<img src="//salesviewer.org/LE-005096-001.gif" style="visibility:hidden;">
Skip to content
en

    SCALABLE LEAD MANAGEMENT & HS x SF INTEGRATION FOR GLOBAL ALIGNMENT

    Integrated HubSpot x Salesforce for closing the loop between Marketing & Sales, resulting in enhanced data synchronization, improved communication, and scalable lead management.

    Knauf, a leading global company specializing in building materials and construction systems, sought to optimize its lead management processes across its global operations. By aligning its marketing and sales efforts through the integration of HubSpot Marketing Hub and Salesforce Sales Cloud, Knauf achieved enhanced data synchronization, improved communication, and scalable lead management. Discover how this tailored solution empowered Knauf to streamline operations, improve reporting, and drive business success in the construction industry.

    CC - landingpages banner icon-Aug-29-2024-03-27-06-2642-PM

      Scalable lead management process

      Closing the loop between Marketing & Sales

    Streamline global operations

    • The Brief

      INTRO: Knauf, a global leader/major player in building materials and construction systems, operates in over 90 countries with a diverse range of products, including gypsum boards, plasters, insulation materials, and environmentally friendly solutions. Despite their advanced use of HubSpot Marketing Hub, Knauf faced challenges due to the use of separate CRM systems and a lack of alignment between marketing and sales.

       

      CONTEXT: With diverse brands and localized processes, Knauf needed to design a scalable lead management process and integrate HubSpot with Salesforce. The aim was to unify marketing and sales efforts, improve data-driven decision-making, and enhance customer experience across its global operations.
       
      MAIN CHALLENGES
       
      • Misalignment between sales and marketing teams using separate CRM systems, leading to misaligned data, reporting challenges and inefficiencies in tracking the customer journey
      • Complexity due to Knauf’s global scale and diverse brands/product lines, resulting in siloed processes and inconsistent lead management across markets
      • Integration difficulties stemming from existing setups and the need to maintain operational continuity, requiring complex integration and automation requirements
       
      CC - landingpages overview-Sep-03-2024-02-02-47-4504-PM

    Objective

    To overcome these challenge, Knauf's digital transformation focused on creating a scalable, unified lead management process adaptable across all Knauf markets, and aligning marketing and sales efforts through the integration of HubSpot and Salesforce, thereby enhancing overall business operations and customer experience.

    Carl_2
    Scalable leadmanagement process with hubspot for knauf

    Scalable Lead Management Process

    To establish a standardized yet adaptable lead management process, a flexible system was designed. This process delivers:

    • Global Consistency with Local Flexibility: A standardized lead qualification and marketing process ensures uniformity across regions while allowing for necessary local adaptations to meet diverse market needs.

    • Future-Proof Design: The process is built to be easily updated as new markets and processes rolled-out, ensuring scalability and ongoing relevance.

    • Collaborative Optimization: In-depth workshops with both Marketing and Sales teams were conducted to understand their needs and unify processes. This collaboration optimized pipelines, improved segmentation, and mapped out the lead management process and integration framework.

    HUBSPOT x salesforce integration

    To enhance alignment between sales and marketing efforts, the HubSpot Marketing Hub was integrated with Salesforce Sales Cloud using the native integration. This integration ensures:

    • Seamless Data Sync: Contacts and leads are effortlessly synced between systems, ensuring smooth alignment of sales and marketing efforts for better collaboration.
    • Automated Processes: Automations were enabled to keep processes in sync and ensure data is consistently updated in both systems, promoting transparency and efficiency.
    • Collaborative Execution: The integration was executed in partnership with an external team, including rigorous testing before final validation and deployment to ensure a smooth implementation.
    SalescycleswithHubSpotSalesforceIntegration

     

    Enhanced Lead Management

    Increased Operational Efficiency

    Improved Transparency and Collaboration

     

    3. Phased Rollout

    • Implemented the processes and additional requirements and lower priority needs in phases 
    • Initiated with a Pilot Program with Proof of Concept (POC) in select markets, focusing on high-priority needs
    • Conducted testing and adjustments based on user's feedback, ensuring a smooth transition to the new processes and systems

    By redesigning their lead management process and integrating HubSpot with Salesforce, Knauf successfully overcame their operational challenges. The solution streamlined their global operations, enhanced collaboration between sales and marketing, and provided a unified view of customer data. The phased rollout ensured a smooth implementation, allowing Knauf to test and refine the solution before broader deployment. These enhancements have enabled Knauf to more effectively utilize data, elevate customer experiences, and accelerate growth across their complex global markets.

    hubspot salesforce integration native integration

    Results

    Enhanced Collaboration between Sales & Marketing

    Knauf's implemented solution enhanced collaboration between Sales and Marketing by establishing a unified lead management process. This alignment ensured both teams worked from the same data, improving communication, coordination, and joint efforts in optimizing lead handling and driving growth.

    Unified View of Customer Data

    By integrating HubSpot and Salesforce, ensuring that all customer information was consolidated into a single source of truth. This integration improved data accuracy, accessibility, and enabled both sales and marketing teams to make informed decisions based on consistent and comprehensive customer insights.

    Streamlined Global Operations
    By creating a standardized lead management process that maintained consistency across all regions while allowing for local customization. This approach ensured seamless integration and adaptability, enabling efficient scaling as new markets were introduced and enhancing overall operational efficiency.

    Olyn

    Migration of 6 different HubSpot portals

     
    Elixir helped us to migrate 6 different HubSpot portals to a single one; with a specific data partitioning, a standard configuration and a challenging schedule. Excellent planning and budget management. Good commitment of the Elixir Paris team. I would 100% recommend!

    BOUJEON, R.

    Olyn
    1
    /
    1

    Looking into digital transformation?

    Let's connect

    With a Free Discovery Call