Sobha Developers Limited: Competitive Advantage through CRM

P. Sanjay Sarathy and Sanjay Patro
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P. Sanjay Sarathy: XLRI — School of Business and Management, Jamshedpur, India
Sanjay Patro: XLRI — School of Business and Management, Jamshedpur, India

Asian Case Research Journal (ACRJ), 2016, vol. 20, issue 02, 253-281

Abstract: Sobha Developers was a public-listed real estate company. It developed a self-sustaining integrated customer relationship management (CRM) model which was tested over a period for its robustness. Several concerns and issues were raised and business decisions were taken over these. The model enabled an increase in customer retention growth rate.The company’s vision for the next five years was to make Sobha Developers an industry leader and incorporate the integrated CRM model in every real estate company in India and Asia. Having achieved the strongest growth rate in the past few years, Sobha Developers had stabilized its real estate operations not only in Bangalore but also in other cities of India. The contract works with corporates could potentially treble the revenues of Sobha Developers in the coming two years and lend further financial strength and muscle to the company’s operations.

Date: 2016
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DOI: 10.1142/S0218927516500097

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