Hybrigenics Services: migration to HubSpot CRM

A bespoke CRM optimized for the biotech industry

Hybrigenics took the decision to change its CRM in order to migrate to HubSpot. A winning bet in which we were able to combine customized settings and team training.

A migration to HubSpot for a personalized, optimized CRM

Company presentation

Hybrigenics Services is a company providing technology solutions dedicated to the analysis of protein interactions.

Hybrigenics Services in a few figures:

• 2,500 academic and industrial customers worldwide
• Sorting on more than 35 species

How to deploy HubSpot CRM in the biotech industry

Created in 2010, Hybrigenics Services has a large database on Microsoft Dynamics. They decided to migrate to HubSpot CRM with a view to simplifying the day-to-day work of their sales teams, and starting from a clean, optimized base.

Hybrigenics Services has a large database on Microsoft Dynamics.

3 major challenges for Hybrigenics Services:

• Clean up the database to start afresh
• Simplify the work of sales teams based in France and the United States
.
• Centralize all actions on a single platform

The solutions provided by Hybrigenics Services

1. Import a clean database to get off to a good start

Once the import file had been transmitted by the Hybrigenics Services teams, the first challenge of this migration to HubSpot CRM was to clean up the existing data. Following a one-hour workshop, where the primary objective was to understand all the data present in the file, we were able to begin the file cleansing process.

This clean-up phase involved several key steps:

• Removal of duplicate contacts and companies
.
• Formatting property values to standardize data
• Deleting unused properties
• Creating and formatting HubSpot users for contact and company owners

In a second step we custom-configured HubSpot CRM for Hybrigenics Services:

• Creation of tailored custom properties
• Reproduction of the sales process with the sales tunnel
• Parameterization of rights and access for each user

Once these actions had been completed, we were able to import all the historical data onto the new HubSpot CRM.

2. Tracking sales results with HubSpot dashboards

Once the data migration was complete, we were able to create commercial dashboards, micro and macro, so that the Hybrigenics Services teams could track sales performance.

The challenge was to create reports that matched the needs of the biotech industry and Hybrigenics' business process. With this objective in mind, we created 100 customized and entirely bespoke reports.

The challenge was to create reports that matched the needs of the biotech industry and Hybrigenics' business process.

Thanks to these reports, teams can track:

• The individual performance of each salesperson
• Follow current projects for each manager
• View transactions in the sales tunnel and sales in progress

3. Simplify sales team tasks through skills transfer

To enable sales teams to benefit from the new HubSpot CRM and make optimal use of it, we organized 2 half-day training sessions for all sales teams. Including teams based in France and others in the United States.

Our training sessions had several objectives:

• Transfer our knowledge and best practices in using HubSpot CRM
.
• Explain how CRM works and how to customize it to suit the industry and business process
• Present the creation of sales dashboards

Once these two half-day training sessions had been completed, the Hybrigenics Services teams were ready to get started using this new CRM.

A CRM adapted to its needs and new challenges ahead 

Thanks to data migration and customized parameterization, Hybrigenics Services' teams benefit from a CRM tailored to their industry and sales process. This offers them gains in sales productivity through better follow-up and communication between these international teams. The next challenge? Creating a conversion website to feed HubSpot CRM. If you too would like to transfer your data to HubSpot CRM, find out how to perform a data migration.