Yellowstone Landscape Sheds Its Homegrown CRM Approach for a Mature System Built on HubSpot
Yellowstone Landscape is one of the largest providers of commercial landscape services, with more than 5,000 customers throughout the United States. It supports corporate campuses, resorts, hotels, homeowners’ associations, multi-family communities, schools, hospitals, and municipalities.
Solution: Technical HubSpot Consulting
Industry: Landscaping
Timeline: October 2022 to August 2023
HubSpot Products: HubSpot Enterprise CRM Suite
Challenge
“Yellowstone needed a single approach to unify its sales team around a common platform”
Mark McCarthy, Principal HubSpot Consultant
The team at Yellowstone Landscape was managing its sales and operational processes through disparate tools, including Salesforce, Excel, Dynamics, and HubSpot. Only 15% of its sales team was using a CRM tool.
“Yellowstone needed a single approach to unify its sales team around a common platform,” said Mark McCarthy, Principal HubSpot Consultant and Team Leadfor Mole Street and part of the team supporting Yellowstone. “All of the sales processes and reporting had to be consolidated and aligned to support new growth goals.”
Yellowstone recognized that it would be critical to work with a partner skilled in several key areas: complex CRM integrations – specifically involving HubSpot – sales process standardization, user experience, and user adoption. That partner was Mole Street, who brought maturity in software consulting, a track record of success, and a plan to implement HubSpot as the CRM software solution.
Architect and implementthe HubSpot CRM
Migrate sales and operations data for 55 branches
Integrate HubSpot with key technologies, including Aspire and Proposify
Build sales performance and projection dashboards
Improve visibility and accuracy of the sales pipeline and reporting
Deliver accurate calculationof sales rep goals and commissions
Eliminate redundant data entry processes
Drive HubSpot adoption across the sales team
Results
Mole Street identified the key subject matter experts within Yellowstone, and clearly defined a project plan with prioritized tasks. “We organized the work into five phases, each with a set of sprints, to drive agile collaboration and meet our deadlines,” said Maria Betancourt, Senior HubSpot Consultant for Mole Street, and also part of the team supporting Yellowstone.
Yellowstone has realized key business benefits, including:
A single HubSpot CRM supporting up to 120 salespeople and 55 branches
On-demand visibility into sales pipelines
Shortened time to input and manage deals
New capability to track each business development manager’s budget and goals, including percent contribution to shared opportunities
Reduced complexity in analyzing and reporting on sales results
“With the assistance of Mole Street, we were able to build our pipelines, create workflows that integrate with our production system, and develop critical reports,” said Jerry Unger, CRM Administrator for Yellowstone Landscape. “Our goal was to have one system that our sales staff could live within daily, and with the help of Mole Street, we have found that solution.”
Technical HubSpot Consulting
730 Hour Package
CRM data migration for 55 branches, including companies, deals, and contacts
HubSpot Enterprise Suite implementation for 120 users
Training for five IT members
Creation of performance dashboard that consolidated historical and new reports
Whether you’re looking to design and develop a new website, establish an organic content marketing program, or activate automated email nurture sequences to support sales efforts — we’re here to help.
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