CASE STUDY
Our client is a UK-based professional services company with multiple service offerings and several wholly owned businesses. Having previously acquired several businesses, the client was experiencing some inefficiencies to grow and offer more services to their clients.
The client knew that they needed to consolidate data and processes and initiate a project to bring a more holistic approach through several CRM migrations.
Following several discussions and a presented approach for the project, RevM was chosen as the HubSpot Partner to deliver the consolidation project, which consisted of multiple HubSpot CRM migrations. Our skills and experience in CRM migration and complex data mapping matched the client's needs.
Having worked on the CRM migration project together for some months, we quickly moved into a trusted partner relationship where our client said, “We trust you to do the right thing”, whether this was consulting on the most practical and optimal way to consolidate the business data and pipelines or looking to RevM to resolve complex problems with custom HubSpot solutions which were needed in addition to the CRM migrations.
While many challenges could be defined, the key strategic challenges before the CRM migrations were:
Having discussed the project objectives and the challenges ahead, we quickly gave our client the confidence that we had the expertise to execute a complex data strategy when consolidating four CRMs into one HubSpot CRM through a series of CRM migrations.
We demonstrated our significant Sales Ops/Rev Ops and Pipeline experience, which included a strategy to keep the business running while making significant changes.
Our presented approach resonated with the client, and from the outset, there was good alignment and agreement on how to proceed with the CRM migration.
Once the commercial agreements were signed, we quickly moved from the approach document into detailed planning, balancing both the business objectives and the practicalities of consolidating four streams of data, configuration and processes into one.
Our plan was created and managed within our project management and collaboration platform so that there was real-time visibility of progress and, of course, a centralised project source of truth, which was incredibly useful for our client.
Throughout the CRM migration process, multiple stakeholders were involved from across the various businesses, and it was essential to bring a cohesive team together to solve issues; after all, our client was moving from a collection of CRMs with disparate configuration and management; therefore, stakeholder engagement was crucial.
At a high level, our approach to consolidation and execute the CRM migration was to:
While progressing the above approach, it was also necessary to do a full HubSpot Enterprise onboarding, including training users and complete knowledge transfer to the new super users.
Following the CRM migration, our client has received a generally positive user experience from users. With all client and prospect data in one central CRM, it is now easier than ever to instantly get a 360-degree view of a contact or company, not to mention a full view of the sales pipeline across all businesses.
Our client is now able to create strategic account plans across the business as well as standardising best practice operational processes.
Reporting is straightforward, measuring ‘apples for apples’ across businesses despite the nuances of each business.
Less IT overhead, with just one centralised HubSpot platform.
Get in touch to discuss your HubSpot CRM migration with us, we’d be happy to have a very open conversation with you to help you with the planning of your project.