The Challenge

Nexus struggled with a lack of cohesion and visibility due to siloed data and disparate systems. Their existing technology stack led to inefficiencies such as double data entry and disconnected marketing and sales processes. This made having a single view of the customer impossible. 

"Our reporting capabilities were limited due to only having access to pre-set reports through our in-house CRM (built 15+ years ago). Doing little more than store data, making it impossible to prepare anything more than basic overview." Shauna, Junior PM, Nexus

The Solution

Starting with a standard onboarding and managed service model, it quickly became apparent that Nexus required a more consultative approach due to their need for new internal process creation. BabelQuest implemented a unified HubSpot platform, addressing the fragmented systems and disconnected marketing-sales process, innovating in customisations that created a seamless, integrated operational flow:

• Marketing Hub was leveraged to generate leads effectively providing the marketing team with real data to hone strategies. 
• Leads generated seamlessly flowed into Sales Hub, automatically added to the sales workspace.
• Sales management gained total visibility through dashboards and reporting, enabling them to identify any unaddressed leads.
• Operations Hub was crucial in automation, particularly by implementing a webhook workflow for credit checking via Credit Safe. This automation pre-qualified leads,  ensuring sales efforts were focused on companies that fit Nexus's ICP, eliminating wasted time on unsuitable prospects. This also involved syncing data between HubSpot and Iris, eliminating manual entry.
• Content Hub supported marketing and sales efforts, contributing to the holistic platform excellence.

This approach provided a single view of the customer, improving productivity, enhancing data visibility, fostering high user adoption and better cross-departmental alignment, transforming Nexus's day-to-day operations, streamlining everything into one place and eliminating multiple platforms/double-keying information. 

"I expected to provide the team with a  UX that excited them and encouraged them to use the platform, while providing me with insights at a glance of how we're performing against pipeline/targets while being able to drill down into client level...  Before, there were many wasted phone calls,  but HubSpot provides us with the data to support quality calls, increase conversions, cut out sales waste, and improve efficiency.

It's already made a big impact on the quality of calls and management of our client base...quickly becoming a tool we cannot do without."  Stuart, CRO, Nexus

Platform Innovations

The deep understanding of Nexus's challenges allowed BabelQuest to tailor solutions to create a unified platform.

Key examples:

• Multi-Hub Integration: Seamless implementation of multiple hubs meant that everything is now in one place, eliminating the switch between platforms.
• Tailoring Functionality: Leveraging Sales Hub alongside Marketing Hub to create a tailored setup that "genuinely fits how Nexus works".
• Advanced AI Features: Incorporating AI capabilities saving "hours" by offering immediate insights without extensive research, while allowing sales to quickly identify key prospects.
• Data-Driven Efficiency: Dashboards provided a clear view of performance/activity, making KPI management easier. This focus on data visibility transformed operations, ensuring efforts were concentrated on suitable prospects.
  
  

Key Achievement

Following the implementation of HubSpot, Nexus experienced significant improvements in productivity, data visibility, high user adoption, and cross-departmental alignment, setting a strong foundation for future growth. 

"My day has transformed, saving time across the board - from prospecting, researching, to managing pipeline and tracking activity. Everything is in one place...no more switching between platforms or double-keying information. It’s streamlined and just works.

The sales dashboard gives me a clear view of my performance and activity. A features I use is AI Breeze Record Summary - giving a snapshot of a record without digging through notes, knowing which prospects meet ICP without clicking into the record saves hours." Josh, National Sales Manager, Nexus

Results

100% faster to do research, pick up the phone, contact the right client
"Transformed our prospect processes; it's 100% faster thanks to the bespoke configuration and API functionalities. We've been able to segment ‘sweet spot’ prospects with ease."  Shauna, Junior PM

100% improvement in marketing-sales process
"Previous process was time consuming, manual, involving multiple platforms. Now we're confident that HubSpot will provide 100% improvement thanks to the MQLs ‘handover’ process which we didn't have."  Shauna, Junior PM

50% of sales day previously wasted
"Before, sales would spend 50% of their day using multiple tools for research/admin. Now the data/tools are all in one place."  Shauna, Junior PM

1 hour a day previously lost
"The team would previously enter data into multiple systems/communications equating to 1 hour per day lost."  Shauna, Junior PM

The Impact 

Nexus offers services to customers that meet strict credit profile requirements, with 7,500 records in HubSpot. Credit Safe’s monitoring tool identifies their perfect customers, allowing the team to focus on the ''green'' fit scores. A further 23,000 records will be uploaded into HubSpot; without Credit Safe it would be difficult and time-consuming to manually analyse and identify eligible customers.

"Various people said we needed to change our CRM...but nobody could tell  me why. That was until HubSpot - I could see everything we'd been missing, everything we'd been doing manually, all in one place. We now have a CRM in place that does what it is designed to do. What's impressive is how often it's updated - it reminds me of our rental platform, in that it's built and developed by people who actually use the platform..." Mike, Client Success Director