Agreena streamlined its sales and pipeline structure to define lifecycle stages for better deal management and forecasting

Inability to differentiate activities on HubSpot

The client wanted to differentiate activities carried out by various business units and track marketing and sales initiatives without disrupting work for other business units.

Pipeline and sales management requirement

The client wanted to standardize the customer journey from the very first touch point to the point of sale or loss. 

Needed extensive reporting

The client required extensive reporting for a bird-eye view of the sales and ABM effort. 

New structure and lifecycle stages

After a comprehensive discussion and brainstorming session with the client, we came up with a new structure to define the lifecycle and deal stages. Consequently, we could standardize the marketing and sales funnel.

New pipeline structure

With several products to offer, the client's corporate wing required better visibility on deals and revenue reporting. The RevX team created a new pipeline structure to sync with the business process and capture data points, thus building 4 pipelines in total.

Segmenting pipelines 

Once the pipelines were built, they were further segmented into different deal stages with deal probabilities for more accurate revenue reporting and sales forecasting. 

Workshop for user adaptability

A workshop was conducted to explain the new pipeline structure to the client's sales team to help them adapt. The RevX team also documented the process. 

Accurate reporting 

The RevX team created dashboards for analyzing sales and individual pipeline performance. A dashboard was created for ABM efforts for better visibility on company/target account level. A dashboard was also built to track the performance of email campaigns and sequences.

Standardized customer lifecycle journey

The RevX team standardized the customer lifecycle journey by building a process-oriented marketing and sales funnel.

Better visibility and management

With a streamlined sales and pipeline structure, the client achieved more accurate forecasting results and optimized their deal management.

Robust dashboarding system

With a number of dedicated dashboards in place, the client had a bird-eye view of the sales and marketing funnel performance.