Process
CRM
Tools

Migration to Hubspot to structure the management of commercial activity

Taken over a year ago, The Clothette lacked visibility on its commercial activity, with a little-used CRM and opportunities monitored outside the tool. The challenge was to simplify use, clarify the sales funnel and make data reliable in order to implement effective management of seasonal campaigns and the commercial pipeline.

Retail fashion
Sector
paris
Location
10 - 50
Employees
2
Consultant (s)
2 months
Duration of the mission

Our impact in figures

+40k

records migrated from Salesforce to Hubspot

2

Dashboards covering Activity and Performance

background

‍
The Clothette sells its products by season. The challenge was to transcribe the Salesforce “campaign” object into HubSpot. The existing CRM was little used: Sales did not fulfill it, opportunities were monitored via Excel, few activities were recorded, no reports were produced from the CRM and many accounts remained abandoned. Management launched the project to simplify use, make data reliable and accelerate adoption, in order to sustainably anchor an operational and controllable CRM on a daily basis.

Solutions provided

Key deliverables

  • New business processes (Whimsical)
  • Notion training materials (with video examples)
  • HubSpot instance configured + pipelines/properties/workflows
  • Salesforce → HubSpot migration (+40k registrations)
  • Activity & Performance Dashboards

Our actions in detail

  • Design & workshops : kick-off, audit of Sales/Marketing processes, workshops to define target processes (Lead → Deal), review of existing documentation, validation of the target data model.
  • HubSpot implementation (Sales & Marketing Hub) : configuration (Sales & Marketing pipelines, properties, simple automations via workflows, user rights), integrations (email, agenda, website).
  • Data cleaning & migration : removal of duplicates (if the matching key is present: tel, email, siret, etc.), mapping of matches, import from Salesforce, tests and iterations to guarantee quality.
  • Marketing base : website connection, creation of forms, lists, lists, newsletter, simple marketing frame.
  • Training & hypercare : user documentation (Notion), Sales & Marketing training, hypercare support, feedback and adjustments collection.

‍

Results

HubSpot was deployed and configured to simplify use, structure the funnel, and make Salesforce data more reliable. The pipeline has been clarified with steps by milestones, the integrations (email, agenda and tools used) have been set up, and a minimal marketing base has been activated (website, forms, lists, lists, newsletter). The team now has Activity and Performance dashboards and training materials to maintain adoption. The objective is to have a CRM that is really used on a daily basis to manage campaigns/seasons and sales pipeline.

‍

In summary...

Before

  • A sales funnel lacking clarity
  • Unstructured and redundant reports
  • Limited adoption of Salesforce by sales teams
  • A significant part of CRM data that is little or not used
  • A lack of integration with the other tools used
  • A UX that does not sufficiently highlight key indicators

‍

‍

After

  • A clearly structured sales funnel, with specific milestones at each stage of the journey.
  • Clear dashboards
  • A sales team trained and aware of the usefulness of HubSpot
  • Structured data and clear processes to fully exploit CRM
  • Tools integrated with HubSpot
  • A clear HubSpot UX, giving quick access to key information

‍

Avant

After

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