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

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

The case of BVA, an independent research, consulting and data group, expert in behavioral sciences.
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  • 100%

    of the units migrated to HubSpot CRM & Sales Hub

  • 100%

    of the sales management features were deployed

  • 300

    "sales" users adopted the tool

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

 

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

 

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

Results

100%

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

100%

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

1

report dedicated to monitoring the adoption rate

About

See the website

Industry

Consulting

Nb of employees

500 - 1000

Founded in

1970

Services

Inbound Marketing. CRM & Sales Enablement

Launch your project