Implementation of HubSpot CRM

Background

Industrial Power Units (IPU), a global leader in the design, manufacture, and distribution of high-quality components, services, and systems for critical diesel and gas engine applications, faced a pivotal moment in its growth trajectory. With the ambition to boost sales by 25%, IPU recognised the need to enhance sales force efficiency through advanced technological solutions. The introduction to HubSpot CRM at a Wellmeadow webinar became the catalyst for a transformative journey aimed at streamlining sales processes and nurturing customer relationships more effectively.

IPU’s ambitious growth targets necessitated a radical shift in how the sales and marketing teams operated. The primary objective was to leverage a CRM system to enhance sales efficiency, thereby freeing up valuable time for sales personnel to focus on value-added activities with customers. However, integrating a new CRM like HubSpot posed cultural and operational challenges, highlighting the need for strategic change management to ensure smooth adoption and maximisation of the CRM’s potential.

How we helped

Wellmeadow, in partnership with IPU, embarked on a rapid deployment strategy, engaging with the IPU sales team within a week of the initial webinar. Recognising the cultural hurdles of adopting new technology, Wellmeadow facilitated workshops to address concerns, showcasing how HubSpot could simplify daily tasks and contribute to sales success. Senior leadership at IPU played a pivotal role, embracing HubSpot as a tool for leading the change, setting a powerful example for the team.

Onboarding the sales and marketing teams was undertaken in person and online in order to get HubSpot operational in a minimal timeframe. Training was also provided to enable IPU to develop internal HubSpot capabilities.

A significant focus was placed on data migration from the legacy system to HubSpot, ensuring a clean, targeted contact list for enhanced sales outreach. This process not only facilitated a smoother transition but also laid the foundation for more strategic sales engagements.

Recognising the importance of a unified view of customer interactions, Wellmeadow implemented the Outlook plug-in integration within HubSpot. This critical step ensured that all relevant email communications were tracked and recorded in the CRM, providing a single source of truth for each deal and enhancing collaborative efforts across the team.

Furthermore, Wellmeadow’s expertise extended to refining IPU’s sales processes and pipelines within HubSpot, aligning them with the company’s strategic goals. Custom reporting and dashboards were developed to provide actionable insights, enabling data-driven decision-making and fostering a culture of continuous improvement.

The partnership between IPU and Wellmeadow marked a significant milestone in IPU’s digital transformation journey. By harnessing the power of HubSpot CRM, IPU achieved a more efficient, cohesive, and strategic sales operation, poised for substantial growth. The integration of HubSpot facilitated a cultural shift towards embracing technology as a key enabler of sales success, reinforcing the commitment to meeting and exceeding ambitious sales targets.

Results

IPU’s journey with Wellmeadow illustrates the transformative potential of CRM technologies in achieving sales excellence. Through strategic planning, collaborative engagement, and expert guidance, IPU has not only positioned itself to meet its growth objectives but has also established a foundation for sustainable success in a competitive global market.