The challenge: scaling without a system
When a managed service provider specializing in contingent workforce management launched in early 2022, the team inherited both deep industry expertise and a complex sales challenge. With roots in staffing solutions spanning more than 30 years, they knew how to serve clients in energy, construction, and industrial sectors. What they didn’t have was a centralized system for managing sales, tracking leads, or reporting on performance.
The organization’s sales process was manual, disconnected, and heavily dependent on spreadsheets. Sales reps logged discovery meetings inconsistently, and there was no way to track how many demos were given per deal.
Other pain points included:
- Complex data migration: Supplier contacts lived in Excel, unorganized and difficult to map into a CRM.
- Integration hurdles: The team needed to evaluate a Bullhorn integration but lacked the technical roadmap.
- No strategic sales plan: With new sales hires coming on board, leadership needed a clear strategy to align process, automation, and reporting.
In short, the team needed both structure and strategy.
The solution: a tailored HubSpot foundation
- Strategic CRM setup: A customized deal pipeline was built to mirror their process, with clear stages from “New MSP” to “Closed Won/Lost.” This created a common language for managing deals across the team.
- Automation for efficiency: A workflow was developed to automatically generate a deal when a discovery meeting was booked, eliminating the team’s reliance on manual entry. Training on sequences and prospecting tools gave reps a new way to manage outreach at scale.
- Data governance and reporting: Custom properties and dashboards gave the team better visibility into deal velocity, push rates, and close ratios. This emphasis on data cleanliness and reporting positioned the company to make informed decisions.
The results: empowerment and scalability
- A centralized sales system replaced ad-hoc tracking.
- The team implemented a repeatable process for data imports, improving accuracy and efficiency.
- Sales reps gained confidence in using HubSpot for prospecting, sequences, and reporting, leaving them more self-sufficient day to day.
These changes delivered more than operational improvements. They gave the company a roadmap to scale. With a functional CRM, clean data, and reporting that tied directly to performance, leadership could now make data-driven decisions about sales strategy and growth.
Key facts at a glance
| Metric |
Value |
Source |
Confidence |
| Founding year |
2022 (subsidiary of 1993 parent) |
Company Profile |
5 |
| Employee band |
51–200 employees |
Company Profile |
3 |
| Parent company revenue |
$236.4M |
Company Profile |
3 |
| Industries served |
Energy, Manufacturing, Oil & Gas, Construction |
Company Profile |
5 |
Why it matters
For growing companies, sales process gaps can limit long-term potential as much as market competition. By investing in a HubSpot foundation tailored to their business, this provider turned complexity into clarity—and positioned their team for sustainable growth.
At media junction®, we believe digital transformation starts with structure. With the right foundation, growth is no longer accidental—it’s intentional.
