Inbox Storage
Inbox Storage had already built a tool that prices a storage enquiry to the square metre, and every quote it produced stopped in a database. We mapped their lead to cash process and guided the team through a Revenue Hub implementation that carries the quote into HubSpot and on to an invoice and a contract. The hundreds of hours a month that gave back went into a new market, and into growth the team had never seen before.
A precise quote that went nowhere
Inbox Storage provides physical storage space for the belongings people most want kept safe. They had built something most companies their size do not have: a purpose-built tool, made in house, that lets a website visitor generate a quote for their exact needs. Square metres, type of storage and length of commitment are all priced before anyone on the team is involved.
The trouble was what happened next. Once a visitor submitted their details, the information stayed in the database. HubSpot, where the sales team worked, knew nothing about it.
So the team closed the gap by hand. Estimates were copied out of the database, and deals and quotes were created manually, one at a time. It added up to hundreds of hours every month spent retyping information the business already had.
From quote request to contract in one system
The owner and the head of sales brought us in with a clear brief. Give HubSpot the context sitting in the estimate database, so a price quote can travel all the way to a quoted invoice and a contract without being rebuilt by hand at each step.
We started by mapping the lead to cash process, from the moment a visitor submits a quote to the moment the invoice and contract go out. That map settled what each step needed to know and where the information had to come from.
Then we guided the team through an implementation of Revenue Hub, built on HubSpot-native CPQ workflows. The detail a visitor enters on the website now reaches the CRM, and the deal, the quote, the invoice and the contract are built from it rather than from someone’s copy of it.
Hours back and a market they had been missing
The manual entry is gone. Nobody copies estimates out of a database any more, and deals and quotes are no longer built one at a time. That removed hundreds of hours of busy work from every month.
The team put that time to use. They moved some of those resources onto a new market that was being underserved, with an offer of theirs that had never had the activation it deserved.
The result was quarter over quarter growth unlike anything the team had seen before.