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Markentive supported Screlec in the strategic definition of its processes to promote the alignment of marketing, sales and customer service teams, then in the complete integration of the CRM.

It's essential to analyze and understand the teams' business processes so as to be able to optimize them and translate them into HubSpot. It was with this in mind that we explored the needs and habits of the teams, in order to build and automate a powerful tool, empowering them to save time, boost productivity and enhance efficiency on all fronts.

During the workshops with Epsor, we retraced the entire customer journey: namely all the stages from the acquisition of the prospect, through the prospecting and sales work of the SDR & Sales, until the conversion into a customer, which leads to the phases of onboarding & management of the customer relationship by the CSM. Detaching ourselves from the HubSpot account and its current setup made it possible to define the desired target vision for Epsor's CRM.

At the start of the project, we guided the CFRT teams in developing their strategy for their CRM ecosystem. Once the platform was operational, we continued to support them, helping them with the adoption of the tool, supporting the deployment of marketing campaigns, and reinforcing the level of maturity of the previously defined processes.

CRM & Sales CRM redesign to support the alignment of the Sales, Customer Support & Marketing teams; Creation of custom properties, so that each team has access to the right information to carry out their activities effectively; Automation of CRM qualification for up-to-date segments, in real time; Activation of advanced features of the Sales Hub Professional to boost the performance of sales teams; Use of HubSpot's ABM features; Introduction of the Product object for more detailed forecasts of recurring revenue; Automations to increase team productivity: sending reminders, creating tasks, enriching CRM data via Workflows to reduce the number of time-consuming actions by sales teams. Marketing Automation Personalized marketing assets and automated scenarios to increase efficiency; Creation of personalized email templates & landing pages in Drag & Drop (thanks to the theme developed by Markentive); Automatic detection of “hot leads” through the implementation of a double scoring (behavioral and demographic). Customer service Deployment of an automated ticketing process to collect and manage customer support requests by category of the support request; Creation and deployment of an online Knowledge Base, connected to the Kwote application; A HubSpot chatbot connected to the Knowledge Base has been integrated into the Kwote application to respond in real time. A word from kwote "L’aide de Markentive dans la mise en place et la structuration de toute la partie Marketing sur HubSpot a été plus que précieuse. L’équipe m’a permis de découvrir l’outil dans sa globalité et de comprendre plus précisément son fonctionnement. L’accompagnement a été très complet puisqu’aujourd’hui j’ai pu acquérir une quasi autonomie sur l’outil : création des workflows, scoring comportemental et démographique, réalisation d’un scénario de nurturing, etc." Pauline Lecheminoux, Growth Marketing Manager, Kwote

Defining the deployment strategy Analysis of the business processes of Expensya’s Sales teams to define the best configuration of the HubSpot CRM Migration preparation: review of the target data model, definition of the mapping to be used between the source CRM and the target CRM, tips for a successful migration schedule, change management Recommendations to automate Sales pipelines Suggestions of automations to maintain a high level of Data quality (create tasks for the task allocations & information sharing, avoid double entries, etc.); Structuring Dashboards & KPIs to better measure business performance, team productivity and data quality

After analyzing the different use cases and the needs of the different teams, we implemented a series of tools and processes to support the customer service teams according to the level of support (level 1, level 2).

Markentive supported Exodata in the creation and implementation of its Growth action plan. After analyzing the client's technological environment, we decided to redesign the Exodata website in order to help them obtain qualitative results quickly. The Growth project was therefore divided into two main parts:

1) Structuring of common processes Business Processes and Onboarding Implementation of two separate business processes for Key Account teams and field teams; Build of two pipelines, with custom automations; Automation of the passing of information to salespeople and CSM thanks to a Ticketing system to represent the onboarding project. Customer Service Process Redefining the data model for Tickets; Enabling different ticket creation channels (Chat, Phone, Forms, Inbox).

Through a series of workshops, our consultants were able to grasp and understand Meritis' specificities as an IT consulting firm. As experts in the HubSpot tools, we were able to offer them personalized settings that meet their usage needs.