Humanoo

Together with Humanoo, we implemented a comprehensive full-funnel optimization that redefined the CRM structure and automated key processes like contract renewals and billing. This led to smoother operations, improved data quality, and seamless collaboration between the customer success and finance teams.#

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To achieve this, three key steps were essential…

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Step 1: Full-funnel optimization in HubSpot

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• Mapping the buyer journey: We worked with the sales and marketing teams to map the sales funnel in Miro, spotting bottlenecks and identifying where leads were dropping off.
• Bringing revenue flows into the CRM: We analyzed all revenue streams, including direct sales, partnerships, and reseller sales, and set up clear ways to represent them in HubSpot.
• Cleaning up CRM data: We restructured the CRM with clear lifecycle stages and lead statuses to ensure prospects and customers were tracked properly and aligned with their stage in the journey.
• Standardizing data: We cleaned and standardized all existing data, giving teams a single source of truth.
• Automating workflows: We set up workflows to handle leads more efficiently, assign tasks automatically, and ensure no opportunities were missed.‍
• Providing training and resources: We gave the Humanoo team training and documentation to help them make the most of the new tools and improve collaboration between marketing and sales.

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Step 2: Automating renewals and subscriptions

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Renewals and subscriptions are critical for SaaS businesses. We streamlined these processes with automation and clear standards to save time and reduce errors.

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• Streamlining renewals in HubSpot: We automated the creation of renewal deals based on contract terms. The system assigns deals to the right team members, sets follow-up reminders, and ensures nothing slips through the cracks.
• Setting clear contract standards: We standardized contract lengths, billing schedules, and renewal terms. Complex scenarios like price changes and custom agreements were also built into the automation.
• Improving subscription tracking: We logged all subscription details—start dates, end dates, pricing models, and custom terms—into the CRM, making it easier to manage subscriptions and understand customer trends.

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By automating these processes, customer success teams can focus on relationships instead of admin work. Customers now get timely, accurate updates about renewals, improving retention and satisfaction.

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Step 3: Improving collaboration between CS and finance

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• Defining key data points: We pinpointed the data needed for billing and ensured the CS team collected it during customer interactions.
• Setting up automated alerts: Triggers in HubSpot now notify the finance team when deals hit certain milestones, cutting out manual handoffs and delays.
• Integrating with Easybill: We connected HubSpot to Easybill via Make.com, so invoices are created automatically using CRM data.
• Adding checks and balances: We introduced multi-step review processes and validation rules in the CRM to prevent incomplete or incorrect data.

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These changes reduced billing errors and delays, improved cash flow, and ensured customers received accurate, timely invoices.