Customer Stories
Challenges
HubSpot Objective: Introducing Scalable Value-Selling
With a global and growing sales team of over 1,000 sales reps, each with an ever increasing pipeline per month, HubSpot was searching for a solution that would enable their teams to scale value-selling without sacrificing deal volume.
The Solution
HubSpot deployed Symbe’s Intelligent Business Case platform to enable high-velocity value-selling across Mid-Market and Enterprise segments. Each sales rep was given access to a library of business case templates and outcomes they could apply immediately to live deals.
High User Adoption: Reframed the ‘Business Case’
Crucial to removing the misconception that Business Cases are just a ‘closing tool’ to get stakeholder buy-in, Symbe showcased how Intelligent Business Cases are applied across each deal stage to consistently answer the 'Three Whys': Why a Customer Platform? Why HubSpot? Why now?
Symbe Applied Across the Pipeline
1. Qualification: Used as early as qualification to present a value hypothesis and verify if there's a deal opportunity.
2. Discovery: Serves as a guide for the prospect to share their pain points and needs and establishes the key value drivers for the deal.
3. Demo: At demo stage, it connects the product features to the value drivers that are important to the buyer, making the value case.
4. Stakeholder buy-in: Equips the Champion with the Business Case they need to secure stakeholder buy-in. Provides clear ROI and narrative for why buy today.
5. Contract sent: Provides the buyer with the final reassurance to sign the contract and eliminates signing hesitation.
The Results
Rep Adoption: Within 6 weeks, the product took off virally. As sales reps used Symbe, they started inviting colleagues and Managers to collaborate on their business cases. Sales reps invited Services and Solutions Engineering teams.
Partner Adoption: Reps then invited HubSpot Elite Partners to collaborate on business cases - who in turn rolled out Symbe across their sales teams to support HubSpot in their sales.
Customer Adoption: HubSpot buyers started using Symbe as their internal decision making tool to assess the purchase of HubSpot.