Case Study: Establishing and Scaling Sales Operations for ProSentry

Client Overview:

  • Client: ProSentry
  • Industry: PropTech
  • Challenge: ProSentry, fresh from the Morgan Stanley accelerator, lacked a formal sales team and needed a robust sales infrastructure to support their initial hires and secure further funding.

Objectives:

  • Set up and automate the sales pipeline and quote creation processes.
  • Develop custom quotes and order forms tailored to their business needs.
  • Implement investor analytics and reporting to aid in securing funding.
  • Train and onboard the first sales hires, establishing foundational sales operations.
  • Prepare for future scaling by planning the setup of account management processes using HubSpot's Service Hub.

Process:

  • Initial Setup and Automation:
    • Collaborated directly with the CEO and founder to design and implement a customized sales pipeline in HubSpot.
    • Automated the quote creation process to streamline sales operations in anticipation of new hires.

  • Investor Reporting and Analytics:
    • Developed and integrated detailed analytics and reporting dashboards in HubSpot, highlighting key metrics crucial for investor presentations.
    • These efforts supported ProSentry in securing a $1.5 million seed round.

  • Sales Team Onboarding and Training:
    • Conducted comprehensive training sessions for the newly hired sales personnel, ensuring a smooth transition into their roles.
    • Set up prospecting operations to efficiently qualify leads into opportunities.

  • Performance Analytics:
    • Implemented tools to monitor and evaluate the performance of the sales team, providing insights into areas for improvement and scaling.

[Blurred] a portion of the investor dashboard used to secure $1.5M in Seed Funding.

Custom quote process and document creation entirely from within HubSpot

Key Achievements:

  • Foundation for GrowthEstablished a scalable sales infrastructure that facilitated the transition from a startup without a sales team to a structured sales operation.

  • Funding SuccessEnhanced investor confidence through detailed analytics and reporting, directly contributing to a successful $1.5 million seed funding round.

  • Operational EfficiencyAutomated critical sales processes, significantly reducing manual work and positioning the sales team for success from the outset.

  • Data-Driven DecisionsProvided the leadership team with actionable insights on sales performance, informing strategic decisions and future growth planning.

Next Steps:

Account Management Process Implementation

Planning to implement and streamline account management processes using HubSpot's Service Hub to enhance customer retention and satisfaction as the company scales.

Conclusion:

ProSentry’s initial setup and subsequent scaling of their sales operations demonstrate the transformative impact of strategic sales process automation and targeted training. The foundations laid by these efforts not only supported immediate operational needs but also positioned ProSentry for sustained growth and success.

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