Marketing Automation CRM & Sales Enablement Customer service

The HubSpot suite at the heart of operations at Kwote

+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

"Markentive's help in setting up and structuring the Marketing tools on HubSpot was super valuable. Their team allowed me to discover the platform as a whole and to better understand how it works.

The support was very comprehensive as I have now achieved full autonomy in using the tools: creating workflows, behavioral and demographic scoring, designing nurturing scenarios, etc."

Pauline Lecheminoux, Growth Marketing Manager, Kwote

Industry

SAAS

Founded in

2018

Number of employees

11-50

Website

kwote.fr

Markentive solutions

Goals 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.

The solutions provided by Markentive

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.

The results

+3000 companies enriched and qualified in the CRM
+30 segments & sub-segments targeted in a personalized way via sales & marketing activation actions
+5000 leads activated by digital marketing in 6 months
+80% increase in Lead to MQL conversion rate in 6 months
Boost x3 of sales team performance (number of calls, meetings, tasks performed)
+ 400 users of the Kwote platform supported by the CSM on the HubSpot ticket pipeline in 6 months
x8 less management time per customer request

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