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Case Study: Industrial Gas Distribution

Modernizing Sales and Marketing Processes with HubSpot Integration

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Change Management

Industry

Energy & Utilities

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System Integration

Software

HubSpot Sales Hub Enterprise,
TIMS Integration

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OVERVIEW

Modernizing Sales and Marketing Operations with Seamless System Integration

A leading distributor of industrial gasses and welding supplies has been committed to delivering high-quality products and exceptional customer service for over 40 years. Despite their industry prominence, the company faced challenges in modernizing their sales and marketing processes, primarily due to outdated manual practices and inefficient use of digital tools.

Technology Stack and Integrations
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Challenges

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The company’s sales reps relied heavily on manual processes, including phone calls and paper trails, leading to inefficiencies and difficulties in tracking sales activities.

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Despite using HubSpot for 6-7 years, the system was not configured properly, leading to low adoption rates among the sales team.

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Their tech stack, including TIMS for ERP and Monday.com for project management, lacked integration, resulting in fragmented data and processes.

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Their website, initially on a free CMS, lacked functionality and was in the process of being moved to WordPress for better performance and capabilities.

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Objectives

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Streamline Sales Processes: Automate and optimize sales activities using HubSpot tools to enhance productivity and provide better visibility into sales performance.

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Improve CRM Adoption: Reconfigure HubSpot setup to increase adoption and usability for the sales team.

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Integrate Disparate Systems: Connect various tools within the tech stack to create a seamless and efficient workflow.

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Enhance Website Functionality: Successfully migrate to WordPress and integrate with HubSpot for better lead management and customer engagement.

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Organize Data Management: Correctly assign properties in HubSpot to ensure accurate data tracking and reporting.

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THE SOLUTION

Seamless Sales Transformation: The HubSpot and TIMS ERP Integration Synergy

ManoByte's solution involved implementing HubSpot Sales Hub Enterprise to streamline sales processes and reconfiguring the CRM for better adoption and usability. They also migrated the company’s website to WordPress, integrated TIMS ERP with HubSpot, and developed custom workflows to automate processes.

Implemented HubSpot Sales Hub Enterprise and reconfigured the CRM.

Integrated TIMS ERP with HubSpot using middleware solutions.

Developed custom workflows for automating pricing approvals and deal management.

PROVEN PROCESS

The ManoByte  Methodology®

The success of the project can be attributed to the ManoByte Methodology, which includes six detailed and structured phases:

Strategy (1)

Strategy

ManoByte conducted a comprehensive process discovery and developed a strategic plan that aligned with the company’s objectives, focusing on system integrations and process automation.

Configuration

Configuration

Configured HubSpot Sales Hub Enterprise and integrated key systems like TIMS ERP. Adjusted HubSpot’s settings and workflows to match the company’s specific sales and operational requirements.

Change Management

Change Management

Prepared and supported stakeholders for the transition to a new system. ManoByte worked closely with the sales team to ensure smooth CRM adoption and fostered a culture of change.

Development

Development

Developed custom workflows, integrated tools like TIMS ERP, and automated manual processes. This phase also involved setting up essential features in HubSpot, such as the deal pipeline, custom notifications, and approvals.

Implementation

Implementation

Deployed the integrated systems, ensuring all workflows and automations worked seamlessly. This phase also included migration of the website to WordPress, linking it with HubSpot for efficient lead management.

Rollout (1)

Rollout

Comprehensive testing, quality assurance, and training were provided. The sales team received personalized training sessions to improve CRM adoption, and ManoByte ensured the system was fully operational post-launch.

IMPLEMENTATION PROCESS

Tailored HubSpot Implementation and Integration for Streamlined Sales Operations

Steps involved in the implementation process:

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HubSpot Setup: Implement Sales Hub Enterprise for 10 users, focusing on tools like deal pipeline, tasks, documents, calling, meetings, payments, playbooks, and sales analytics.

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System Integration: Integrate TIMS ERP with HubSpot using middleware solutions to ensure seamless data flow and process automation.

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Sales Process Optimization: Develop custom workflows in HubSpot, including automated notifications for pricing approvals and streamlined deal management processes.

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Training and Adoption: Conduct comprehensive training sessions for the sales team to improve HubSpot adoption and demonstrate the benefits of the new system.

Case Study WestAir - TIMS

THE RESULTS

Integrated Sales and Marketing Solutions Drive Operational Efficiency

ManoByte helped the distributor modernize their sales and marketing operations. By implementing HubSpot Sales Hub Enterprise and integrating various tools like TIMS ERP, ManoByte streamlined processes, automated workflows, and enhanced data management. This transformation led to improved sales efficiency, higher CRM adoption rates, better customer engagement, and optimized data tracking, positioning the company for continued growth and excellence in customer service.

Positive Outcomes

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Enhanced Sales Efficiency: Automated sales processes reduced manual workload and improved efficiency, allowing sales reps to focus more on customer interactions and closing deals.

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Increased CRM Adoption: Reconfiguring HubSpot led to higher adoption rates among the sales team, resulting in better data management and visibility into sales activities.

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Integrated Systems: The integration of TIMS ERP with HubSpot created a unified platform for managing customer data, sales processes, and inventory, leading to more informed decision-making.

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Optimized Data Management: Correctly assigned properties in HubSpot ensured accurate tracking and reporting, supporting better strategic planning and performance analysis.

Ready to transform your business?

Schedule a consultation with ManoByte today, and let us help you navigate the path to success!

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Resources

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