HubSpot | Sales Enablement

Onboarding Everest Packaging on HubSpot

Luke Marthinusen | October 6 2021

Everest Packaging specialises in corrugated cardboard packaging, bespoke research and design packaging.

The brief

Everest Packaging came to MO Agency to revolutionise their sales business processes as their team was keeping track of company contacts in their own contacts lists. We were over the moon to be helping them get set up on HubSpot and say goodbye to their retro contact lists.

Everest Packaging needed a way to have a full overview of all their pipelines and have every step in the process communicated to the relevant departments as they progressed. They were using a packaging industry business management software Abaca to manage their business processes which they needed to include in their deal and quoting process.

The challenge

Processes

Everest Packaging has many steps within their business, from initial sales to manufacturing and client satisfaction. Our challenge was to connect these processes and different departments and the data they share, without adding administrative tasks or manual data entry.

Data management

As their sales team did not have a CRM to manage their contacts and were reliant on each individual’s personal mobile phone contact lists, contacts ran the risk of being lost or mismanaged.

We needed to bring in a CRM that made it easy for sales to manage their leads while being integrated with the rest of the business processes and departments. We needed to prevent the duplication of contacts and the loss of any activity data.

Reporting

Their management teams needed a way of keeping track of their sales teams activities and targets and reporting on revenue. We needed to implement data collection processes and implement analytics tools that build reports, providing a holistic view of the business.

Primary goals

  • Set up HubSpot CRM and Sales HubSpot portal
  • Consolidate and migrate their existing databases to HubSpot
  • Onboard and train the Everest Packaging team on the new system and processes

The solution

HubSpot portal setup

We set up a HubSpot sales portal for Everest Packaging with a few pipelines that follow their production and sales processes. This meant that sales could keep track of all their contacts within the same portal, add deals to a pipeline and keep a record of all sales activities automatically.

We needed to consolidate all their existing data and ensure it was formatted correctly to be imported accurately. Once imported, sales could immediately begin managing their leads and deals in HubSpot.

Automation, reporting and integration

Once a deal has reached a certain stage in the sales pipeline we set up workflows for each following stage as the deal moves through the production process. These automations notified each department within the business that the deal had progressed and the next stage of production could begin. In this way, sales and each production department was in the loop at all times on the status of the deal.

Next up, connecting their production management system Abaca to HubSpot to eliminate manual deal, contact and company creation. We created a form that sales could use to create the contact and all of their details in both HubSpot and in Abaca in one step.

Onboarding

Once the portal and all of its workflows had been set up, we connected with the team at Everest Packaging for a number of onboarding sessions which helped them all transition to the new platform and understand how it works.

Our impact

Everest Packaging has a few senior members of their team who were a little tentative about adopting a new system they may not understand, but once they started the onboarding, it did not take them long to utilise HubSpot effectively. We were very impressed by their team for mastering HubSpot as quickly as they did.

We will continue to support their team with HubSpot and hopefully expand their portal in the future.

The results

Sales

Their sales team grasped HubSpot quickly and were able to continue exactly where they left off while quickly and easily adding deals to HubSpot through a 2-way sync with Abaca. Their sales team is now able to manage a large number of leads easily and without any errors or lost data.

Production

With a solid pipeline in place, Everest Packaging was able to keep their entire business in communication and break down the department silos, improving efficiency, ending delays and reducing lead times.

Reporting

With the entire sales process captured in HubSpot through tracked emails and engagements and deals process monitoring in place, they were able to generate detailed reports with HubSpot’s analytics tools. Even reporting on production processes and management.

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