Kitara Capital is based in Muscat, Oman with additional offices in Dubai, United Arab Emirates, Central, Hong Kong, and Mumbai, India.

Business Challenges

At any point of time Kitara Capital is dealing with thousands of investors and prospective clients. The Relationship managers as well as investors are geographically spread-out resulting in decentralized information which is very difficult to maintain.
The sales cycle for each customer is quite long and brings in multiple parties whether it is intermediaries, channel partners, deal sourcer or other third-party consultants. The fund-raising process involves more than 10 different stages - right from the time the investment idea is presented to the Customer till finally the commitment takes place.
Also, it is quite difficult to track the day-to-day business development activities providing limited forecasting and visibility to the fund raising pipeline.
Below is the summarized list of the challenges:

Solution Design: Microsoft Dynamics CRM Online

Sales activity is the lifeblood of all organization and for an Investment firm like Kitara it is important to maintain- a high touch sales process. Kitara Capital did a full evaluation of multiple SAAS based applications like SalesForce.com, Oracle CRM On-Demand and Microsoft CRM Dynamics. Ultimately Kitara Capital chose Microsoft CRM Dynamics for it’s easy of use, seamless integration with Microsoft Outlook and lower cost of ownership.

Microsoft Dynamics CRM Fund Management Dashboard 

IOTAP’s team worked with Kitara Capital to build a strong CRM Business strategy which was then implemented using Microsoft CRM Dynamics.

As an example of customization is automatic syndication of a fund / deal to multiple prospective customers. Out-of-the-box, the process of creating a deal-tracking-opportunity involves multiple clicks for each customer. IOTAP simplified this entire process by allowing the filtering of customers based on their investment preference and linking them to the funds with just a single click.

By using IOTAP’s CRM solution, Kitara Capital has realized the following benefits to their business:

• Centralized Customer database with all customer interactions like emails, phone calls providing a 360 degree customer view
• Full visibility in to fund rising pipeline helping in better forecasting of the revenue
• Easier management of fund lifecycle, investor commitments, fees etc.
• Automatic reminders for Customer follow-up and important events like birthdays / anniversaries
• Full integration with Microsoft Outlook.
• Advanced Business Analytics and reporting using real-time dashboards and reports
• Easy access to customer information anywhere whether using I-pad or any smartphone