Mabtech's HubSpot Digital Transformation: From Growth Challenges to Sales Excellence
- Industry: Biotech
- Company size: Small Company (11-50 employees)
- Services: HubSpot Implementation with Microsoft Business Central Integration
The challenge
What has held ADXpert back?
ADXpert, a leading career counseling company, was stuck.
Although the company provides world-class employee satisfaction and reintegration services, its marketing efforts were not hitting the mark.
The team had the necessary expertise, but lacked the right tools and framework to share it with the world.
- Scale & innovate
- Grow & Develop
- Cultivate & profit
How We Make It Happen
HubSpot x Microsoft Business Central Integration
1. Strategic Assessment and Implementation Roadmap
We began with comprehensive stakeholder interviews across management, sales, marketing, and IT teams to map out Mabtech's strategic aspirations and implementation challenges. This discovery phase helped us understand their existing IT landscape and develop a structured implementation approach that aligned with their business cycles and growth objectives.
2. HubSpot CRM Configuration and Process Design
We configured HubSpot's Sales Hub to reflect Mabtech's unique sales process, creating custom pipelines and automated workflows for prospect and customer management. The system was designed to centralize customer, contact, and opportunity data while capturing all past conversations including emails and calls in one accessible location for the sales team.
3. Microsoft Business Central Integration and Data Governance
We established a seamless integration between HubSpot CRM and their existing Microsoft Business Central ERP system. Critical to this integration was implementing proper data governance rules where the ERP system remained the master for customer and financial data, with synchronized updates flowing to HubSpot to maintain data integrity and support finance processes.
4. Team Training and Change Management
We implemented a train-the-trainer approach by appointing key users within Mabtech's commercial teams who were involved in redefining processes and system configuration. These champions were trained first and became co-responsible for driving adoption within their teams, ensuring sustainable change management and user buy-in.
Main Results
Mabtech successfully transformed their commercial operations from a reactive, manual approach to a proactive, data-driven sales organization. The integrated HubSpot and Microsoft Business Central ecosystem now provides their growing team with the structured processes, automation capabilities, and analytical insights needed to sustain their impressive growth trajectory while maintaining operational efficiency.
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