blungo - Blog by Noe

Zoho CRM vs FreshSales

Thu, 16 Mar 2023 05:46:24 -0700

In this post we are going to compare Zoho CRM and FreshSales. These are two very popular CRMs, so we will compare them in 4 different categories to see which one is the right for you and your business:

User interface and ease of use
Top features
Integrations
Pricing

User interface

FreshSales

Modern and organized interface.
Custom modules available.
The home screen is the activities dashboard (customizable).
The search bar is always visible.
The record page shows important information, related deals and related activities.
The Deals module is organized in a kanban view, but it is possible to change it.
Editable layouts,
Organized settings.

Zoho CRM

Doesn't look as modern as FreshSales.
There are a lot of modules available besides the basics. It is possible to create custom modules.
Customizable home screen.
Hidden search bar (when you start typing, the results start showing up).
The Deals module looks very similar to the one in FreshSales.
The record page is very similar to FreshSales, but it's super customizable.
The settings menu has many options (you can always use the search bar to find what you are looking for).

Personal opinion (User interface)

I think the FreshSales' interface looks more polished and has a better design than Zoho CRM's interface.The different elements and settings look better and are better organized. Zoho CRM has more modules and settings than FreshSales, making it more difficult to organize, but still, the user interface could be updated to a more modern design.

Top features

FreshSales

Chat app and team inbox included.
Journeys (marketing feature) to targeting the contacts or leads using email workflows.
Customizable fields in the layout.
Email templates.
Phone number available to buy (it will ring inside the CRM).
Workflows.

Zoho CRM

Has a lot of good features out of the box.
Customizable fields in the layout.
Customizable modules using Canvas.
Advanced workflows and automations. It is possible to trigger custom functions which expands your possibilities.
Blueprints are available (to make sure your employees follow their process)
The sandbox allows you to test your changes before deploying them to your live CRM.

Personal opinion (top features)

In this category, both apps were really close. They both include a lot of features out of the box, but I think Zoho CRM is slightly better because it's more customizable and it has more features related to a CRM. Some of the features in FreshSales are available as a separate app in the Zoho ecosystem. For example, if you need a chat on your website, you can use SalesIQ, that integrates with the CRM. So if you like Zoho CRM and are looking for functionality, you could try Zoho One, which includes more that 40 Zoho apps to run your business.

Integrations

FreshSales

FreshWork marketplace (with integrations).
Basic integrations: Google calendar, contacts, Gmail, Office 365 products, and more.
Advanced integrations: Asana, PandaDoc, MailChip, TypeForm, and more.
FreshDeck integration.
Some apps are verified by FreshWorks.

Zoho CRM

Marketplace available (with integrations and extensions).
Integrates with Google or Microsoft Email, Calendar and Contacts, Zapier, Voice over IP phone systems.
Most of the useful apps are free.
Zoho products (Zoho Projects, Survey, Desk, Analytics, Webinar, Sign, Campaigns, Contracts).
Integration with most of voice over IP phone systems (like RingCentral).

Personal opinion (integrations)

Zoho CRM has a bigger marketplace, but FreshSales integrates with most of the common apps that business use. Also it's really good that they verify apps to ensure proper functionality. So make sure to review the integrations that you need before choosing one of these apps. But if you already use other Zoho products, Zoho CRM will integrate better with them, and if you already usew any other FreshWorks apps, FreshSales is the best option.

Pricing

FreshSales

$39/user/month

Free version available

Zoho CRM

$40/user/month

Free version available

Zoho One

+40 apps (Zoho CRM included)

$37/user/month

Try Out ZOHO ONE

So, these two CRMs are really good tools, and no matter which one you choose, it will do a great work. The two apps are advanced CRMs, so you will need some time to set up all the features available.

I recommend Zoho CRM if you need a high level of customization, and you have the time and resources to set up the customizations and automations. The support team is ok, but most of the time you will have to do the work by yourself. But keep in mind that you won't get any of the extra features that come with FreshSales. If you like Zoho CRM and want more functionality, check out Zoho One.

I recommend FreshSales if you need a solution that can take care of sales and marketing efforts, all in one place, but you don't want to get distracted with other apps that you probably don't need.

Zoho CRM vs Salesforce

Thu, 09 Mar 2023 04:23:41 -0800

In this post we are going to compare Salesforce for small businesses and Zoho CRM. These are two of the best CRM apps out there, so we will compare them in 4 different categories to see which one is the right for you and your business:

User interface and ease of use
Top features
Integrations
Pricing

User interface & Ease of use

Salesforce

Outdated interface.
Modules like campaigns, cases and quotes.
Customizable home screen.
The search bar is always visible.
The Opportunities module is organized in a kanban view, and easy to use.
The record page shows basic information, related record, activities.
The settings page has more options than Zoho. But if you are not sure what you are looking for, it will take you some time to find the setting.

Zoho CRM

Modern user interface in comparison with Salesforce.
There are a lot of modules available besides the basics.
Customizable home screen.
Hidden search bar (when you start typing, the results start showing up).
The Deals module looks very similar to the one in Salesforce.
The record page has a super customizable layout.
The settings menu has many options (you can always use the search bar to find what you are looking for).

Personal opinion (User interface & Ease of use)

I think neither of these two CRMs have a great design, but in general, they are both relatively simple to use, giving the amount of modules and options we have available.

Zoho CRM is better organized and has a slightly better design in my opinion, but like I mentioned, there are other CRMs out there that are more polished.

Top features

Salesforce

Has a lot of useful features.
Automations.
Customizable fields in the layout.
Gmail add is available.
Service console module (tickets management).
Email marketing campaigns.

Zoho CRM

Has a lot of good features out of the box.
Customizable fields in the layout.
Customizable modules through Canvas.
Advanced workflows and automations. It is possible to trigger custom functions which expands your possibilities.
Blueprints are available (to make sure your employees follow their process)
The sandbox allows you to test your changes before deploying them to your live CRM.

Personal opinion (top features)

In this category, I think Salesforce is slightly better because it has a few more features out of the box, including the email marketing module and the cases module. But keep in mind that these 2 features are available as a separate app in the Zoho ecosystem, so if you are looking for that functionality, you can get Zoho One, which includes all the Zoho apps, so you will have access to the CRM, the Marketing App, and the Cases management app.

Integrations

Salesforce

Salesforce AppExchange (with integrations and add-ons)
Integrates with Google Workspaces, Docusing, Asana, Formstac, Linkedin.
Most of the useful apps are paid (for example, Zapier).
Integrations or add-ons made by Salesforce.

Zoho CRM

Marketplace available (with integrations and extensions).
Integrates with Google or Microsoft Email, Calendar and Contacts, Zapier, Voice over IP phone systems.
Most of the useful apps are free.
Zoho products (Zoho Projects, Survey, Desk, Analytics, Webinar, Sign, Campaigns, Contracts).

Personal opinion (integrations)

Salesforce has a more robust marketplace, better organized, and with more apps than the Zoho Marketplace. So make sure to review the integrations that you need before choosing one of these apps. But if you already use other Zoho products, Zoho CRM will integrate better with them.

Pricing

Salesforce

$75/user/month

(Min 5 users)

Free version

Zoho CRM

$40/user/month

Free version

Zoho One

+40 apps (Zoho CRM included)

$37/user/month

Try Out ZOHO ONE

So, I recommend Zoho CRM if you need a high level of customization, and you have the time and resources to set up the customizations and automations. The support team is ok, but most of the time you will have to do the work by yourself. Also if you are on a budget, Zoho is the best option. And keep in mind that Zoho CRM is included in the Zoho One suite, with other 40 apps to run your business, so if you are interested I'll leave a link in the description.

I recommend Salesforce if you are looking for the most advanced CRM on the market, that you can customize and automate. The support team is good, but for advanced workflows or automations, you will have to do it on your own. Also if you want to have a ticket system and marketing automation app all in one place, this CRM is for you. There are more integrations available for Salesforce, but most of them are paid, which increases the overall cost.

Zoho CRM vs Hubspot

Thu, 02 Mar 2023 03:30:45 -0800

Hubspot and Zoho CRM are two of the best CRM apps out there. In this post we will compare them in 4 different categories to see which one is the right for you and your business:

User interface and ease of use
Top features
Integrations
Pricing

User interface & Ease of use

Hubspot

Minimalistic and well organized user interface.
Navigation bar with all the different categories available.
All the modules are organized in one of these categories.
Buttons with clear actions and well positioned.
Some apps don't have a great user interface design and the buttons are not properly located.
The records are divided in 3 panels:

Info and quick buttons.
Activities, notes, emails and tasks.
Related records.

The settings page is straightforward.

Zoho CRM

The user interface is not modern as Hubspot.
There are a lot of modules available besides the basics.
Customizable home screen.
Hidden search bar (when you start typing, the results start showing up).
The Deals module looks very similar to the one in Hubspot.
The record page has a super customizable layout.
The settings menu has many options (you can always use the search bar to find what you are looking for).

Personal opinion (User interface & Ease of use)

I think the two apps have a good design, but Hubspot's interface looks more polished and the different elements, records and settings are better organized. Zoho CRM has more modules and settings, making it more difficult to organize, but still, the user interface could be updated to a more modern design.

Top features

Hubspot

Has a lot of useful features.
A chat in your website is available.
Automations.
Customizable fields in the layout.
Tickets module for centralizing the clients' requests.
It's possible to send documents for electronic signature and process payments.

Zoho CRM

Has a lot of good features out of the box.
Customizable fields in the layout.
Customizable modules through Canvas (new feature).
Advanced workflows and automations. It is possible to trigger custom functions which expands your possibilities.
Blueprints are available (to make sure your employees follow their process)
The sandbox allows you to test your changes before deploying them to your live CRM.

Personal opinion (top features)

I think Zoho CRM is slightly better because it has a lot more features, and some of them, like the automations, are more advanced that Hubspot's. Also some of the features that come in Hubspot are available as a separate app in the Zoho ecosystem, so if you are looking for that functionality, you can get Zoho One, which includes all the Zoho apps, and get the extra features, like sending proposals or adding a chat to your website.

Integrations

Hubspot

Marketplace available.
140+ integrations.
Integrates with Google Workspaces, Zoom, Slack, Surveymonkey, Shopify, Asana.
Hubspot apps (Marketing, Operations).

Zoho CRM

Marketplace available (with integrations and extensions).
Integrates with Google or Microsoft Email, Calendar and Contacts, Zapier, Voice over IP phone systems.
Zoho products (Zoho Projects, Survey, Desk, Analytics, Webinar, Sign, Campaigns, Contracts).

Personal opinion (integrations)

I think the Hubspot has a more robust marketplace, better organized, and with more apps than the Zoho Marketplace. So make sure to review the integrations that you need before choosing one of these apps. But if you already use other Zoho products, Zoho CRM will integrate better with them.

Pricing

Hubspot

$100/user/month

(Min 5 users)

Free version available

Zoho CRM

$40/user/month

Free version available

Zoho One

+40 apps (Zoho CRM included)

$37/user/month

Try Out ZOHO ONE

So, I recommend Zoho CRM if you need a high level of customization, and you have the time and resources to set up the customizations and automations you need. The support team is ok, but most of the time you will have to do the work by yourself. Also if you are on a budget, Zoho is the best option. And keep in mind that Zoho CRM is included in the Zoho One suite, with other 40 apps to run your business, like a project manager, financial software, cloud storage and more.

I recommend Hubspot CRM if you are looking for a CRM that works really well and it's easy to set up. The design is very nice and minimalist, and it also includes several features that go beyond a CRM, like a ticket system. If you need to integrate the CRM with other apps that you use, chances are that hubspot is the best fit. The only con is the price. Hubspot is one of the most expensive CRMs out there, but you are paying for a really good customer support team and the extra features I mentioned.

Case Study - Ilana's Method

Wed, 23 Nov 2022 05:03:45 -0800

Ilana’s Method is a small family owned business based in Vancouver that sells online gym classes that you can take from the comfort of your home.

Before Blungo

Before connecting with Blungo, their lead generation process was functioning, but they were lacking organization in tracking their sales and class attendance. For example, they had been tracking their sales on spreadsheets, which became challenging to keep tabs on as their business grew.

With Blungo

After brainstorming different solutions with Blungo, they decided to implement Zoho CRM and Zoho Sign. All of the leads are now managed in Zoho CRM and when individuals are ready to become clients, Ilana’s Method sends a contract through Zoho Sign. Using Zoho Sign has allowed clients to sign quickly, and for the team at Ilana’s method to seamlessly integrate this information with Zoho CRM.

Blungo also created a custom module to track class attendance, which works with a different database so they can see how many classes specific students have already taken/how many they have left in their membership plan. To do this, Blungo used Zoho Flow (a connector application) that helps pass information between different apps that don’t have a native integration. As a result of this integration, when clients are getting closer to the last classes in their membership plan, Ilana’s method automatically gets notified so they can see if that student is interested in taking more classes.

Lastly, Zoho Campaigns was implemented to send email marketing campaigns, which has helped grow their business even further.

Centralizing the leads and tracking deals in the CRM gave the team at Ilana’s Method more time to focus on sales and increase their advertising budget, which improved the lead generation by 30%.

Zoho apps used

Zoho CRM

Zoho Sign

Zoho Flow

Zoho Campaigns

Case Study - Biosphere Consulting

Tue, 01 Nov 2022 00:08:50 -0700

Biosphere Consulting Inc. is a small business that designs sustainable, environmentally-friendly onsite wastewater and rainwater catchment systems in Northern California.

Before Blungo

Before contacting Blungo, Biosphere did not have a central place to view their project related tasks, as they were all tracked in various applications.

With Blungo

With the help of Blungo they decided that Zoho Projects was the best solution for the challenges that came along with not having a centralized way to view their projects.

For the first few months Blungo implemented Zoho Projects and developed project templates with more than 100 tasks per template. Once Zoho Projects was implemented, everytime a project was created tasks were automatically assigned to each member as each task had dependencies with successors, pre-successors, as well as priorities, due dates, and important information about it.

Part two of Biosphere’s journey with Blungo was to implement Zoho CRM so they could track sales.

Now when they close a sale they move the opportunity to a specific stage in the CRM and a project is created.

Using two Zoho applications means that there is an integration between Zoho CRM and Zoho Projects, allowing the two to seamlessly work together. Two additional applications that Biosphere uses (Gmail and Dropbox) are also integrated within Zoho CRM and Zoho Projects.

Centralizing the tasks in Zoho Projects saved them a lot of time that was otherwise used to track the tasks across different applications. Saving this time has allowed them to focus more on their clients and the services they offer.

Case Study - Moriarty's Roofing

Mon, 26 Sep 2022 22:58:53 -0700

Moriarty’s Roofing is a small family owned business that was started nearly 20 years ago in Santa Cruz, California. They first began working as a small office team of 3 and have since grown to nearly 10 people.

Before Blungo

Before contacting Blungo, they had been using:

Self hosted email
Copper CRM
Dropbox for storage

With Blungo

To start, Blungo helped Moriarty’s Roofing make the switch from Dropbox and a self hosted email to the Google Suite applications. They now use Google Workspace (gmail, google calendar, and google drive, google forms etc), which resolved their storage challenges.

After Blungo’s evaluation of the current sales process and what administrative applications Moriarty’s Roofing was using they decided the next step was to switch to Zoho CRM. They selected Zoho as there were a lot of features that they needed such as sending emails from the CRM, using webforms to get leads from the website to the CRM, and tracking visitors from the website. Blungo also implemented other applications like Zoho Desk to manage all of the incoming customer emails. Now that everything is in the same place, all the teams at Moriarty’s Roofing can access those emails and nothing gets lost in an individual mailbox.

Additionally, Sales IQ was implemented to support chat on the website so visitors could message with the sales team directly and ask questions when they were on the website. Zoho Projects is used to track all of the different projects so when a deal is closed all the information gets sent to the CRM. From here it is moved to Zoho Projects so the production part of the process can be tracked. Zoho Campaigns has also been helpful for Moriarty’s Roofing to send email marketing campaigns, such as monthly newsletters.

Lastly, Blungo created automations in the CRM, campaigns, and salesIQ, using Zoho Flow to connect and automate other apps like Google Drive and Quickbooks.

Thanks to the software and automations implemented, the productivity at the office increased, and more than 1K tasks/week are completed automatically, saving the employees approximately 40 hours/week.

Applications implemented

Google Workspaces

Zoho CRM

Zoho Desk

Zoho Sites

Zoho Analytics

Zoho Flow

Google Campaigns

Zoho Cliq

Zoho Sales IQ

Zoho Social

Zoho Survey

Zoho Projects

Zoho CRM vs Zoho Bigin

Wed, 17 Aug 2022 01:45:06 -0700

These are 2 CRM apps made by Zoho, so it could be confusing to decide which one is best for your business. If you have a Zoho One account, these 2 apps are included, so you will be able to try out both of them before making the decision.

Below we will see the comparison between both applications, taking into account 3 categories:

User interface, navigability and administration
Features
Integrations

User interface, navigability and administration

Zoho Bigin

Modern user interface
The search bar is always visible, and very interactive.
Quick access to the notifications and "signals" upside.
Buttons with clear actions, and well positioned.
The records have a modern look, displaying relevant info on the right, and related info on the center, like the timeline, notes and activities.
The settings menu is simple and well organized, making it easy to find what you are looking for.

Zoho CRM

The user interface is not modern as Bigin.
There are a lot of modules available besides the basics.
Customizable home screen.
Hidden search bar (when you start typing, the results start showing up).
The Deals module looks very similar to the one in Bigin, and it's customizable as well.
The record page has a lot of more information that Bigin, and it's super customizable.
The settings menu has more options that Bigin (you can always use the search bar to find what you are looking for).

Personal opinion (User interface, navigability and administration)

I think Zoho Bigin has a nicer interface, and in general the elements, records and settings are better organized. But keep in mind that Zoho CRM has a lot of modules, record types, and features, so it's more complex to keep everything organized.

Features

Zoho Bigin

Only basic features.
Customizable fields in the layout.
Is not possible to create custom modules.
Workflows are available (but they only allow to send emails, create tasks and update fields).
Webforms that you can use to create a form to input data directly in the CRM.
It is possible to set multiple currencies.

Zoho CRM

Advanced features.
Customizable fields in the layout.
Customizable modules through Canvas (new feature).
Advanced workflows and automations. It is possible to trigger custom functions which expands your possibilities.
Blueprints are available (to make sure your employees follow their process)
The sandbox allows you to test your changes before deploying them to your live CRM.
Leads module (used to keep leads there until they are ready to be converted into contacts).
Webforms.
Multiple currencies.

Personal opinion (features)

I think Zoho CRM is way superior in this category given the amount of features that are available, that will let you automate your sales process. Bigin has the basics covered, but there are other CRMs like Hubspot or Pipedrive that have more features than Bigin.

Integrations

Zoho Bigin

Integrates with:

Google and Office 365
Other Zoho apps like Books, Campaigns and Desk.
Zapier (helps with connecting Bigin with other apps that don't have a native integration yet).
Zoho Flow (does the same as Zapier). It is included in Zoho One.
Voice over IP phone systems (like RingCentral).

API available (if you want to build your own integration).

Zoho CRM

Marketplace available (with integrations and extensions).
Integrates with:

Google or Microsoft Email, Calendar and Contacts.
Other Zoho apps like Zoho Projects, Survey, Desk, Analytics, Webinar, Sign, Campaigns and Contracts.
Zapier.
Zoho Flow.
Voice over IP phone systems.

API available (if you want to build your own integration).

Personal opinion (integrations)

Zoho CRM is definitely better in this category because the amount of integrations you can find, as well as the option to install extensions that bring extra functionality to the system.

Pricing

Zoho Bigin

$12/user/month

Free version: 1 user

Zoho CRM

$40/user/month

Free version: 3 users

Zoho One

+40 apps (Zoho Bigin & Zoho CRM included)

$37/user/month

Try Out ZOHO ONE

I recommend using Zoho Bigin if you are just starting your business, or maybe if you have never used a CRM before, and don't have much time to set up features that you are probably not going to need. Also it's more affordable, which makes it more budget friendly. Bigin does it's job really well, letting you keep track of your sales, with some basic customizations.

You should set up Zoho CRM if you are already familiar with a CRM, and maybe you are looking for a more advanced system that can handle automations and integrations, and gives you more control over what the users can do. Also if your company has several people involved in the sales process, and maybe different departments get information from the CRM, Zoho CRM is the best option. Just keep in mind that you will need time and practice to set up all the features available.

If you want to see the complete list of features, and be able to compare prices depending on the versions of each application, click on the following button:

Zoho CRM vs Zoho Bigin (features list)

Zoho Bigin Overview

Tue, 21 Jun 2022 09:22:14 -0700

In this post we will make a tour of Zoho Bigin, to be able to observe the user interface and the features that this CRM application has.

Deals module

General Overview

When you open Zoho Bigin, you start on the Deals tab, with all of them in the center of the screen. On the left is the modules menu, which is used to switch to other modules, such as contacts and companies. On the top you have the search bar, notifications and signals, the quick add button, the settings and the icon of your profile.

If you want to create a new opportunity, you should click on the creation button at the top right and complete the required fields.

Deal Information

To open a Deal just click on it. Here we can see all the information related to the Deal:

On the top we have the name, amount and stage of it.
On the left we have information like the contact and company related to the Deal.
In the center we have the timeline, notes, activities, emails, historical stages, archives and products:

The Timeline allows you to view in chronological order all the changes that were made on this Deal.
In the Notes tab you can add important notes for the Deal.
In Activities you can create tasks, events or calls to keep track of everything you need to do with this Deal.
In the Mail tab you can see all the emails related to the Deal.
In Stage History you will see all the times that the Deal changed stage.
In Files you can attach all those files you need.
And in Products you can see all the products related to this Deal.

Change of Deal Status

One way to move the Deal to another stage is by dragging it to the corresponding stage column. This is a very convenient and quick way to change status deals.

Search Bar

If for example you want to search for a contact, you type the name and the search bar throws you results without pressing the enter key: one of them is the contact, the other is the related Deal and a task. You can also view contact information directly here in the search bar. If you want to see the info of the Deal, click on it and you can see everything on the right.

Contacts module

Here we can see a list of all the Contacts we have, and if we want to create a new one we click on the button to create contact. In this register we will find information about it, as well as the timeline, notes, and deals related to this contact.

Companies module

Here you will find all the companies you have in your CRM.

Products module

Here will be all the products or services you sell. In my case, I only have 3.

Activities module

In this module we will find all the activities we have, such as tasks, events and calls. We can create them using the top 3 buttons on the right.

Dashboard module

Here we can find widgets and lots of information about our sales, contacts, deals, companies and products.

Settings

The last thing I want to show you are the settings:

User and Controls: we can add user profiles and roles.
Organization: we can change the details of our organization and the currencies we use.
Fields: we can add or delete fields in the different modules that we have in the CRM.
Pipelines and Stages: we can create sales cycles or modify your stages.
Webforms: we can create forms, which we can use to collect information and dump it directly in the CRM.
Workflows: allows us to automate actions. For example, in the image 2, the workflow sends an automatic email every time an opportunity is created with an amount greater than 1000 euros.
Data Administration: we can import or export data, create backups, and access the recycle bin.
Integrations: we will find all available integrations. (image 3)
Channels: you can set up your email, connect twitter, set up your phone, or set up your signals.

Zoho CRM Review

Mon, 23 May 2022 07:29:52 -0700

Zoho CRM is an application that allows you to manage the relationships with your customers, keep up with your sales process, save time with automations, and more. Overall, navigate, search, see notifications, create and modify records is straightforward. But this CRM also has many advanced options, so it is adapted to different types of companies.

Try out Zoho CRM using our affiliate link:

Zoho CRM Trial

Features

Webforms:they are used to transfer information from your website to any of the modules you have.
Blueprints: they guide users on what actions should be taken and when.
Workflows: customizable rules and conditions can be created that initiate actions directly in the CRM.
Signals: this feature gives you information about the records you follow or have created.
Sandbox: it allows you to clone your CRM account to test features or make changes.

Customization

This is a highly customizable CRM. Some of the features I highlight are the following:

You can create different layouts for each role and profile, adding the fields you want, adding sections and modifying the detail view of your modules.
It is possible to create your own modules, obtain reports and analyze them.
Templates can be created to reuse information that you frequently send to your contacts.
Pipelines can also be customized, and if you work with people who speak different languages you can manage translations.
You can create blueprints that optimize processes in your organization.
If you want to do things outside the established you can create your own functions.

Automations

Workflows allow you to automate many time-consuming tasks on a daily basis.
It is possible to trigger actions in other applications outside of Zoho CRM with Webhooks.
With Assignment Rules you can configure rules to assign records to different users.

Integrations

Zoho CRM integrates with 600+ applications without writing code. You can find them in the Zoho Marketplace.
The most common integrations between Zoho products are Zoho Books and Zoho Projects. It also integrates with applications such as RingCentral, PandaDoc, Stripe and Zapier (that allows Zoho CRM to work with many other applications that do not yet have a native integration).