VTCT Skills is a market-leading specialist Awarding Organisation for the vocational and technical education sector. Their systems manage the entire certification and qualification lifecycle for over 120,000 learners and 3,000 training centres across 18 sectors.
The challenge
Although they had been using HubSpot for several years, it was felt that there was a lack of knowledge and understanding about its use across the business. This was resulting in disparity across teams and underutilisation in general. VTCT’s previous HubSpot partner was overseas, so they were seeking a UK-based partner to work closely with them in order to get the best out of their subscription.
What we delivered
We undertook a series of workshops with key stakeholders across the company, during which we uncovered a number of areas that could be significantly improved or even completely changed, including:
- Comprehensive customer journey mapping for the process, which one participant described as being “like therapy” for their business
- Highlighted a desperate need to redefine their sales process
- Surveyed the teams across departments to understand their pain points and create a roadmap of activities to focus on
- Identified that tickets were being used to record enquiries rather than deals, so all sales metrics were unreliable
- Introduced leads and lead scoring
- Reviewed the use of custom objects
Our impact
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Continuous, real-time data synchronisation to HubSpot with flawless operation
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Established a single, unified source of truth for all operational data in HubSpot
- 100% adherence to VTCT's stringent on-premise security protocols
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Significantly enhanced operational efficiency and data accessibility across all teams
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Enabled VTCT to plan the full retirement of their costly Microsoft Dynamics system, in favour of HubSpot
