How we helped CERTifyTax re-implement HubSpot after a failed first attempt and turned it into a powerful sales system with advanced reporting and forecasting.
Overview of CERTifyTax
CERTifyTax is a highly specialized accounting and tax exemption certificate management solution developed by the tax attorneys and accountants of Grant McCarthy Group. Some of the largest companies, including Amazon, AT&T, BP, and Twilio, have made the switch to CERTifyTax for their exemption certificate management needs. Learn more at certifytax.com.
Industry: Financial Services, Fintech
The Challenge
Failed previous HubSpot CRM implementation and onboarding CERTifyTax worked with a reputable HubSpot partner that implemented and onboarded them into HubSpot. The initiative was unsuccessful, the account was not set up correctly, their teams did not understand how to operate their CRM, and the reports and dashboards were inaccurate and unreliable.
Manual data entry, lead and pipeline management Due to the poor implementation, CERTifyTax’s team decided to track all of the pipeline, opportunities, and leads in Excel. Additionally, they used Excel to manage their channel partner relationships and communications. The process was antiquated and caused lots of issues and effort to manage.
Lack of accurate reporting and no forecasting capabilities Relying on manual data entry and pipeline management to power reporting, CERTifyTax found themselves without the ability to accurately report and forecast their sales and pipeline. Additionally, the previous implementation was done in a way that it made the reporting and KPIs CERTifyTax needed to run their business impossible.
Fractured lead capture and sales funnel The sales funnel that was set up did not effectively intake, segment, and route leads. This caused the CERTifyTax team to lose leads in their CRM and prevented them from having a consistent and effective follow-up process.
Long and complex sales process without proper pipeline & deal management CERTifyTax often sells to large enterprise companies with many stakeholders and long sales cycles. Pushing these types of opportunities forward is extremely challenging without a CRM set up properly to help them facilitate and track everything going on within a sales opportunity.
Poor training and education of HubSpot CERTifyTax team was surprisingly unaware of even the most basic HubSpot tools, which were not configured for their sales team.
The Solution
HubSpot CRM Implementation and Onboarding Due to the failed previous implementation, it was imperative for Revvy to fully understand why the project did not go well. Revvy took CERTifyTax through an extensive discovery, audit, and planning process to ensure all stakeholders and teams were aligned on the end result and key objectives of this implementation. Once aligned, Revvy created an implementation and onboarding strategy that was prioritized and approved by all key stakeholders before Revvy executed the work.
Setting up pipeline and deal management Revvy worked closely with CERTifyTax to understand their sales process and cycle to create robust but simple pipelines to manage all of their deals, sales activities, and the many leads involved within each deal.
Product catalog and line items for reporting & forecasting CERTifyTax was left with inaccurate and unreliable sales metrics and reports during their previous implementation because the deal architecture was not set up properly. A core function to enabling this was building out product catalogs and line items within deals, which enabled CERTifyTax to properly track its key KPIs. It also allowed them to introduce predictive reporting and forecasting into their sales performance.
Reporting and dashboards Revvy created sales reports and dashboards that finally unlocked the sales performance insights CERTifyTax requested to effectively track and monitor their sales pipeline and performance.
Data migration Once HubSpot was configured and built around CERTifyTax’s business operations and sales process, Revvy imported thousands of data records, including contacts, companies, deals, products and line items. Once complete, the import was showcased to the CERTifyTax team alongside the reports and dashboards to validate and prove the effectiveness of the implementation with their historical data. The project was a success!
Hands-on sales team training program At the conclusion of the implementation, Revvy took CERTifyTax through a hands-on training program that walked them through the full operation of their CRM and how to manage it moving forward. Included in this program were step-by-step guides and videos to ensure their team was equipped with the necessary resources to be successful post onboarding.
Hear from CERTifyTax
"Revvy was excellent to work with and delivered exactly what was requested in a timely manner. Training was exceptional. I highly recommend Revvy for your HubSpot implementation and training."
