The Challenge

The merger created a split technology stack. One side of the business relied on Salesforce. The other used Zoho. As a result, operations were fragmented across systems, and key workflows had to be duplicated or manually reconciled.

Leadership made a strategic decision to consolidate onto Zoho. However, simply “re-creating” Salesforce inside Zoho was not enough. The team needed to rethink processes, not just migrate fields. They wanted cleaner locker rental flows, smarter billing, and better support for temperature-controlled storage and final-mile delivery.

“We merged with another company in 2024 – one was using Zoho and the other operating on Salesforce,” explained Mark Nelson, Partner. “Rebuilding the Salesforce components within Zoho has allowed us to refine workflows, improve efficiency, and better align our technology with the company’s long-term business objectives.”

Why It Mattered

For temperature-controlled logistics, reliability is everything. Every storage locker, every recurring invoice, and every delivery needs to be accurate and traceable. When technology is fragmented, teams spend time reconciling systems instead of serving customers.

Consolidating on Zoho offered a chance to do more than reduce licenses. It was an opportunity to:

• Standardize processes across a merged organization.
• Centralize locker rentals, customers, and locations in one source of truth.
• Automate recurring billing instead of managing it manually or in spreadsheets.
• Build reporting and dashboards that reflect the entire business, not just one legacy system.

In short, the project was about giving the team a modern logistics platform, not just a different CRM.

The Zenatta Solution

Zenatta approached the engagement with a process-first mindset. Instead of rushing into configuration, the team listened carefully to how storage, relocations, and final-mile deliveries actually worked in the field. Then they designed Zoho around those realities.

• Salesforce → Zoho Platform Consolidation (CRM + Logistics): Zenatta helped rebuild key Salesforce functionality directly in Zoho CRM. They aligned modules for Customers, Lockers, Locker Rentals, Quotes, and Leads so both legacy organizations could operate from a unified structure. This included custom layouts, status fields, and guardrails to match operational rules in the wine logistics business.
• Locker Rental Lifecycle in Zoho CRM: Zenatta implemented a complete locker rental lifecycle inside Zoho CRM. Client scripts and workflows ensure that rentals follow defined rules, update locker availability, and maintain consistent naming and renewal dates. Early termination and cancellation paths are handled with clear logic, so billing and inventory stay in sync.
• Recurring Billing & Invoicing in Zoho Books: Using Zoho Books plus Zoho Analytics and Flow, Zenatta configured automation for recurring invoices based on the rental plan. When a quote is closed-won, the system creates or updates customers in Books, generates recurring invoices with the correct frequency, and ties them back to locker rentals in CRM. Special rates are flagged and tracked, and invoices can be stopped automatically when a rental ends.
• Locker Lease Agreement & Compliance with Zoho Sign: To protect the business and enforce policy, Zenatta built a lease-agreement workflow. From the Contact record, staff can send a lease for signature via Zoho Writer and Zoho Sign. Once signed, the document is attached in CRM, the Contact is marked as having a signed agreement, and guardrails prevent creating rentals for customers without a valid contract.
• Lead & Form Integrations with Zoho Forms & Flow: Storage, moving, and advisory leads enter the system through Zoho Forms. Zenatta wired these forms into Zoho CRM and Zoho Flow so that new inquiries trigger the correct pipelines, notifications, and follow-up steps. This helps sales and operations respond consistently and on time.
• Analytics & Reporting as a Work in Progress: Because the platform is still evolving, the team is actively building out dashboards in Zoho Analytics. The goal is a consolidated view of locker utilization, recurring revenue, and customer activity across all regions. Reporting is intentionally treated as iterative so it can evolve with the business.

“The Zenatta team takes the time to truly listen and understand our business before proposing solutions. They don’t just implement what’s requested – they analyze the underlying process and develop thoughtful, efficient systems that align with how we operate.” – Mark Nelson, Partner

Results

The platform is still maturing, and formal metrics are in progress. Even so, the impact is already visible to the team. Zoho now serves as the shared operating system for the merged organization.

• Unified Platform: Salesforce and Zoho processes now live inside one Zoho-based stack. Teams no longer have to split their work between systems.
• Stronger Process Discipline: Locker rentals, lease agreements, and recurring billing follow clear workflows instead of ad-hoc steps. This reduces risk and confusion.
• Operational Alignment: Technology now mirrors how the logistics business actually runs. Workflows are refined, not just migrated.
• Foundation for Reporting: With CRM, Books, and other apps consolidated, leadership can build dashboards that represent the entire logistics operation.

“The process and business analysis have been extremely valuable. The Zenatta team takes our requirements and builds solutions that best fit our operational needs. Their technical expertise and collaborative approach have made a significant impact on our ability to streamline workflows and get more value out of Zoho.”

– Mark Nelson, Partner, The Wine Mover & Arrive55