added.

4. KYC Process

● Auto email that is triggered , informs the customer that the following documents will be
needed in OSV format.
● A task is created for uploading the KYC documents on the form on LeadSquared.
● Once all documents have been uploaded, a task is created for approval from the
Operations Head, Payal, confirming that all documents have been collected for KYC.

5. Customer Requirements

● A task is created to share an email with the customer containing their requirements, the
number of vehicles, along with an option to upload proforma invoices.

6. Commercial Sharing

● Once the requirement has come in, a task is created for sharing commercials.
● The form containing commercial details is shared with the legal team.

7. Loan Agreement

● The legal team attaches the loan agreement document and shares it with users.

8. E-sign Integration

● The E-sign piece is integrated into the backend with LeadSquared, enabling users to
sign commercial documents sent via email.

9. Security Cheques Collection

● Based on the commercials shared, an automatic task is created for the collection of
security cheques by the operations team.
● The operations team creates a task for picking up security cheques.
● The operations team fills in security cheque details in the form, which is sent to the legal
team for approval, and then to the Operations Head, Payal, for final approval.

10. NACH Registration

● NACH is integrated into the LeadSquared backend and is used to register for it both
through a link and physical NACH.

11. Payment Details

● Once NACH is signed, an email containing payment details for the security deposit and
processing fee is triggered for the user.
12. Journey Completion

● The journey is considered complete after the completion of the previous steps.

Modules Overview:

1. KYC Suite:

● Objective: To facilitate clients in completing their KYC digitally.

● Features:
○ Clients can upload documents for OSV or enter details for online KYC.
○ Initial soft KYC requires basic identity verification (company PAN, GST, CIN).
○ Post successful KYC, commercial discussions and OSV of documents including
financials are initiated.
● Verification Details: Company and individual director’s PAN, company’s GSTIN,
director’s Aadhar (OTP-based and non-OTP based), company’s bank account, approval
for CIBIL pull, company’s CIN, and UDHYAM MSME certification API.

2. EMI Calculator:

● Objective: To enable users to calculate their EMI.

● Features:
○ The calculator is emailed to users whitelisted for a specific commercial category.
○ Users can compare their EMI amounts by entering different vehicle prices.
● Parameters: Loan/Lease, Interest rate, Tenure, IOT and insurance additional cost,
Processing fee, Security deposit, Downpayment.

3. WhatsApp Reminders:

● Objective: To provide quick resolution of issues.

● Features:
○ Integrated with CRM.
○ Both internal (Ops, Legal, PM/RM) and external users receive updates about the
loan journey and tasks to complete a step.

4. Analytics Dashboard:

● Objective: To provide insights into lead progression and performance.

● Features:
○ Displays lead funnel showing different stages of leads.
○ Provides analytics around exposures taken in different users and their repayment
performance.
○ Shows vehicle details (Reg.No and insurance details) linked to each LoanID.
5. Esign, NACH, and Payments:

● Objective: To facilitate document signing, NACH generation, and payments.

● Features:
○ Esign allows users to preview documents and attach their digital signature using
Legality.
○ Physical NACH and NACH link can be generated for any user from the Admin
dashboard.
○ Razorpay payment links are integrated in the emails for users to make their PF
and security deposit payments.