Industry
IT Service Management
Challenge
Improving the quality of sales qualified leads (SQLs) to reduce time spent on leads not applicable to the business. Need to accurately capture prospect data with minimal user error and segment deals via separate pipelines.
Results
Investment will pay off by improving both the quality of leads and the sales processes for converting leads. Unique sales pipeline requirements were met by leveraging a customized sales portal.
Key Service
HubSpot Onboarding
Inbound have honestly been amazing and they have held our hand right from the beginning. Sheila has been wonderfully helpful and provided geniune advice and support, and took the time to understand our needs as well as our pain-points. We are a small operation with little experience and resources, so having Inbound in our corner has been invaluable.The onboarding process has been fantastic and I cannot speak highly enough of Matt, who has shown so much patience, understanding, and expertise. Our requirements from HubSpot are not straight forward and Matt has been amazing at finding solutions and workflows that work for our business. We still have some way to go but I am confident with Matt's help we will have a CRM that will revolutionise our business.
About Office Xpress
Office Xpress provides a wide range of products including information technology, office supplies, printer supplies, office furniture, and stationery. They serve major corporates, blue chip companies, public sector organizations, and SMEs. Operational in the UK, France, Spain, Germany, and the Benelux, Office Xpress has over 650 employees serving over 30,000 customers.The Challenge
Office Xpress approached IFT to onboard with HubSpot Sales Hub Enterprise. The primary goal was to improve the quality of sales qualified leads (SQLs) and reduce the time sales reps spent on unsuitable leads. Key objectives centered on needing a solution that could:
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Help sales reps accurately capture new prospect data.
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Create a process where prospect information is correctly captured with minimal user error.
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Segment deals via separate pipelines for new and existing business.
Solution
IFT delivered a two-fold solution over a 12-week, hands-on Enterprise Onboarding plan : technical setup and customisation, coupled with sales enablement and training.
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Technical Setup: Successfully completed the technical setup and customisation of the HubSpot portal with customised properties, views, and reports.
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Pipeline Customisation: Automated sales processes for improved efficiency and decreased error. Implemented workflows to create new deals based on lead data and placed them into the relevant separate sales pipelines.
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Lead Qualification: Implemented playbooks and workflows to effectively leverage them for capturing the correct lead data at every stage of the qualifying process.
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Sales Enforcement: Sales automation, implemented in each stage of the relevant deal pipeline, ensured the correct data was collected and internal processes were followed by sales reps.
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Training: Conducted knowledge transfer workshops that trained sales reps on the custom portal, empowering them to use the solution practically.
The Results
The HubSpot Sales Hub Enterprise onboarding project, delivered over a 12-week, hands-on Enterprise Onboarding plan, resulted in the successful deployment of a customised sales solution for Office Xpress. The primary achievement was the technical setup and customisation of the HubSpot portal, which successfully met unique sales pipeline requirements by creating separate pipelines for new and existing business. The implementation of playbooks and workflows in the prospecting process ensures sales reps capture the correct lead data at every stage of qualification, leading to automated sales processes that improve efficiency and drastically decrease user error and data loss. Crucially, the investment is set to pay off by improving both the quality of leads that come into the business and the sales processes for converting those leads into fully-fledged customers. The client is confident that the new CRM will ultimately "revolutionise" their business.
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