Medaffcon leads
CUSTOMER CASE-STUDY: MEDAFFCON
HUBSPOT & DATA-DRIVEN BUSINESS
The efficiency of sales management and reporting can be enhanced with carefully designed, tailored CRM solutions. HubSpot Sales Hub Professional is a user-friendly CRM designed to facilitate sales work and management. Roger Studio designed and implemented a HubSpot CRM solution for their client Medaffcon, which significantly improved sales management quickly and effectively, seamlessly integrating new practices into daily operations.
Medaffcon's consulting services uniquely combine perspectives from pharmaceutical and health economics with modern data sciences. HubSpot Marketing Hub's marketing functionalities had already been in use within the company for several years. The focus then shifted to developing the model for sales execution, reporting, and management from a system perspective.
”Earlier, another part of our business had started using HubSpot for sales. At that time, it was somewhat makeshift because HubSpot was primarily a marketing tool for us. Roger Studio was a great partner in extending HubSpot's use to support sales for our main business as well. Together with Roger, we took our sales management to a much higher and broader scale than before,” says Tuuli Moilanen, Marketing Lead at Medaffcon, who was closely involved in the project.
”We no longer rely on gut feelings and intuition; we now have direct visibility and accurate information for managing sales.”
Achieving productive results through effective coaching
In just a few weeks, Roger and Medaffcon completed a project that elevated the company's sales management and reporting to a whole new level.
Initially, the focus was on understanding and analyzing the current situation, including how and with which systems sales were being conducted within the company. After this, the team considered reconfiguring the sales process and systematically documenting customer communication in HubSpot. This was followed by planning the implementation and usage.
”We brainstormed and collaborated on how to manage and lead the sales process more easily and how to visualize it so that the client would have effective tools for sales management. From there, we began developing the necessary reports and plans,” describes Sami Akseli, responsible for HubSpot business at Roger Studio.
”Medaffcon’s work environment is straightforward and fast-paced, so the sales model needs to be similarly efficient and agile."
"Roger Studio proved to be an excellent partner for extending HubSpot’s use to support sales in our main business as well. Together with Roger, we elevated our sales management to a much more refined and broader scale than before”
tuuli moilanen - Marketing lead, medaffcon
HubSpot is a CRM that is easy to adopt and that salespeople want to use
At Medaffcon's leadership and group level, there was a desire to achieve better transparency in sales activities, which was considered when customizing the HubSpot Sales Hub Professional solution. Alongside the design, new sales tracking reports were created to provide insights from the perspectives of management, salespeople, and individual accounts.
At Medaffcon, the goal was to implement the system straightforwardly, with plans for gradual development. HubSpot CRM naturally met this need. During the project, it was also determined that the extensive HubSpot Marketing licenses could be replaced with broader Sales Hub licenses. This change significantly reduced the overall cost of HubSpot system licenses.
”HubSpot CRM includes all the key features needed for sales. It is very intuitive, user-friendly, and quickly adoptable compared to many other similar systems. It is a natural choice for companies that are already utilizing HubSpot's marketing automation,” says Pirkka Liukkonen, Lead Consultant at Roger.
According to Sami Akseli, a key aspect of HubSpot is that it is genuinely enjoyable to use, and salespeople find it helpful in their work. At the same time, tracking sales results improves, and identifying and advancing new sales opportunities becomes easier and more systematic. An essential benefit is also the better management of customer data and the up-to-date visibility needed for cross-selling.
”In sales management, a common challenge is how to report and achieve transparency. Often, the focus is on these aspects without considering how the salesperson benefits from data entry and using the system. HubSpot includes many features that are built-in to benefit the salesperson.”
Medaffcon's Sales Lead, Tomi Vahevaara, fully endorses the benefits of HubSpot CRM for salespeople.
”Due to the tool's ease of use, entering information into the system is a pleasure. For our salespeople, it is a tool that keeps sales metrics up to date. Most importantly, it also shows the current status of existing projects.”
”Things don’t get left hanging and leads aren’t forgotten because the system ensures they stay visible and are moved forward,” says Tuuli Moilanen.
”HubSpot CRM provides us with a clear view of our pipeline. We can better understand where we stand and forecast where we are headed. This kind of element is something we haven’t had before.”
tomi vahevaara - sales lead, medaffcon
Guidelines for Business Management
In addition to monitoring practical sales work, HubSpot Sales Hub is an essential tool for business management at the corporate level for Medaffcon, notes Tomi Vahevaara.
”HubSpot CRM provides us with a clear view of our pipeline. We can better understand our current position and forecast future directions. This type of element is something we haven’t had before.”
With Roger Studio’s help, Medaffcon now utilizes HubSpot Sales Hub's reporting, which can be leveraged by the executive team, for sales management, and by individual salespeople. This enhances the predictability and management of work, resulting in increased transparency and forecast accuracy.
”They now have a unified operational model that helps identify best practices and spread them throughout the company,” Sami Akseli describes.
”In sales management, a primary challenge is often how to report and achieve transparency. This focus can overlook how salespeople benefit from data entry and using the system. HubSpot includes many features that are built-in to benefit salespeople.”
Sami Akseli, Roger Studio
Successfully combining strong insights
Collaboration with Roger Studio receives high praise from Vahevaara and Moilanen at Medaffcon. According to Moilanen, the project went incredibly well, and Roger managed the process excellently from start to finish.
”They had a clear framework for advancing tasks and insight into what was best for our situation. The solution was tailored 100% for us, and as a client, we were always aware of the progress in the development work.”
”The schedules were well-maintained, and there were no unexpected additional costs. Roger has great, straightforward people working there, and they have a smooth way of operating,” says Vahevaara.
Liukkonen from Roger praises the collaboration with Medaffcon as straightforward and effective. The project involved good communication and genuine teamwork. Akseli describes how the strengths of both parties were successfully aligned: Roger's strong experience with CRM systems and various industries, combined with Medaffcon's insight into how and why they should approach their sales efforts.
”It's not always necessary to change tools; often, it helps to see how to get the most out of the current tool. Establishing common workflows and reporting practices that support users in their daily tasks is key,” Akseli summarizes
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MedaffconMedaffcon uniquely combines pharmaceutical and health economics perspectives with modern data sciences. The quality of our services is based on high-level and comprehensive expertise in content and processes, as well as a strong network of collaborations within the pharmaceutical industry, healthcare, academia, and research communities. |
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