160% Revenue Growth in Y1
500% increase in leads
300% increase in website traffic
hedgehog lab had experienced significant organic growth since it pivoted into the post-PC space, but it knew that marketing would be crucial to its continued success.
“The way we were doing marketing was very localised,” explains hedgehog lab CEO and co-founder Sarat Pediredla. “We listed ourselves in various product directories and with agencies, which confined our reach. In terms of content, we had lots of point solutions – we used plugins for our WordPress blog, a programme to create landing pages and Google Analytics. However, they didn’t integrate well together, and it was difficult to create cohesive, results-driven campaigns.”
The aim was to become known as a thought leader within its sector, so making sure that its content got noticed and consumed by the right people was a priority. It first started using Pardot for marketing automation. However, Sarat heard about HubSpot’s ease of use and many features.
“A friend recommended HubSpot after they achieved outstanding results with the software. They told me it’s the best option for strategic, effective inbound and has tools for every stage of the funnel. We investigated HubSpot further, and it aligned with all our objectives, from capturing and nurturing leads to proving the ROI of our activities. We looked at many other platforms, and while some of them did a few things well, they didn’t come close to what HubSpot was offering.”
The decision was an easy one, and hedgehog lab signed up with HubSpot in 2014.
Today, hedgehog lab’s website is a destination for industry insights and updates. It uses the Social Tools in Marketing Hub to drive traffic to its regularly updated blog and its repository of whitepapers, reports and case studies. Visitors are encouraged to engage through Calls-to-Action and Forms, which allows the company to develop a progressive profile of its leads.
“From the start, we found the HubSpot software intuitive and easy to use, and we like that a high level of support backs it. Everyone on the marketing team dips into the resources available from the HubSpot Academy, as do our designers, and we can pick up the phone to our HubSpot customer success manager if we have any specific questions.”
One of hedgehog lab’s goals was to solve the disconnect between its sales and marketing departments. Buoyed by his experience with HubSpot Marketing, Sarat decided to investigate the HubSpot CRM. Both he and his head of sales were convinced that it was the perfect solution, and the company made the switch to the HubSpot Growth Stack.
“We had been doing both inbound and outbound sales, but really, we thought that our inbound strategy would take three or four years to bear fruit. The HubSpot CRM offered a way to change that. It would give us a clear view of the visitor’s journey, and our sales team would get the actionable insights they needed.”
The consultancy also started using Sales Hub Professional, which has helped to make inbound sales a reality rather than a distant prospect.
“It has had a massive impact on how our salespeople work. They get notified when a prospect opens an email, for example, so that they can follow up at just the right time. It gives them everything they need to nurture those relationships and close deals.”
Since it started its journey with HubSpot, hedgehog lab has achieved tremendous results. Website traffic has increased by 300%, while leads are up by 500%.
“We see increases month-on-month, and that’s right across the board. For example, whenever we put out a new whitepaper, we get download rates of up to 25%, which is something that we never had before,” says Sarat.
The company also has proof positive that its strategy is working.
“Before we started using the HubSpot Platform, we were a six-figure revenue company. In 2016, we grew our revenue by 160%; then in 2017, we grew that by 60%. Not only have we grown in revenue, but we have also gone global. We now have six offices worldwide, and the HubSpot software is our essential command centre for managing all those moving parts.”
hedgehog lab plans to continue that global expansion and its partnership with HubSpot.
“We’re bullish about the HubSpot roadmap – we love where the product is going. We have already upgraded to Enterprise level, and the plan is to use it, even more, especially the advanced features.”
How .id Doubled New Revenue with HubSpot
1E Achieves A 2X Increase in Meetings
Growing with HubSpot
39x Increase in Leads
7x Increase in Website Traffic
Boxing Clever with HubSpot
87% Increase in Customers Yoy