{"id":78120,"date":"2023-04-27T14:44:17","date_gmt":"2023-04-27T11:44:17","guid":{"rendered":"https:\/\/www.instinctools.com\/?post_type=success-stories&p=78120"},"modified":"2025-07-23T10:53:58","modified_gmt":"2025-07-23T07:53:58","slug":"hubspot-implementation","status":"publish","type":"success-stories","link":"https:\/\/www.instinctools.com\/success-stories\/hubspot-implementation\/","title":{"rendered":"HubSpot For Consulting Company"},"content":{"rendered":"\t\t
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HubSpot Implementation For a Mid-Size B2B Company<\/h1>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t
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How HubSpot implementation helped a consulting company automate 30% of their business development team\u2019s workflows and increase MQL-to-Deal conversion by 20%.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t

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Industry:<\/strong>
Fintech<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t

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Home<\/a><\/span><\/span><\/p>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t

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Business Challenge<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t
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No matter how hard-working and talented your business development team is, their efforts won’t yield the desired results if the information about leads and clients is stored across multiple spreadsheets or worse, jotted down on paper.<\/p>

As any business grows, it becomes harder to keep track of all the data. Lack of visibility across sales and marketing processes<\/strong> brings mayhem to the management of these activities and has a negative impact on a company’s performance.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t

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That’s exactly what happened to our client, a US consulting firm from Chicago that provides professional accounting services and what made them look for a technological remedy.
It used to be difficult for the client to navigate through tons of disparate data within their marketing and sales department, let alone use it for the company\u2019s benefit. To do so, they needed a well-honed, calibrated CRM that would make the sales process transparent and traceable<\/strong>.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t

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Prior to engaging with *instinctools, the company had been utilizing Zoho CRM, which focused solely on lead generation, leaving other aspects of the sales funnel unaddressed.
Meanwhile, the marketing department used the standard MS Office 365 package.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t

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What were the consequences of such an approach?<\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t
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  1. Poor customer experience.<\/strong> Personalized services are critical to sustaining customer loyalty in today\u2019s business landscape. While attempting to gain insights into their clientele and tailor their services accordingly, our client relied mainly on intuition. However, without the aid of an up-to-date CRM system, it proved challenging to gather and manage the relevant data, and put it to use.<\/li>
  2. Inefficiency.<\/strong> The Biz Dev team was struggling with the burden of repetitive and mundane administrative tasks, which were consuming a significant amount of their time. As a result, there was an urgent need for a solution that could automate these tasks and reduce the workload on the sales managers and lead generation team. Such a tool would enable them to focus on more critical activities, such as engaging with potential clients and lead nurturing.<\/li>
  3. Lost opportunities.<\/strong> The absence of a systematic and automated approach to follow up on leads resulted in missed revenue opportunities. In this case, a robust CRM solution was a must to save the day.<\/li><\/ol>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t
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    1. Misalignment between sales and marketing teams.<\/strong> Due to the lack of quality analytics, the sales team sometimes failed to deal with leads generated by the marketing department in time.<\/li>
    2. Lack of consistency.<\/strong> With most data stored in disparate spreadsheets or on paper, customer information became sacred knowledge possessed by individual employees. This led to cumbersome transfers of document access and tons of effort spent on consuming the intricacies of particular files, when those \u2018data custodians\u2019 were off work or new staff needed onboarding.<\/li><\/ol>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t
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      All these circumstances hindered the development and growth of the client\u2019s business.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t

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      Solution<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t
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      Once the problem was identified, the client turned to *instinctools, a CRM consulting and implementation company<\/a>, for a solution. As per our standard practice, we started with a deep dive into the client\u2019s business processes to find a solution that can meet the customer’s requirements.\u00a0<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t

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      Discovery<\/h3>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t
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      One of the client\u2019s underlying requirements was to choose a CRM system that could grow with the company while not draining its budget.<\/p>

      The customization of the client\u2019s existing CRM \u2014 Zoho \u2014 was not an on-the-table option. During the discussion of the system requirements, it became clear that fine-tuning Zoho couldn\u2019t fully cover the client\u2019s needs. That\u2019s why, it was decided to implement a new, more powerful CRM<\/strong>.<\/p>

      For organizations of our client\u2019s scale, Salesforce is usually a good fit. But despite the popularity of the platform, not every company can afford it. For our client, the price of implementing Salesforce didn\u2019t make sense \u2013 the license fee was too high, considering that the client didn’t need all the platform\u2019s features. With this in mind, we shifted to searching for more budget-friendly options<\/strong>.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t

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      Given the client\u2019s company size, its business processes, and budget, HubSpot<\/a> looked like an excellent choice. This platform provides all the necessary functionality while costing several times less than Salesforce.<\/p>

      The client strongly favored HubSpot CRM implementation after we presented its capabilities:<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t

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