By using the HubSpot Enterprise platform, our client successfully aligned marketing and sales.
Stronger alignment between sales and marketing – powered by HubSpot Enterprise
This gave customer-facing teams better control over customer data and more efficient workflows. We supported a Nordic IT security company in building a unified structure and clear CRM usage guidelines, enabling teams to work in a more coordinated and data-driven way. Through a series of initiatives – from lead scoring and reporting to business rules and training – we laid the foundation for stronger collaboration, deeper insights, and higher quality in both sales and marketing activities.
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Customer challenges
- Lack of alignment between marketing and sales
- Unclear expectations and unstructured CRM usage
- Need for more accurate sales forecasts and better pipeline visibility
- A need for a partner who could translate business needs into technical HubSpot solutions
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Actions taken
- Implemented a lead management process with lead scoring and automatic handoff to sales
- Established a team and user structure with proper access levels and team-based reporting
- Set up Line Item Revenue Analytics and individual/team goals for improved forecasting
- Developed clear business rules for HubSpot usage, along with QA dashboards to follow up on data quality
- Provided cross-functional training and support to ensure confident, compliant usage across teams
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Results
- A more data-driven collaboration between marketing and sales
- Marketing gained better insight into what actually generates qualified leads
- Sales teams gained structure, clarity, and a consistent way of working in HubSpot
- Improved CRM data quality and accountability through clear business rules
- More accurate sales forecasts and improved reporting across the organization