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How GrowthSpree Helped ClearTax Understand & Develop Their Target Market

Problem Statement

Leads were pushed directly to CRM and it didn’t have the context/engagement data so that SDR could focus on important leads rather than all leads.

Marketing team was struggling with the attribution of opportunities and revenue tied to them as the TG was a smaller one and most of the people in the TG were already present in their CRM, so they were struggling to find out the impact they have created on already existing prospects and measure the success effectively.

Solution

CRM evaluation

We evaluated multiple CRMs with these problem statements in mind like Pardot, Zoho, Hubspot etc. and then finalised on Hubspot as the sales team were already working onSFDC and Hubspot has a native integration with SFDC.

Hubspot

With Hubspot we were able to use workflows and marketing attribution was also achieved for already present prospects. We were also able to pass on this information to accounts andopportunities using custom workflows so marketing would be attributed for their efforts.

Lead scoring mechanism

We also devised a lead scoring mechanism to pass the lead intent information to sales teambasis previous data and attribute and this was set-up in Hubspot attributes were source ofthe lead, company size, email domain, revenue , interactions on website, Interaction oncontent efforts i.e. email/ whatsapp/ sms.