We helped our client 11x their pipeline within one month by implementing an automated process for scraping and integrating partner channel data into HubSpot.
The Challenge
One of our client's main channels for winning business was through partners who published high-velocity job demands on their portals.
To submit proposals and potentially win these opportunities, our client had to manually check these portals, input the information into their CRM, and manage this process without any set schedule or order. This manual approach was not only time-consuming and inefficient but also caused reps to cherry-pick high-value deals that they felt was worth the extra effort.
As a result, many opportunities were missed, and the client could not determine the total addressable market for these opportunities. Additionally, they needed a live report to see key metrics such as the total pipeline, the status of deal submissions, and the forecasted revenue.
The Solution
Lean Layer stepped in to automate and optimize this process. We developed a scraping process to gather data from partner portals and integrate it into HubSpot, enabling the client to streamline deal selection and processing workflows.
The Approach
Learn more about our approach on how we solved this for our client below:
- Data Scraping Implementation: Established a scraping process to gather job postings from partner portals daily.
- Automated Data Integration: Set up an automated system to import this data into HubSpot, creating deals in the correct pipeline and assigning them to the appropriate sales reps.
- Centralized Reporting: Created comprehensive dashboards to track the status of all deals, their values, and their progress.
- ETL Process: Implemented an ETL process to ensure data consistency and accuracy, updating old deals and adding new ones as they appeared.
- Training and Enablement: Provided training to the client’s team on managing the new system and using the reporting tools effectively.
The Impact
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Efficiency: Significant reduction in manual data entry and deal processing time by reps.
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Pipeline Growth: Increased the pipeline by 11x, from around $50,000 per month to $540,000 in the first month of the new process.
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Improved Forecasting: Enhanced the ability to forecast sales and manage quotas by having a real-time view of the pipeline and deal statuses.
Lean Layer's automation of the partner channel data integration process enabled our client to capitalize on more opportunities, significantly increasing their pipeline and improving their operational efficiency. This streamlined process provided the client with accurate, real-time data crucial for their business growth and fundraising efforts.
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