Scaling from complexity to growth
iZooto empowers its publisher customers to create personalised reader experiences and automated engagement using notifications.
Yet, behind the curtains, iZooto’s sales and marketing processes were managed on complex spreadsheets and disconnected online tools. Realising that executing processes and strategies on spreadsheets could lead to significant manual errors, the iZooto team transitioned its operations to disparate tools like Agile CRM and Yesware. However, none of these tools could provide them with their desired level of functionality.
iZooto’s founder, Vivek Khandelwal, recalls, “Every time we shifted to a new tool, we felt that something was missing. We were looking for more control over our data and increased team participation. We wanted to scale our inbound, which was becoming impossible with these tools. That’s when we decided to explore HubSpot for StartUps – and since then, we have never looked back.”
Streamlining and consolidating customer data
The move to HubSpot Marketing Hub was prompted by the need to streamline customer data and create engagement automation. Once Marketing Hub was implemented, the sales and marketing teams could manage all customer information and interactions in one place – which was a huge step up.
“We wanted to get in touch with prospects as soon as they visited our page, to understand their needs and expectations from our product. HubSpot helped us capture all the relevant data we needed to convert the lead. We were also able to create an automation that ensured that an SDR was automatically assigned to the lead”, informs Vivek.
The iZooto team was so impressed with Marketing Hub that it also decided to implement Sales and Service Hub to further consolidate its prospect and customer data onto a single platform. In 2018, the team also decided to move their websites to HubSpot because of its easy adoption and seamless design. Finally, in 2020, they consolidated their chat automation into the platform.
“We have been able to automate hundreds of tasks on HubSpot, which has helped us save a lot of hours across our Sales, Marketing, and Customer Success teams. This has, in effect, allowed our teams to focus on more crucial tasks, like refining the product”, Vivek mentions.
Automating engagement to improve lead response times
Since implementing HubSpot, iZooto has witnessed an astounding surge in SQL conversions as HubSpot enabled them to assign the leads to the suitable SDR and have them connect with the prospect in under 5 minutes. Additionally, their ability to respond to prospective buyers quickly – because of the chat automation – has helped them quadruple their conversion rates.
Vivek concludes, “HubSpot has enabled us to achieve our objective of rapid growth and conversion. Since we amplified our conversion rate, our sales pipeline has grown exponentially. This is because we can now engage with the prospect with full context – thanks to the 360º visibility the sales team gets as they reach out to the buyers.”