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SaaS Sales Enablement Case Study

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HubSpot Consulting Partnership Empowers SaaS Sales Team To Succeed


eSafety provides online training through a scalable learning management system (LMS). As a whole, the eSafety team is dedicated to delivering better safety training to their customers by thinking big and prioritizing their customer's needs. As a growing company focused on continuous improvement, eSafety had already partnered with 足球滚球的正规平台APP for full-service marketing support, but they also had big goals to streamline their sales process.

8%

Percent Lead to Customer Conversion Rate

13%

Percent Deals Open to Closed Won Conversion Rate

78

Deals Closed Since Moving to HubSpot

A long-term partnership with 足球滚球的正规平台APP and a brand new HubSpot consulting service approach helped eSafety realize these results. Let’s take a look at how we got here.

The Challenge

Implementing a CRM around an already successful, but rapidly growing sales process. 

Unlike many companies new to the HubSpot Sales Hub, eSafety already had a solid, proven sales process in place. They had done the hard work of identifying how best to sell to their customers, but as a rapidly growing small business, they were struggling to find tools that could keep up.  Here's what eSafety's Sales Director, Amanda, had to say about the challenges their sales team was facing:

After outgrowing four different CRMs, eSafety knew they needed an option that would grow with them, but they were understandably wary of making another transition. With a defined sales process and important, detailed sales information stored in their existing CRM, eSafety didn't want to lose the customer information and data they'd gathered over the years. 

Another big challenge for the eSafety sales team was visibility. With a small, dedicated sales team, everyone wears multiple hats. Different people handle new incoming leads based on the day, who is out, and who is available. eSafety needed a way to catalog and easily access all of the information associated with every new lead and sales contact , so each team member could seamlessly slide into the sales role when necessary, without dropping prospects. 

As their marketing support team, 足球滚球的正规平台APP had suggested HubSpot several times, but after outgrowing four different CRMs, the eSafety team wanted to be sure that HubSpot could genuinely solve their sales process pain points, and support their team as they grew. After a few years of 足球滚球的正规平台APP recommending HubSpot, eSafety decided to take the plunge.  Here's what eSafety's Customer Champion, Elinor, had to say about choosing HubSpot:

The Solution

A unique approach for a unique team. A HubSpot consulting partnership gave the eSafety team the independence to build a platform that worked for them, for good. 

A one-size-fits-all onboarding process wouldn't benefit the eSafety team, so we settled on a consulting partnership that would give eSafety the freedom they needed to dive in and truly make HubSpot their own, while still having the benefit of a HubSpot expert available to answer questions and help educate them on best practices. 

足球滚球的正规平台APP also worked to connect eSafety with the experts that could help them safely transfer all of their data from their old CRM into HubSpot. With that support, they were able to successfully pull all of that existing sales data onto their new Sales Hub. 

With all the numbers in place, it was time to get eSafety started on HubSpot. 
Here's how our consulting partnership worked: 

  • eSafety dedicated two team members as HubSpot power users (the real heroes of this success story).
  • Those two power users first worked with 足球滚球的正规平台APP's HubSpot Certified Trainer to learn HubSpot best practices and gain a general understanding of the platform's capabilities.
  • Then, eSafety's team dove right in and got to work making HubSpot work for them.

With 足球滚球的正规平台APP as their go-to consultant and HubSpot's chat support to help with any troubleshooting, the eSafety team had all the resources they needed at their fingertips to make HubSpot truly work for their team.

The Results

A CRM and all the technical support eSafety needs to streamline their sales process and continue growing with confidence.

The eSafety team is actively using HubSpot with support from both 足球滚球的正规平台APP and their in-house HubSpot power users.

With consulting support, eSafety is able to get customized HubSpot training, exactly when and where they need it. As their partner, we were able to walk with them through their migration onto the HubSpot platform, and today we support them with regular connect calls and custom tool coaching as needed.

A consulting approach to this HubSpot partnership gave eSafety the freedom they needed to really make the most of the HubSpot platform. Here's what they have to say about the results: 

And what about the numbers?
Has moving to the HubSpot Sales Hub helped eSafety grow? 

8%

Lead to Customer Conversion Rate

13%

Deals Open to Closed Won Conversion Rate

78

Deals Closed Since Moving to HubSpot

Yes. Not only is eSafety closing more deals, more efficiently, but their entire team has noticed the difference. 

As you heard in that video, the sales team has more visibility into data, financial information, and has been able to significantly minimize lost clients. Elinor mentioned above that sales reports that used to take her 3 hours to pull, now take just 25 minutes or less. 

In short, eSafety's sales team is thriving. With custom workflows, custom reports, simple contact and lead tracking, and so much more, eSafety has the support they need to not just maintain their signature sales process, but to truly grow. Every team member can see all of the lead and contact information they need, at a glance, solving eSafety's initial problem with visibility.

Best of all, HubSpot has helped solve one of eSafety's greatest upfront concerns — it's a tool they know will grow with them. 

Both Amanda and Elinor mentioned how glad they are to have a CRM that supports them now, but that they know will continue to support their growing sales team — and the company as a whole — as eSafety continues to grow.

What's Next?

The 足球滚球的正规平台APP team is excited to continue our partnership with eSafety. We can honestly say they are one of our most successful HubSpot-using clients, and that is due to their dedication and hard work. We're inspired by eSafety's efforts, and we're so glad to see how well this consulting partnership —  a new approach for both teams — has delivered results and is continuing to support eSafety into 2021.

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