Tugboat Logic

HubSpot to Salesforce Migration and Setup

Tugboat Logic is an industry leader in the information security space, providing information security management services and compliance coaching. They help clients to design and implement security programs into their organizations, and to work towards obtaining industry certifications.

Services

  • Hubspot to Salesforce Migration

  • Salesforce CRM setup

  • Digital Marketing Platform Setup and Integration

  • Lead Management Tool Integration

HubSpot to Salesforce Migration and Setup

Tugboat Logic is an industry leader in the information security space, providing information security management services and compliance coaching. They help clients to design and implement security programs into their organizations, and to work towards obtaining industry certifications.

The Problem

As a successful and rapidly-evolving company, Tugboat Logic quickly began to outgrow its existing technology stack. Within their stack they used HubSpot as a CRM and marketing automation tool as well as a variety of third-party API tools such as PieSync and Drift. Eventually, the team at Tugboat noticed their performance was being hampered in a few areas by the limited functionality of their tool kit.

HubSpot’s CRM infrastructure lacked the necessary level of customization and functionality to keep pace with Tugboat’s expansion. Tugboat identified a need for the ability to customize and fine-tune quotes to fit unique specifications for each client and noted that integrating quotes with invoicing and accounting software was laborious. In addition, HubSpot lacked recurring billing functionality, meaning supplementary software had to be sourced and integrated as a solution. Solving for these limitations meant seeking third-party applications that could patch up the leaks in the technology stack. While these applications may have improved functionality, they created an additional inefficiency by compounding application sprawl – the issue of having to manage and integrate many independent applications into business processes.

Our Solutions

Enter RFDM. After consulting with Tugboat Logic to identify areas of concern within their technology stack, RFDM set to work on effecting a HubSpot to Salesforce migration in order to tackle some of the functionality limitations that were slowing down essential business processes. Part of RFDM’s solution involved building a custom-designed lead management process across Salesforce and Marketo. The goal was to enable continued use of key third-party applications, such as Outreach.io, which had been used to manage lead assignment rules and opportunity queues, whilst also reducing sprawl and streamlining interaction with the CRM. By integrating Outreach into Salesforce CRM, RFDM was able to harmonize the lead management process between Tugboat’s sales team, working out of Outreach, and the marketing team, working from Marketo.

A second obstacle concerned Tugboat Logic’s opportunity renewal process and the need for custom quoting software. To solve for this, RFDM integrated Salesforce CPQ and Conga into the Salesforce instance, providing Tugboat with a highly customizable quoting toolkit. In addition, SaaS Optics was added into the stack to help automate renewal management processes – reducing the labor involved in contract renewal, as well as increasing customer retention and protecting revenue over the long term. Finally, RFDM worked to rationalize third-party application sprawl resulting from the use of multiple external programs to supplement the CRM. Centralizing all automations and workflows within Salesforce CRM removed the need for third-party API connectors, such as PieSync, and increased efficiency by reducing sprawl and streamlining business processes.

The Benefits

Automating Tugboat Logic’s lead management processes reduced the need for manual input of data and time-consuming reconciliation activities. This represented a significant cost-saving in labor, allowing the sales and marketing teams to focus their time on higher value objectives. Similarly, the automation of quote renewals and opportunity management eliminated the labor costs arising from having to manually oversee these processes. Resolving these automation, quoting, and lead management problems helped to free up Tugboat’s revenue and labor, promoting efficient running of the business whilst limiting churn and reducing sprawl.

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