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Inbound Marketing CRM & Sales Enablement

BVA: strategic framework and large-scale deployment of HubSpot CRM

case studies

100%

of the units migrated to HubSpot CRM & Sales Hub

100%

of the sales management features were deployed

300

"sales" users adopted the tool

A word from BVA

Despite the complexity and instability of our work environment, the Markentive team was flexible, attentive, responsive, and able to maintain control of the project. Their solution was perfect for our current practices and short-term growth. We not only recommend Markentive, but have already decided to continue working with them in the future!

Benjamin Mesureur, Global Client Director, BVA

About BVA

Industry :

Consulting

Founded in :

1970

Number of employees :

500 -1 000

Websites :

www.bva-group.com

Deliverables :

Inbound Marketing CRM & Sales Enablement
BVA - Objectives and challenges

Objectives and challenges

  • Use the group's expertise to drive its transformation and hybridization strategy
  • Create a sales standard
  • Help the units achieve their sales goals

Bolster the strategy of the group

  • Deploy HubSpot CRM & Sales Hub in 15 business units and management by the end of the year (4 months of deployment)
  • Train the units in the use of the platform while creating a group vision

Create a sales standard

  • Identify a single standard to be implemented across all units, initially with uniform processes (Microsoft Dynamics - Pipedrive - Salesforce - Excel - other tools)
  • Encourage adoption among more than 300 "sales" users by supporting change management within the group

Help the units achieve their sales goals

  • Deploy a collaborative CRM system with up-to-date data on contacts, companies, and sales leads
  • Personalize the experience of each unit and user according to their specific business needs

The solutions we provided

BVA - solutions
  • Define the deployment strategy
  • Define a standard configuration based on an in-depth study of the internal processes of 3 different units
  • Define deployment methods that respect the timeline
  • Build a roadmap with technical guidelines & templates

Deploy HubSpot CRM & Sales Hub in all units

  • Help BVA's internal project team with the various stages of the Agile deployment
  • Maintain a hotline for technical and operational issues
  • Ensure the data is accurate (veracity) and the sales processes are implemented correctly

Post-deployment optimization & adoption promotion

  • Assist the internal project team and managers with the change management process
  • Develop sales processes in accordance with the various use cases
BVA - the results

The results


 

100%

of units migrated to HubSpot CRM & Sales Hub by the end of 2019

100%

of the sales management features were deployed: contacts, companies, deals, pipelines, sales productivity & associated reports

1

report just for monitoring the adoption rate

All the technical aspects and processes were documented to facilitate the transmission of information and manage changes to the tool.

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