Hubbard Enterprises and Mauka
Increasing manufacturing sales.
Hubbard Enterprises, a manufacturer of innovative construction products for the construction industry, and Mauka Technology partnered to produce data analysis and visualization products that improved sales performance and customer relationships.
Opportunity.
Critical business data was locked away.
The sales organization needed data that resided in multiple business systems. The outside sales team managed their territories based on monthly spreadsheets and intuition.
Hubbard partnered with Mauka for their domain experience in sales operations, application development, and data engineering. Together, Hubbard and Mauka created data products that would combine data from CRM, Accounting, and ERP systems to enable the sales organization to more effectively manage current business, and increase new sales.
Previously, sales teams operated on stale information and an incomplete picture of their customers and territory opportunity.
The Technology.
Getting the data.
Mauka created data extraction and integration processes that replaced existing manual work. These extraction and integration processes provided anytime access to current customer sales and account information.
For the first time, Hubbard sales organization had a complete picture of each customer, their account information, and purchase history.
This helped the sales team understand each customer's relative value to the business.>
Sales enablement.
Mauka created data products that, for the first time, allowed sales reps to identify the top customers in their territories - and the products those top customers bought.
The web-based data products helped the sales team and sales management prioritize territory and regional activities. The sales team could plan territory strategies that effectively rewarded top customers and elevated under-performing customers to generate more revenue without incurring customer acquisition costs.
Why it matters.
Bottom line results.
Hubbard was able to increase revenue without increasing costs. Empowering the sales team with real-time customer data eliminated time spent on the wrong activities and allowed the sales reps to create additional value from existing customers. They found untapped opportunity within their sales territories and were able to access that opportunity.