300+ hours of engineering work saved
10 hours saved for each salesperson per-week
Saves a full-time data entry employee
Tom Sagi used to run a construction company with his brother in Silicon Valley. The endless hours he spent doing payroll for their employees led him to the creation of Hourly. "It's 2016, I have a supercomputer in my pocket, and I'm wondering, why do I need to come to the office and spend the entire day doing payroll? I was surprised to know there wasn't an app for this. There was a huge gap in the market, and I saw it as an opportunity," says Tom.
Since then, Tom teamed up with his co-founder Shay Litvak. They've developed a complete solution for hourly employees and employers. It offers a payroll system, time tracking, and workers’ compensation coverage. Over the last year, their team is growing at a rate of three new people a month and they have offices in Silicon Valley and Latin America.
HubSpot and PieSync have been a valuable resource in the growth of Hourly, helping them manage a business in expansion while maintaining a consistent customer journey. "You might know what are the necessary touchpoints to close deals and offer a good experience, but as you grow, you need a place to centralize the data and good automation to manage that experience," explains Tom.
Though the need for a CRM was evident at an early stage, finding the right vendor was not easy. "We probably tried every possible CRM on the planet, and until HubSpot, we couldn't find the right tool. The general feeling was that they had all these features that you don't need, but they didn't have the one feature you do need." According to Tom, the implementation process with other CRMs was difficult. With HubSpot, he describes it as very simple and intuitive. They started configuring workflows and sequences in a matter of minutes.
"With HubSpot, the onboarding experience was good, and the implementation was easy. Everything is available right there, and creating workflows and sequences is super simple. You don't need to be a CRM expert or a solution architect to make it work," says Tom.
They also enrolled at HubSpot for Startups, a program for startups dedicated to the enhancement of customer acquisition, and customer retention. And next to the CRM, they are using the HubSpot Marketing Software and PieSync to integrate other applications like Salesloft, Salesmate, and RingCentral with their HubSpot software.
HubSpot's CRM was the right place to centralize Hourly's customer information. But, what was the best way to use that information to nurture customer and prospects relationships? They needed a marketing tool to create a consistent journey for their clients and offer them a great experience.
According to Tom, when you work in Marketing "you cannot not-notice HubSpot." But hearing marketers recommending the Marketing Hub was even more convincing for him. Plus, starting to use it was very smooth, "If you are using one HubSpot product, it's pretty easy to find your way through the second one."
The Marketing Hub became a tour guide for Hourly prospects and customers, following up at every touchpoint. While a big part of their leads comes in through referrals, ultimately they discover what Hourly can do for them through the website. That's the starting point.
"From the moment that a prospect signs up for a free trial, we use automation to stay in touch and remind them about Hourly until they convert into paying customers. They'll go through a process where we might communicate via emails, calls, or text messages, according to what’s most convenient for them. Throughout that process, we make an effort to provide a consistent journey," explains Tom.
The journey doesn't stop with a conversion. Hourly believes a well-served customer is a happy customer and they also want to provide an excellent experience after the signup. Hourly uses HubSpot to automate the entire journey, including the workflow to nurture existing customers.
"I recommend HubSpot primarily for marketing automation. I think it's the richest marketing platform we've seen. It's a wonderful platform."
Next to these marketing automation tasks focused on customer experience, Ben Harborne, Head of the Marketing team at Hourly, believes that having the Marketing Hub connected to other marketing apps via PieSync, gives them access to a complete understanding of their marketing actions.
"When you're spending or investing a lot in marketing, you need to figure out what's working and what's not. By having HubSpot connected to some of the different ad platforms we use, we can attribute paying customers to ad spend. That way, we know what we generated from the investment of a particular campaign. It's crucial to be able to do something like that," says Ben.
Tom states that one of the key aspects that led him to choose HubSpot was the integration with Zapier and Piesync. When working with several applications next to HubSpot, you need integration to obtain a complete view of your customers and enhance automation."With the absence of a tool like PieSync to sync the data, you rely on native integrations that typically solve one-way data pushes but do not sync two-way. You also have the option to build an integration yourself with HubSpot's API, but your engineering team will be investing a lot of time in that."
Hourly's first connection brought together their HubSpot CRM with RingCentral. The problem they detected occurred within the Customer Support team. Their Customer Success Managers kept getting phone calls from people that they didn't recognize and that was affecting the quality of the customer experience. With PieSync, Tom set up a sync between HubSpot and RingCentral so that the caller ID is continuously updated with recent and historical contact information.
Next to HubSpot CRM, the sales team is using Salesmate's goal tracking function and sales reports. Their goal is to create a playbook that enables sales agents to create an exceptional experience along the buyer’s journey.
"With Salesmate, we are looking back at our story with a paying customer and identifying the steps we took to 'win' that customer. That template or playbook becomes very useful when we have a new salesperson. They just have to follow the steps and add their unique approach," says Tom.
The two-way sync between Salesmate and HubSpot ensures that both databases have the same customer data. Whenever there's a new contact or an existing entry gets updated in either app, that change is automatically available in the other app.
According to the Hourly team, setting up this integration was also surprisingly easy. "Implementing the Salesmate and HubSpot integration was very simple, in a matter of minutes it was set up."
Since integrating systems has become pivotal for this team, whenever they search for a new app to cover a business process, they first take a look at the apps PieSync supports. Tom explains that this way, they ensure the possibility of two-way sync. "I found out about Salesmate because of PieSync, and whenever I need new software, I first check the integration options. You can have a great app, but if it's not connected to HubSpot and your other apps, you have to prepare to waste a lot of time on integrations."
"I showed my CTO what I'm doing with PieSync, and he said that if we needed to build those integrations in-house, we would be looking at months of work for our backend team to build it. The amount of time that PieSync saves us is just incredible," says Tom.
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