Addressing disconnected deal management
When Terrascope began their operations, a team of fewer than 30 employees relied on a patchwork of tools and internal processes to manage customer interactions. While this worked initially, the rapid growth of the business exposed critical gaps in how deals were tracked and managed. The absence of a centralized system meant that marketing, sales, and customer success teams operated in silos, leading to disjointed processes and inefficiencies.
The impact of this disconnected ecosystem was significant. Without a single source of truth for deals, the marketing team struggled to align campaigns with sales priorities, resulting in untargeted outreach and missed opportunities to engage prospects. Meanwhile, the lack of standardized guidelines for lead handovers caused delays in the sales cycle, often leaving sales representatives without the necessary context to advance deals effectively. This contributed to an average deal cycle of nine months, which hindered Terrascope’s ability to scale and limited their revenue potential.
Additionally, the small sample size of deals available for analysis made it difficult to identify bottlenecks or establish benchmarks for success. As a result, resources were often misallocated, and the company’s limited understanding of their sales cycle restricted their ability to optimize performance. Recognizing the need for a more structured and scalable approach, Terrascope set out to find a solution that could centralize deal management, streamline workflows, and improve collaboration across teams.
Implementing a unified customer management platform
To address these challenges, Terrascope selected HubSpot as their end-to-end customer management platform. HubSpot’s comprehensive suite of tools enabled Terrascope to consolidate all customer data, workflows, and communications into a single system, providing teams with full visibility into the sales funnel. From the initial website session to post-contract customer success, HubSpot offered the scalability and integration Terrascope needed to support their growing business.
To ensure a smooth and efficient transition, Terrascope enlisted the help of HubSpot solutions partner Neighbourhood. This partnership enabled the company to tailor the platform’s setup to their specific business needs. By collaborating with experts, Terrascope avoided common pitfalls and expedited the rollout process for immediate impact.
The adoption of HubSpot required a cross-functional effort, with marketing, sales, and customer success teams working together to define lead and deal stages and establish clear handover processes. These sessions not only aligned the teams on shared goals but also structured consistent and efficient workflows. HubSpot’s automation capabilities further enhanced this alignment by reducing manual tasks and enabling teams to focus on higher-value activities.
HubSpot’s specific tools also played a critical role in driving results. Marketing Hub supported demand generation efforts, including inbound and outbound campaigns, event management, and content creation. Sales Hub provided visibility into every stage of the deal cycle, empowering the team to prioritize opportunities and address bottlenecks proactively. Meanwhile, Service Hub centralized post-sales activities, ensuring that customer needs were met promptly and effectively. Content Hub complemented these efforts by streamlining content management, enabling the delivery of targeted and relevant messaging to prospects and customers alike.
According to Felipe Daguila, Chief Customer and Commercial Officer at Terrascope, the adoption of HubSpot transformed the company’s approach to customer management. “HubSpot became the backbone of our operations. Its integrated capabilities and automation empowered us to overcome information silos and focus on ensuring quality customer interactions,” he said.
Shortening deal cycles, tripling customer acquisitions, and sustaining growth
The implementation of HubSpot marked a turning point for Terrascope, delivering measurable results across multiple aspects of their operations. One of the most significant outcomes was the reduction in the average deal cycle from nine months to four months. This improvement not only accelerated deal closures but also enhanced the team’s ability to manage a larger volume of prospects, ultimately contributing to more efficient revenue generation.
Automation further amplified this transformation by reducing the time spent by sales and customer success teams by 30−35%. This improvement enabled greater efficiency across workflows and enhanced collaboration between teams, ensuring alignment on shared objectives.
With HubSpot’s analytics, Terrascope gained full-funnel visibility into deal performance. Real-time insights helped identify bottlenecks and prioritize opportunities, while weekly pipeline reviews powered by HubSpot’s scoring system ensured prioritizing promising deals and addressing information gaps. This streamlined approach not only made the sales process more efficient but also tripled new customer acquisitions.
HubSpot also helped improve customer retention. By centralizing data and streamlining onboarding, Terrascope consistently delivered on promises made during the sales cycle. Higher CSAT scores reflected this success and supported the company’s mission to help customers create lasting decarbonization impact, building trust and credibility.
By early 2023, Terrascope had seen a 76% increase in ARR compared to the previous quarter. HubSpot’s tools have not only driven this growth but also positioned the company for continued, scalable success in the future. “The centralized platform and streamlined workflows have been transformative. HubSpot helped us scale while staying aligned with our mission to provide value to customers,” said Daguila.
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