See how Bravo Store Systems is driving growth with the HubSpot Admin Program

Speaker: Kathleen Owen, VP, Revenue | Bravo Store Systems

Kathleen Owen: Capacity was the biggest issue we were facing before we started working with Processology in the hubspot admin program. We have a lien marketing team here at Bravo. We're not a super large company and yet our marketing team is responsible for a whole lot of things chiefly to drive inbound leads. And that requires a lot of operational discipline. A lot of process between our marketing and our sales teams. And while we knew and we still know it's critical to the success of our marketing department as well as our sales department and our overall organizational goals, certain things with respect to process certain things with respect to operations, kept getting pushed on the priority list, so many other things to do. And that was problematic. We were running into issues where we knew what we needed to do to drive more effective lead generation and to be more efficient at doing that with our lien team. And we didn't have a really scalable or quite frankly affordable way of doing that.

Kathleen Owen: There are two key ways that the Processology admin program has helped resolve the issues that we were facing. The first is capacity because the team at Processology understands, they've taken the time to understand how Bravo works, the relationship between marketing and sales, customer onboarding some of our unique needs and processes. They have essentially just become an extension of our team here. And so we're able to check things off the list that have kind of been sitting on our backlog, whether that's workflows being created for us or new automations being built out or help analyzing certain data that we have in our CRM. And so they've expanded our capacity in, in a way where we're getting incredible amounts of value, it's so affordable and we wouldn't, we wouldn't be able to do that um Any other way at that same price point, quite frankly. So they've helped us with capacity. The other thing that's been instrumental is that we leverage the consulting sessions, we get through the admin program to discuss kind of our why and what here are some things that we need to accomplish and they really help us think through the how? So the way I think about it is, we have the train here at Bravo, we've got a motion that's moving, but we need some guidance sometimes to know what's the most effective and efficient way to get from point A to point B to point C to point Z. And they really help us determine the direction of the tracks that, that our train is on and they actually help lay the track. So that's how I think about it too. So they help us, really make sure that some of the things we're thinking about in terms of how do we get from point A to point B to make sure it's the most efficient and effective way. So that any time they're spending any time we're spending, we're getting the greatest value out of that. And, and it has been an absolute game changer for us. It's freed up time for me. It's free up time for my marketing manager, for our marketing coordinator and for many people on our sales team. Um because now we can just rely on the team at Processology to help us get some of these things done and get it done really well and in the most efficient way.

Kathleen Owen: There are a couple of really critical results that have been improving since we've been working with the admin program. I'll focus on just a few of them, although there's quite a few. but I think these are the things that are probably most critical to any organization, particularly a Saas organization and particularly kind of an organization that's in hyper growth. And the first is that our marketing qualified lead to opportunity ratio is improving. So we have a lot of inbound leads that come in from a lot of sources. We have a single marketing development rep who's qualifying and disqualifying those leads because Processology has helped us think through that entire experience for the prospect or the customer as well as the MDR. Things are entering pipeline very quickly. Our MDR is able to qualify and disqualify things very quickly and there's very little manual work in terms of filling out things in the CRM because of all the automations that we have built, so she's able to get things qualified and disqualified quickly and then put those things in sales pipeline. And then because of all the automations that have been built out and the processes within the actual sales pipeline and sales funnel, our reps are able to get on demos more quickly, follow up with opportunities more quickly and ultimately close deals faster so that MQL to sales opportunity ratio has improved. And also the days to close win has improved across our sales team because our sales people are no longer doing a whole bunch of admin work, filling out things in the CRM um following up manually. So we've built all of that and we've been able to really create a foundation of automation that works for our specific needs. And that's been in incredible working with the admin program. So many times people think of process as it's only going to help with efficiencies. And while it's done that there is hard ROI that we're seeing in terms of improvement of some of those key metrics.

Kathleen Owen: 100%. I agree with this statement. To me, it's a no brainer to leverage the team at Processology and the admin program before ever going and hiring a part time or honestly even a full time operations employee as companies scale and get larger. There'd still be room for Processology to work alongside that, that ops team, but particularly for organizations like Bravo, we have about 100 employees. We don't have a full, you know, process and program management and operations team. And so there's a lot of people who are kind of taking on that responsibility. And I, I've worked with a lot of agencies, contractors, freelancers who we've tried to basically get the same results that we're getting from the admin program. And I have never experienced the type of value that I've experienced with Processology. To me, this is an absolute no brainer if somebody's looking for help, trying to figure out processes within departments, and between departments to help meet department and organizational goals, and then to also have really a very skilled partner to come alongside and actually help execute that work

Kathleen Owen: Oh man, I, I'd say absolutely do this. If you're already considering Processology, it's because there's a known issue, there's something you're trying to solve in your organization and you can't quite get there. I promise you, I have never worked with an organization, an agency or consultants that have ever been able to come in and be as effective at transforming little by little our processes and ultimately like really key results that we have at Bravo. Ask Mike for, for my contact info. I'm happy to talk more specifics about really the breadth and the depth of the work that Processology has helped us with. How they've essentially become a partner of ours over the last few years. So, you know, because the work they do is fantastic. Because there's so much that they can do and because the cost is so affordable, it really, if you look at risk versus reward, it's such low, low risk and such high, high reward. And I promise you wouldn't be disappointed.