Scribd
Upload
3 views13 pages

Vallabhi Capital CRM Requirements Document

The Vallabhi Capital In-House CRM Requirements Document outlines the necessary modules for onboarding DSAs and CAs, including data collection, verification workflows, and commission management. It details the lead generation and qualification processes, sales tracking metrics, and user roles with specific permissions. Additionally, it specifies integration needs, compliance requirements, and features for effective sales reporting and pipeline management.

Uploaded by

gaurav.sondhi
Copyright
© All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as DOCX, PDF, TXT or read online on Scribd
3 views13 pages

Vallabhi Capital CRM Requirements Document

The Vallabhi Capital In-House CRM Requirements Document outlines the necessary modules for onboarding DSAs and CAs, including data collection, verification workflows, and commission management. It details the lead generation and qualification processes, sales tracking metrics, and user roles with specific permissions. Additionally, it specifies integration needs, compliance requirements, and features for effective sales reporting and pipeline management.

Uploaded by

gaurav.sondhi
Copyright
© All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as DOCX, PDF, TXT or read online on Scribd

Vallabhi Capital – In-House CRM

Requirements Document

1. DSA & CA On-boarding Module


Details/Fields to Collect

Basic Information

 Full Name / Agency Name


 Type: DSA / CA / Connector / Tax Consultant
 Mobile Number
 Email ID
 Address (City, State, Pin code)
 Operating Branch (select from list)
 Service Area (City/State mapping)

KYC Details

 PAN Number
 Aadhaar Number
 GST Number (if company)
 Date of Birth / Incorporation
 Business Type (Proprietorship / Partnership / Pvt Ltd)

Bank Details

 Bank Name
 Account Holder Name
 Account Number
 IFSC Code
 Cancelled Cheque Upload

Business Details

 Loan Products they want to sell


 Past performance (optional)
 References (minimum 2)
Vallabhi Capital – In-House CRM
Requirements Document

Documents Required (Uploads)

 PAN
 Aadhaar
 GST Certificate (if applicable)
 Cancelled Cheque
 Photograph / Company Logo
 Agreement / DSA Contract
 Address Proof
 Bank Passbook (optional)

Verification Workflow- To be discussed

Status Flow:
Submitted → Verification → Approved → Active / Rejected

Internal QC team should verify documents before activation.

Login Requirements

 Yes, DSAs & CA’s / Channel Partners should get separate login access.
 View only leads assigned, upload documents, track status.
 Cannot see commissions of other DSAs.

Status Tracking

CRM must track:

 Active
 Inactive
 Suspended
 Blacklisted
 Documents Pending
Vallabhi Capital – In-House CRM
Requirements Document

2. Business Provided by DSA & CA – Workflow

What Counts as “Business Given”?

 Leads Shared
 Applications Submitted
 Logins Completed
 Sanctions Received
 Loans Disbursed (final business value)

Primary metric for business:


👉 Loans Disbursed Amount (₹) Status count as disbursed

Sales Tracking Granularity


Business should be tracked:

 State-wise
 City-wise
 Branch-wise
 Product-wise (LAP, MSME, Unsecured Loan, etc.)
 Salesperson-wise

Lead Assignment Logic

 Can be Auto-assigned based on:


o State
o City
o Product
 Manual assignment by Branch Manager / Admin
Vallabhi Capital – In-House CRM
Requirements Document

Lead Generation / Capture

Sources:

 DSA / CA / Tax Consultants


 Telecaller
 Website / Digital Ads
 Walk-ins
 Social Media
 Referral
 Cold Calls
 Branch events

CRM Action:
A new lead is created → assigned to a Sales Executive automatically by
branch/state/product.

Lead Qualification (First Contact)

Sales Executive contacts the lead (CALL/SMS/WhatsApp).

Checks performed:

 Basic eligibility (age, income, business type)


 Loan requirement
 Business profile
 Location feasibility
 Product fit (LAP / MSME / Machinery / Green Loan / Home Loan)

CRM Status:

NEW → CONTACTED / QUALIFIED


If not qualified → mark as NOT ELIGIBLE with reason.
Vallabhi Capital – In-House CRM
Requirements Document

Document Collection
Sales collects customer required documents:

KYC: PAN, Aadhaar


Business Proof: GST, ITR, Bank Statements, P&L Statement, Balance
Sheet (Audit Report*)
Property Docs: (for LAP)
CRM Actions:

 Upload documents
 Auto-checklist completion
 Auto notifications for pending documents

CRM Stage:
CONTACTED → DOCUMENT COLLECTION COMPLETE

Lead Login / File Login (Application


Creation)
Once documents are sufficient → Sales submits file for Login.

System creates:

 Application ID
 Product type
 DSA source (if applicable)

QC Team Verifies:

 Document correctness
 KYC
 Bank statement checks

CRM Stage:

DOCUMENTS COMPLETE → LOGIN


Vallabhi Capital – In-House CRM
Requirements Document

Commission Structure Support

CRM should support:

 Flat Percentage (%)


 Slab-Based Commission
 Product-wise Commission
 Loan Amount-Based Commission
 Special Campaign Commission

Commission Calculation

Should be automatic, based on:

 Disbursed Amount
 Product
 DSA Category
 Branch

Commission Payout Workflow

 Auto-generated commission sheet


 TDS Deduction
 GST added (if GST registered)
 Payout tracking with statuses:

Paid / Pending / On Hold / Partially Paid / Disputed

Statements

CRM must generate:


Vallabhi Capital – In-House CRM
Requirements Document
 Commission Statements
 Invoices (if DSA has GST)
 Monthly Summary Report

3. Sales Reporting

Branch-Wise Reporting

KPIs Required

 Total Leads
 Qualified Leads
 Logins
 Sanctions
 Disbursals
 Total Loan Amount (₹)
 Conversion Rate %
 Lead TAT (lead → login → sanction → disbursal)
 DSA Contribution
 Product-wise performance
 Drop Reasons

Filters Required

 Date Range
 Product
 Branch
 City
 Salesperson
 DSA/CA
 Lead Source

Salesperson-Wise Reporting

Metrics to show:

 Assigned Leads
Vallabhi Capital – In-House CRM
Requirements Document
 Follow-Ups Done
 Activities Logged
 Daily Productivity
 Conversion Ratio
 Target Vs Achievement
 Pipeline Value
 Lead Ageing
 TAT per stage

5. Sales Pipeline Requirements

Pipeline Stages (Standard for NBFC)

1. New Lead
2. Contacted
3. Document Collection
4. File Login
5. Credit Assessment
6. Site Visit / PD
7. Sanction
8. Agreement Signing
9. Disbursement
10. Closure
11. Rejected / Dropped

Different Pipelines for Different Loan Products?

Yes — LAP, MSME, Home Loan,

 Additional credit steps


 Additional documentation
 Different TAT thresholds

CRM should allow product-specific pipelines.

Pipeline UI

Yes — Kanban drag-and-drop style recommended.


Vallabhi Capital – In-House CRM
Requirements Document

6. TAT (Turnaround Time Tracking)

TAT Calculation Options

CRM should measure:

Lead creation → Application login


Login → Sanction
✔ Sanction → Disbursal
✔ Overall TAT: Lead creation → Disbursal

Delay Alerts

Yes, system should trigger:

 Alerts to Salesperson
 Escalation to Branch Manager
 Auto-reminders for overdue cases

7. Closures & Lead Management

What Counts As Closure?

Loan Disbursed
(Primary confirmation indicator)

Optional:

 Agreement Signed
 Commission Paid
Vallabhi Capital – In-House CRM
Requirements Document
Required Features

 Automatic Reminders
 Follow-up Scheduling
 WhatsApp/SMS/Email Notifications
 Call Logging
 Call Disposition (interested, follow-up, not reachable, not eligible)
 Document Tracking (uploaded/pending)
 Auto-task creation for PD, Login, Sanction steps

8. User Roles & Permissions

Required User Roles

 Admin
 Super Admin
 Branch Manager
 Sales Manager
 Sales Executive
 Telecaller
 DSA / CA
 Audit Officer
 Collection Agent (future)

Access Control

 Admin: Full access


 Branch Manager: Only branch data
 Sales Manager: Team-level access
 Sales Executive: Own leads only
 DSA/CA: Only their business & commissions
 Auditor: Read-only logs & compliance reports

9. Integrations Required

 Credit Bureau (CIBIL, CRIF, Experian)- TBD


 WhatsApp API
 SMS Gateway
Vallabhi Capital – In-House CRM
Requirements Document
 LMS (for disbursal data sync)
 Accounting System (commission payout sync)
 eKYC (PAN/Aadhaar OCR, CKYC, DigiLocker)
 Digital Signature (eSign)
 Email SMTP
 Bank Statement Analyzer (Perfios/Finbit) (optional)

10. Migration from Kylas CRM

Modules to Migrate

 Leads
 Customers
 DSAs & CAs
 Documents
 Lead sources
 Activities / Notes
 Disbursal Data
 Commissions
 Reports & Filters

11. Compliance & Audit Requirements

 Full audit trail:


o Login activity
o Every field change
o Document upload history
o Status change history
o Lead reassignment logs
 KYC validation checks
 Data backup & encryption
 Access logs for RBI audit readiness

12. Additional Features Needed

Confirming These ARE Required


Vallabhi Capital – In-House CRM
Requirements Document
✔ Dashboard analytics & visual charts
✔ Target vs Achievement tracking
✔ Lead source tracking (Meta, Google Ads, Website, Referral)
✔ Product-wise loan tracking
✔ Task management module
✔ Role-based notifications
✔ Escalation Management
✔ Mobile-responsive version
✔ API access for future integrations
✔ Multi-language support (English + Hindi)
✔ Document expiry reminders
✔ Geo-tagging for PD/site visits (optional)

Commission Management
Commission Structure Support

CRM should support:

 Flat Percentage (%)


 Slab-Based Commission
 Product-wise Commission
 Loan Amount-Based Commission
 Special Campaign Commission

Commission Calculation

Should be automatic, based on:

 Disbursed Amount
 Product
 DSA Category
 Branch

Commission Pay out Workflow

 Auto-generated commission sheet


 TDS Deduction
Vallabhi Capital – In-House CRM
Requirements Document
 GST added (if GST registered)
 Pay out tracking with statuses:

Paid / Pending / On Hold / Partially Paid / Disputed

Statements

CRM must generate:

 Commission Statements
 Invoices (if DSA has GST)
 Monthly Summary Report

You might also like