Three years ago, an office supply company in New South Wales unexpectedly lost its CRM Specialist and needed an experienced replacement who could step in quickly and take ownership of a critical part of its sales and marketing operations.
An Immediate Need for CRM Support
Farche Solutions introduced Gian, a HubSpot Specialist from Pampanga, a province in Central Luzon in the Philippines, who initially joined to fill that immediate gap. What started as a replacement role soon developed into a much broader responsibility.
One of Gian’s first major projects was migrating the company’s CRM from Salesforce to HubSpot. This involved more than simply transferring data. Gian helped restructure the CRM around how the business actually operated, including contact and company records, deal pipelines, lifecycle stages, custom properties, workflows, lead routing and reporting.
Improving CRM, Sales and Marketing Operations
Over the past three years, Gian has continued to manage and improve HubSpot across both sales and marketing.
He rebuilt and optimised workflows to improve lead management and follow-up, refined lead source tracking to give the company better visibility into where opportunities were coming from, and improved the connection between marketing activity and the sales pipeline. Since Gian joined, the company has seen an 18% increase in leads generated through its lead source campaigns.
Gian also helped refine the company’s sales process from initial enquiry through to conversion. Deal stages and pipelines were reorganised, automation was introduced to reduce manual work, and reporting dashboards were improved to give management clearer visibility into lead activity, pipeline movement, conversion and overall sales performance.
Expanding the Team as the Business Grew
As the company’s requirements grew, so did its relationship with Farche Solutions.
After seeing the results of Gian’s work, the client hired two additional team members through Farche Solutions this year to support data enrichment and marketing.
The data enrichment role helps maintain accurate and complete CRM records, improve company and contact information, and provide the sales team with better data for prospecting and segmentation. The additional marketing support helps the company execute campaigns, manage marketing data and reach new prospects across its target markets.
What began three years ago as an urgent need to replace one CRM Specialist has now developed into a three-person Farche Solutions team supporting the company’s CRM, sales data and marketing operations, while helping support its continued growth and global reach.
Farche Solutions also has CRM specialists with experience across HubSpot, Salesforce, GoHighLevel and other platforms. Our team includes trained and certified professionals with years of hands-on experience in CRM management, migrations, automation, workflows, sales pipelines, marketing operations and reporting.
Gian’s story is one example of how the right CRM specialist can grow from filling an immediate skills gap into becoming a long-term part of a company’s sales and marketing operations.