Background The client serves the Mid-Atlantic region as a leading representative and distributor of control valves, process instrumentation, and more. Previously, they used Tour de Force (TDF) CRM to manage their sales process. They decided to replace TDF with a new CRM to enhance sales automation, improve customer outreach, and streamline processes. This initiative included migration of existing data and integrating the new CRM with Epicor Prophet21, Salesforce, and Service Pro for bidirectional data synchronization and efficient sales management. The Challenge  Data Discrepancies: Inconsistencies across CRM (TDF), ERP (Prophet21), Customer Service platform (Service Pro), and Salesforce. Lack of Real-Time Data: Limited real-time data access across business processes. Lead Handoff Gaps: Issues in transferring leads from Marketing to Sales. Limited Visibility on Customer Issues: Sales had restricted visibility into customer complaints. Multiple System Navigation: Sales teams needed to navigate multiple systems to provide order updates. Products Used HubSpot  Epicor Prophet 21  Prophet 21 Middleware Service Pro Approach and Key Features Business Process Design: After collaborating with the Client, we mapped their current processes and, through iterative design, optimized workflows, eliminating redundancies and aligning on streamlined procedures. Data Migration Strategy: Our team assessed data discrepancies and developed a comprehensive migration plan, including data cleansing, mapping, transformation, validation, and loading to the new CRM. Bi-directional Data Sync (Prophet21 & HubSpot): We deployed a custom Node.js component to handle real-time database changes from Prophet21 to HubSpot using webhooks, along with custom code to connect HubSpot workflows with Prophet21 APIs for seamless integration. Bi-directional Data Sync (Service Pro & HubSpot): Using the same Node.js component, we ensured smooth data synchronization between Service Pro and HubSpot. Salesforce Integration: Leveraging a native app, we integrated Salesforce with HubSpot to synchronize contacts, companies, and deal objects. The Result Enhanced Customer Data Visibility: Improved insight into customer data and service requests within HubSpot. Product-Service Association: Greater clarity of products linked with specific services. Efficient Ticket Tracking: Enhanced ability to track ticket status in HubSpot Service Hub. System Integration: Smooth data flow and integration between HubSpot Service Hub and IFS as the central system. Service Data Management: Enhanced visibility and management of service data within HubSpot. This comprehensive transformation enabled the Client to achieve streamlined sales management, improved customer outreach, and greater efficiency across systems.

Background The client is a prominent marine manufacturing company specializing in developing advanced marine technologies, such as catch control and net monitoring sensors, echo sounders, current profilers, and sonar systems. Their cutting-edge technologies are used worldwide in the fishing industry. Their goal was to enhance customer service and increase sales efficiency by leveraging and integrating their existing CRM system with the IFS Central system. This integration facilitated the seamless transfer of product and customer data from IFS9 to HubSpot CRM, resulting in enhanced customer service, increased sales performance, and greater internal and external operational efficiency. The Challenge  Establish a seamless connection between IFS and HubSpot.  Enable HubSpot Service Hub to oversee all service-related operations. Transfer all Customer and Product data from IFS Central to HubSpot. Set up a one-way synchronization from IFS Central to the Service Hub. Schedule regular, time-based syncs between IFS Central and the Service Hub to occur every 24 hours. Products Used HubSpot  IFS9  Cloud Server Custom component for data sync Approach and Key Features Business Transformation Conducted an in-depth review of business needs and workflows. Configured HubSpot to centralize service operations, streamlining tasks and improving response times. Data cleaning Cleaned and de-duplicated customer, company, and product data to ensure accuracy, removing redundancies and outdated entries. Data Migration Migrated customer and product data with necessary transformations, including merging fields like Sales Part Number and Housing Category for better data organization. Data Sync Uni-directional (IFS to HS) Built a custom, cloud-hosted synchronization component using Node.js. This component pulls recent data from IFS every 24 hours and updates HubSpot’s Company and Custom Object records accordingly. The Result Enhanced visibility of customer data tied to service requests within HubSpot. Improved insight into products linked to specific service requests. More effective tracking of ticket statuses in HubSpot Service Hub. Seamless data flow and integration between IFS (central system) and HubSpot Service Hub. Better visibility and control over service-related data in HubSpot.

Background The Client world leader in the development, supply and technical support of formulated film coating systems, modified release technologies, and functional excipients for the pharmaceutical and nutritional industries. They were looking for CRM system for their business, as a foundational component of an overall digitization program for their global team spanning multiple continents. The primary objectives of this CRM system are to enhance customer service, optimize sales productivity and impact, and facilitate more efficient communication both internally and externally, thereby directing marketing efforts more strategically. The Business Challenges Inconsistent Customer Service: Inadequate visibility into client historical information and recent interactions hampers the ability to provide consistent and personalized customer service. Missed Upsell and Cross-Sell Opportunities: Lack of integrated systems and data silos make it challenging to identify and capitalize on upsell and cross-sell opportunities, resulting in lost revenue. Disconnected Sales and Marketing: Isolated processes and databases for the Sales and Marketing teams lead to communication gaps and inefficiencies, hindering collaboration and coordinated efforts. Limited Visibility into Sales Team Performance: Insufficient tools and metrics make it difficult to monitor and assess the performance of the sales team, hindering the ability to optimize strategies and drive results. Inadequate Customer Interaction Tracking: Poor visibility into customer interactions across various touchpoints makes it challenging to understand customer needs and preferences, leading to missed opportunities for engagement and satisfaction. Inefficient Business Processes: A lack of visibility into core business processes results in inefficiencies and bottlenecks, preventing the company from streamlining operations and reducing costs. Ineffective Lead Nurturing: Limited tracking of lead interactions and behavior hinders the company’s ability to nurture leads effectively and convert them into customers Lack of Marketing Attribution: Inadequate tracking and attribution of marketing efforts make it challenging to measure the ROI of marketing campaigns and optimize spending. User Training and Adoption: Introducing the integrated system to users, including training and promoting its adoption, can be a significant challenge to ensure a smooth transition and maximize benefits. Implementation Complexities CRM Integration Complexity: Integrating an On-Premises Oracle CRM system with a Cloud-based HubSpot CRM system presents a complex technical challenge, including data synchronization and real-time updates. Error Handling for Data Integrity: Implementing a robust error-handling mechanism is essential to maintain data integrity during the integration process, ensuring that data inconsistencies or errors are promptly addressed and resolved. Territory Management and Resource Assignment: Designing and establishing a territory management system with automatic resource assignment in HubSpot involves architecting a process that optimizes sales and marketing efforts based on geographical regions and customer assignments. Custom Actions for Oracle Integration: Developing custom actions within HubSpot to execute operations on the Oracle CRM system demands tailored solutions to ensure smooth cross-platform functionality and data flow. Development of Custom Order Placement process and Sync with Oracle ERP: Development of custom order placement in HubSpot with Oracle’s order process requires precise integration to offer a cohesive and streamlined user experience. The Solution Approach and Key highlights Thorough Business Discovery: Conducted an extensive business discovery process to understand the company’s operations and requirements, leading to the effective transformation of business processes by leveraging HubSpot’s out-of-the-box functionality for marketing automation and sales enablement. Robust Data Cleaning & Seamless Data Migration: Precise data cleaning, de-duplication, and error correction using SQL scripts along with data transformation ensuring no data loss. Efficient Data Synchronization: Established a robust bidirectional data synchronization mechanism between the EBS and HubSpot, incorporating both scheduled jobs at regular time intervals and real-time synchronization using WS02. Quality Assurance: Implemented a comprehensive quality assurance framework to ensure the accuracy and integrity of the integrated data. Customization & Transformation of Processes: Developed and transformed processes to align the company’s specific business requirements with the capabilities of HubSpot, ensuring a robust and efficient solution that caters to the unique needs of the organization. User Training and Support: rovided comprehensive user training and ongoing support to ensure the smooth adoption of the integrated system, empowering the team to leverage the full potential of the HubSpot CRM and its functionalities. The Result 360-Degree Contact Insight: Achieved comprehensive visibility of contacts, companies, deals, and activities within a single platform. Pipeline Insights from Campaigns: Gained valuable insights on pipeline creation derived from marketing campaigns. Actionable Tasks for Deal Insights: Enabled call-to-action through task management for valuable insights into deal activities. Global Marketing Calendar: Implemented a global marketing calendar for coordinated activities. Smooth Data Transfer for ERP: Bridged gaps between systems to ensure smooth data transfer for the Oracle ERP Simplified Business Processes: Simplified overall business processes by integrating third-party SaaS applications. Data Quality and Efficiency: Improved data quality, time efficiency, and error handling. Applications used HubSpot CRM: HubSpot CRM played a central role in unifying and streamlining our customer relationship management. It provided a user-friendly interface for sales and marketing teams, offering features like contact management, lead nurturing, and marketing automation. Dell Boomi Middleware: Data integration bridge ensuring data integrity and real-time error handling. Oracle EBS (Enterprise Business Suite): Oracle EBS formed the backbone of our business operations. The successful data migration ensured that Oracle EBS remained a vital part of our operations, and data integrity was maintained. WSO2: Facilitated real-time data synchronization for up-to-date information across systems. AWS: To manage mass update used SQS and Lambda services