Executive Summary

A national leader in coastal and marine infrastructure sought to overhaul its sales processes by implementing HubSpot Sales Professional. The core of the project was not only to adopt a new CRM but to create a seamless integration with their SAP ERP system to ensure data consistency from initial deal to project execution.

• Successfully implemented HubSpot Sales Professional to manage the entire sales pipeline.
• Developed a custom SAP integration to synchronize deal and customer data automatically.

About the Client

The client is a national leader in the specialized engineering and marine construction industry. They serve a diverse range of government, commercial, and private sector clients on major waterfront development projects.

The Challenge

The client’s primary pain point was a disconnected and manual sales process. Sales data was scattered, making it difficult to track deals effectively, and the lack of integration with their SAP system meant that crucial project and financial data had to be manually re-entered, leading to delays and potential errors. Their goal was to create a unified system that provided clear visibility into the sales pipeline and streamlined the handover from sales to operations.

The Solution

The solution was a focused implementation of HubSpot Sales Professional, tailored to the client’s unique sales cycle for large-scale construction projects. A critical component of the project was the design and development of a robust, bi-directional integration with their SAP system. This allowed for the seamless flow of information about deals, customers, and project specifications, eliminating the need for manual data entry.

The Results

The HubSpot and SAP integration has transformed the client’s sales process. Sales teams now have a 360-degree view of all client interactions and deal statuses within HubSpot. The automation between the two systems has significantly improved operational efficiency, reduced data entry errors, and ensured that project teams have accurate information from the moment a deal is closed, leading to smoother project kick-offs and improved client satisfaction.