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Kwote: The HubSpot suite at the heart of operations

Kwote: The HubSpot suite at the heart of operations

Markentive's help in setting up and structuring the Marketing tools on HubSpot for Kwote
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  • +3000

    enriched and qualified companies in the CRM

  • +5000

    leads activated by digital marketing in 6 months

  • +80%

    conversions from Lead to MQL in 6 months

Objectives and Challenges

In early 2021, Kwote implemented a new RevOps strategy to achieve its growth goals. The company was already equipped with the HubSpot tool stack (Hubs Sales, Service & Marketing Professional), however its setup no longer corresponded to the teams' businesses.

The management was looking for a certified partner & integrator in order to develop the configuration and provide the Sales - Marketing and Customer Service teams with high-performance tools adapted to their new business needs.

CRM & HubSpot Sales Hub:

  • Support the new ABM business strategy and drive recurring revenue;

  • Monitor recurring revenue and follow sales forecasts to meet the needs of a SaaS company;

  • Automate repetitive sales tasks.

Marketing automation:

  • Work on relevant segments to prioritize activation campaigns;

  • Automate lead tracking to increase conversion rate;

  • Use modular templates to increase productivity.

Customer service:

  • Deploy an automated customer support process depending on the nature of the request;

  • Facilitate the onboarding of users of the Kwote platform through online help;

  • Manage CSM activities and monitor satisfaction in real time.

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

Results

3x

performance boost for the sales team (number of calls, meetings, tasks performed)

+80%

increase in Lead to MQL conversion rate in 6 months

8x

less management time per customer request

+3k

companies enriched and qualified in the CRM

+30

segments & sub-segments targeted in a personalized way via sales & marketing activation actions

+5k

leads activated by digital marketing in 6 months

+400

users of the Kwote platform supported by the CSM on the HubSpot ticket pipeline in 6 months

About

See website

Industry

SAAS

Nb of employees

11-50

Localisation

France

Services

Marketing Automation, CRM & Sales Enablement, Customer Service

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