Financial services experts, Frank Lenny, partnered with Struto to onboard their team to Sales Hub Pro as they chose to migrate aspects of their sales operations from a bespoke software specific to the financial industry called Money Advice. They also opted for Struto’s CRM implementation and training services to fast-track their adoption process and set them up for success with their new CRM software.
Background
Specialists in the Irish financial services sector, Frank Lenny Financial Services Ltd., has been operating since 1999 to provide mortgages and expert advice on savings, investments, retirement plans, general and life insurance. They provide expert advice tailored to their clients’ needs and pride themselves on their personalised, professional and friendly approach to finance.
Their team aim to place long-term valuable business relationships at the core of their work, therefore having the right technology in place to underpin their efforts was vital for business.
Challenge
Frank Lenny required improved functionality and support to align their sales, service and marketing operations within the company. They chose to migrate certain aspects of their CRM to HubSpot to integrate with their current CRM called Money Advice.
Being a financial institution, data protection and compliance with regard to the management of sensitive data is of utmost importance to Frank Lenny. One of their main challenges was to ensure that the CRM system adheres to the strict governance in complying with financial industry standards.
Their sales team required a swift and smooth migration to limit any disruption to their sales, services and marketing operations.
"We were recommended to Struto by HubSpot themselves, which was a strong initial endorsement. Our expectations were therefore quite high. Thankfully they have been exceeded at each stage so far. The buyer mapping journey sessions in particular have been incredibly important to our experience to date... The team have added huge value and confidence to our HubSpot journey so far. I would highly recommend Struto to anyone considering a HubSpot implementation... Don't go it alone."
Michael Lenny, Director at Frank Lenny Financial
Solutions
To streamline and automate their customer journey, Frank Lenny opted for Sales Hub Pro as it was the best fit for their growing needs in terms of their digital transformation. After a discovery call with Struto to ascertain what their CRM objectives were, the Struto team were able to build a customised roadmap to meet Frank Lenny’s CRM migration needs.
Struto services included:
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Buyer Journey Workshops & Mapping
Struto’s strategists guided the Frank Lenny team through an exploration of the buyer journey from end to end. The key objective is to map out these sales processes within HubSpot and configure the platform to meet their automation needs. Struto not only assisted Frank Lenny in replicating the sales processes that they currently had in place but also improved them to be more efficient and scalable.
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Onboarding to Sales Hub Professional
With an objective-based onboarding plan aligned to Frank Lenny’s company goals and tech stack, Struto were able to help extract value from HubSpot as quickly as possible, ensuring a smooth and effective onboarding process.
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CRM Configuration
To ensure that Frank Lenny’s CRM objectives were met, they opted to lean on Struto’s HubSpot configuration expertise. Setting up the right processes to streamline and automate their sales operations to delight their customers on their buying journeys was a high priority for them.
Struto configured a new application process in their sales pipeline and a renewal process for existing customers to automate these customer journeys. The CRM configuration aligned with Frank Lenny’s specific onboarding objectives to harness the power of HubSpot and underpin their sales operations to enhance their customers' experience and reap positive business growth. Their new technology allows them to track and measure their customers’ experiences (at any point in their journeys) and make data-driven decisions to optimise their campaigns, based on real-time statistics.
As part of Struto’s CRM configuration for Frank Lenny, a Sales Hub Pro extension was deployed to ensure that their client’s sensitive data is protected within HubSpot and ensure financial regulation compliance. Being able to protect their customer’s sensitive data was a big win for them.
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User Adoption Training
The Struto team offered a series of end-user training workshops, offering tips, best practices and advice on how to make the best use of their HubSpot adoption. This powerful CRM tool is user-friendly, however, knowing how to truly harness its power is where the magic lies.
"It was a pleasure collaborating with Frank Lenny to enhance their sales processes, particularly in streamlining deal flows and client application procedures. HubSpot proved to be an excellent match for their needs, seamlessly handling essential checks and procedures in the background, alleviating any concerns and allowing them to focus on their core functions with confidence."
- Sade Mbambo, HubSpot Specialist at Struto
Results & Impact
As a result of their onboarding and training with Struto, the Frank Lenny team have experienced a positive adoption of HubSpot. Struto configured their portal to suit their immediate and longer-term CRM objectives allowing them to track, measure and optimise their efforts going forward. The seamless processes have automated their sales to consistently delight their customers and create an efficient and robust framework to scale and grow. The strategically-planned buyer journeys allow the Frank Lenny team to have a 360 degree view of their customers at any given point on their journey. They can make data-driven decisions based on real-time stats that have positively impacted their sales and renewals processes.
Future scope
Frank Lenny continues to engage with Struto on more in-depth training workshops to improve their team’s knowledge and skills within HubSpot. The partnership has been favourable and Struto looks forward to extending their services to Frank Lenny, should the opportunity arise.
If you are looking to partner with HubSpot experts to onboard and train your team, please reach out to one of our advisors to discuss your requirements.
