JUMAG has increased its sales leads from about 20 to 70 per month

Branche

Industrie, Maschinenbau, Dampferzeugung

Herausforderung

Eine gewachsene Systemlandschaft aus Microsoft Business Central, SAP und Excel-Tabellen ohne zentrale Sicht auf Kunden und Vertrieb.

Ergebnisse

Mit dem HubSpot CRM erreicht JUMAG 1.500 qualifizierte Kontakte in zwölf Monaten und steigert die Sales-Leads von rund 20 auf 70 pro Monat. Das Team legt heute 35 neue Deals im Monat an, zuvor waren es 11. Die Reaktionszeit bis zur ersten Kontaktaufnahme sinkt um 75 Prozent.

Eingesetzte Hubs

Marketing Hub Starter · Sales Hub Professional · Service Hub Enterprise · Content Hub Professional · Data Hub Starter

Website

jumag.com

“

„Die Zusammenarbeit mit Mark Lotse hat unsere Erwartungen übertroffen. Die Einführung von HubSpot und die entwickelten Kampagnen haben unsere Leadgenerierung auf ein neues Level gehoben."

The Challenge

JUMAG managed its business processes using a patchwork of systems consisting of Microsoft Business Central, SAP, and individual Excel spreadsheets. A centralized CRM platform was missing.
As a result, customer history was tied to individual systems and individual employees. Inquiries came in through various channels, follow-ups were tracked in each person’s calendar, and the status of a sales transaction could only be determined by asking. This made it impossible to gain a reliable overview of the pipeline.

For a company with multiple product lines, a rental business, and ongoing service operations, this comes at a double cost: time spent on day-to-day operations and knowledge that is lost with every change in the team.

The Solution

The goal was a centralized HubSpot CRM that maps the entire purchasing process: from the initial inquiry through a transparent sales pipeline to a foundation for predictable growth.

Mark Lotse started with the processes. Together with JUMAG, we analyzed the sales organization from an external perspective and strategically realigned it. The technology followed the process decisions.

Change management determines the outcome

Intensive training and ongoing enablement ensured that the team adopted and continued to apply the data-driven approach in their day-to-day work. Since then, responsibilities, phases, and exit criteria have been clearly defined for each deal and visible to all stakeholders.

A Platform for Marketing, Sales, and Service

The expansion goes beyond the CRM. Five hubs operate on the same data set. Marketing can see which campaign triggers a deal, Sales is aware of every open service case, and Service works with the complete customer history.

The Result

JUMAG generated 1,500 qualified leads in twelve months and increased sales leads from around 20 to 70 per month. The number of new deals per month rose from 11 to 35, and the response time until initial contact decreased by 75 percent.

Behind these metrics lies a cultural shift. Cross-departmental collaboration is transparent, decisions are based on data, and new colleagues find the sales process already mapped out in the system.