When MainTech needed to replace their old internal systems, they chose the combination of Microsoft 365 and HubSpot – with ONwork as the integration tool
– We had an old, proprietary internal system that few people used, and the environments that helped us with upgrades gradually disappeared, says Fredrik Karlstad, Head of Marketing and Sales at MainTech. He is responsible for the daily operation, maintenance, and monitoring of the company's sales apparatus.
– The old system became static, and that’s not what we wanted. To develop a company, you need systems that you can build upon. That’s why we started looking for an off-the-shelf CRM system, he explains.
Many benefits with the "invisible" ONwork
Today, MainTech benefits greatly from its new CRM package. ONwork operates almost invisibly in the background, ensuring seamless sales processes for one of Norway's leading consultancy companies.
– "ONwork was the only and most tailored product for effectively utilizing a strong sales pipeline – something essential in marketing. ONwork creates the environment that connects the software in a logical and efficient way," says Karlstad.
Fredrik Karlstad
Leder Markedsføring og salg i MainTech
– "It’s a whole new experience for us who use the program daily," he smiles.
Why is that?
– "Because it’s easier for our employees to register data according to procedure. It’s also simpler to find information and see what a colleague has done. Overall, it has become much easier for sales and marketing to have control over the total pipeline and reports. Additionally, it’s easier for all MainTech employees to see market opportunities in the pipeline because they are visualized in HubSpot. This also makes it easier to track our KPIs."
“It’s a brilliant way to work”
Standardized Sales Process
A robust CRM system is essential for managing a variety of leads and sales opportunities. At MainTech, sales representatives collaborate with the internal technical team when preparing proposals, making a smooth flow of information and documentation crucial for the value chain.
– "When we combine sales and technical expertise, and bring in specialists who don’t always have much time, the integration between ONwork in Teams and HubSpot is an excellent way to collaborate," says Karlstad.
The process is straightforward, but not overly simplistic.
– "We create a deal in HubSpot. It can remain there for anywhere from a week to two years. When we receive confirmation that someone wants a proposal, we move the deal to the next stage in HubSpot. At that point, ONwork automatically opens a proposal room in Teams – with a set structure, standardized templates, and the information allocated to the people handling the case already in place. It’s a brilliant way to work, I must say, truly excellent!"
For MainTech, standardization is key to the continued development of their business.
- ONwork makes it easy to locate necessary documentation and helps us standardize our procedures. Without fixed methods in our procedures and processes, we cannot evolve. This works very well within Teams and HubSpot today, he explains.
Maintaining Their Unique Work Methodology
The task of finding the right system was not an easy one. How do you ensure that everything working well in an established internal system also has room to develop in a new one?
– We have fixed procedures and processes at MainTech that must be followed. These are well taken care of with ONwork's integrations with HubSpot and Microsoft 365, Karlstad explains.
– But it has to go both ways. The procedures are not static, and we constantly need to adapt to new opportunities in technology. The key to success is finding new ways of working to fully leverage the technology. If we don't adapt our workflows to new opportunities, we won't see any benefits from the new software either, Karlstad emphasizes.
Dette var
spennende!
| Industry: | Construction and building |
| Founded: | 1986 |
| Location: | Trondheim, Norway |
| Number of employees: | 54 ansatte |
| Revenue: | 94 millioner NOK |
| Specialties: | Maintenance, material technology, analysis, logistics, inspection, machine learning, Industry 4.0, LEAN, project management, leadership |
| Deliveries: | Improved maintenance for Boliden Odda – creating lasting improvements Reduced costs and increased uptime for TiZir |
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