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Industry
Data synchronization for the consumer goods supply chain
Year and type of work
2017 · HubSpot build
Challenge
Marketing and sales shared a revenue goal but not a process. Leads bounced between product reps and sales tracked activity outside HubSpot.
Results
Sold ARR up 374% in one quarter over all of the prior year.
What we used
Sales enablement, HubSpot CRM and Sales Pro
374%more sold ARR in Q1 2017
77%fewer days to close
5xaverage deal value
1,000%more inbound leads in a year
“Working with Huify to develop our inbound marketing efforts has been a gamechanger for iControl.”Mike Flebotte
EVP, Marketing & Business Strategy, iControl Data Solutions
About iControl Data Solutions
iControl Data Solutions provides data synchronization and B2B payment tools for the fast-moving consumer goods supply chain.
What we did
- Set shared S.M.A.R.T. revenue goals with HubSpot dashboards reviewed weekly.
- Documented one sales process for every inbound lead, regardless of product.
- Set a five-minute follow-up standard with Zapier and Slack alerts.
- Moved sales into HubSpot CRM and Sales Pro, and integrated PandaDoc.
What changed
The team averaged 40 qualified leads a month, prospecting emails hit a 43% reply rate, and every inbound lead got a five-minute follow-up. The first inbound rep closed one of the quarter’s largest deals in her first 30 days.
From the project
