background
In the context of Omi, the challenges were to square the sales organization and deploy Breeze to automatically enrich accounts and contacts, while industrializing the sales cycle.
The challenges involved:
- A dispersed database, with duplicates created automatically.
- Partially documented Sales & CX processes, heterogeneous attribution.
- Inconsistent data by country/vertical, hampering routing and reporting.
- A strong need to align Sales, CX and Data around a clear sales cycle.
Solutions provided
- SalesOps Audit & Reset : cleaning of properties, redesign of Company/Contact/Deal layouts, correction and simplification of workflows. The first job was to review all the properties present on the CRM to understand by whom, how and when the property is updated and used. A complete redesign of the layout pages on all objects allowed us to facilitate reading for the various teams and to easily find key information. A large number of workflows have been set up to meet specific needs over the past few years. We did a complete mapping of the entire sales process to correct the automations.
- Data & Tech Alignment : standardization of sources, elimination of the automatic creation of accounts, implementation of duplication rules. Omi is present in many countries. We have made sure to have standardization in the countries so that their use is facilitated. This criterion now allows us to assign the lead according to rules defined together during the workshops.
- Standardization of the life cycle : Lead → MQL → SQL → Client, managed natively and without manual editing.
- Smart attribution : 100% HubSpot “Request a Demo” routing, country and vertical assignment logic, upsell workflows connected to Slack. The contact form is now fully managed in Hubspot, which allows us better agility in data recovery and hygiene.
- Breeze Enrichment : definition of needs with the team, implementation of smart properties, automatic enrichment of leads.
- Management tools : creation of Sales dashboards to monitor activity, performance and revenue in real time.
- Playbook Sales & Hygiene CRM : process documentation and best practices to perpetuate the organization.
