SKMac – Zoho CRM Modernization & Quoting Automation Case Study
Industry: Professional & Business Services (Pro AVL) |
Location: Mid-Atlantic, USA |
Team Size: 20+ Employees
Apps: Zoho CRM, Books, Inventory, WorkDrive, Campaigns, Mail, Calendar, Backstage
Executive Summary
SKMac is a professional services organization and leading manufacturer’s representative in the Pro AVL (Audio/Visual/Lighting) industry. Since 1926, the company has delivered system solutions and innovative products to integrators, contractors, consultants, and end users. With experienced salespeople, best-in-class support, and a strong manufacturer lineup, SKMac has earned its reputation as a trusted partner for top brands.
To meet the needs of a mobile sales force and multiple vendor requirements, SKMac partnered with Zenatta to move their quoting and CRM systems into the cloud. The result: a flexible, automated environment built on Zoho CRM—empowering their sales engineers to manage quotes, pricing, and customer relationships anywhere, in real time.
The Challenge
SKMac’s legacy CRM was not cloud-based, preventing field sales staff from accessing or updating customer and vendor information on the go. Managing multiple vendors with unique policies also introduced manual steps and inconsistencies when preparing quotes and purchase orders. The lack of real-time data created inefficiencies and made it difficult to ensure accuracy across distributed teams.
Why It Mattered
With customers and manufacturers spread across different markets, SKMac’s ability to deliver fast, accurate quotes was essential to maintaining its reputation for responsiveness and professionalism. Transitioning to a unified, cloud-based CRM was key to empowering their sales team, increasing data visibility, and ensuring every vendor’s terms were handled correctly and efficiently.
The Zenatta Solution
Zenatta worked with SKMac to implement Zoho CRM as a centralized quoting and vendor-management system. The solution introduced automation, real-time validation, and data accuracy tools tailored to SKMac’s business model.
- Custom Account Links Module: A new module connects accounts with vendors, storing terms and discount rates. When quotes or orders are generated, the correct pricing logic and percentages are applied automatically.
- Client Scripts for Quotes & Orders: Scripts calculate discounts from active account/vendor links and allow for discretionary discounts when needed, ensuring flexibility without compromising accuracy.
- Pricing Validation: Added a “Check for Updated Pricing” function to alert staff whenever product costs change, preventing outdated or inaccurate quotes.
- Sales Order Enhancements: Automated field mapping keeps details consistent between quotes and sales orders, reducing duplicate data entry and improving traceability.
- Workflow Automations: When account details are updated, related contacts and vendor links automatically sync—saving time and ensuring accuracy across all connected records.
“Zenatta quickly implemented our custom client scripts and workflow rules and followed up to ensure they met our goals. They have been excellent throughout this process. We will continue to use and recommend Zenatta Consulting.” – Tim Cornish, Sales Engineer, SKMac
Results
The move to Zoho One, combined with Zenatta’s customizations, has transformed SKMac’s sales operations. Quotes are now created promptly, workflows are automated, and all data is cloud-accessible—eliminating bottlenecks and empowering sales engineers in the field.
- Real-time access to customer and vendor data from any device.
- Consistent, automated quoting and purchase order creation.
- Improved collaboration across sales and operations teams.
“Zenatta quickly implemented our custom client scripts and workflow rules and followed up to ensure they met our goals. They have been excellent throughout this process. We will continue to use and recommend Zenatta Consulting.”
– Tim Cornish, Sales Engineer, SKMac
