Yellow Pages Case Study
Integration and automation of communication between HubSpot®, Teamwork®, and a custom-developed sales application.
Yellow believes that innovation is the recipe for its enduring success and that digital transformation is its path to the future.
OneMotion integrated and automated the interaction and communication between the three software applications, relieving Yellow’s busy sales administrators of their ongoing, tediously manual efforts.
Yellow now has a central point of data that’s easy to track and monitor. The number of orders coming in, the number of products sold – all of the cash flow and revenue generated are now digitally accessible from one location.
No one does local better in Malta than Yellow (https://www.yellow.com.mt/), formerly known as The Yellow Pages. Yellow believes that innovation is the recipe for its enduring success and that digital transformation is its path to the future. Their ultimate goal is to move to a fully digital sales process. However, with more than 21,000 business listings to manage, they’re naturally selective when securing a partner to help them implement change.
To achieve their aggressive sales budget, Yellow’s sales teams are accountable for rigid KPIs (key performance indicators) and must close more than 12,000 customers annually. Sales managers must monitor their team’s performance and identify early whether or not their teams are on target, while campaign managers need monthly feedback on the success of their campaigns.
To track their sales and campaign performance and to manage the successful delivery of each sales order, Yellow relies on a combination of a custom-developed sales application (Sales App), HubSpot® and Teamwork®. However, before working with OneMotion, moving data between each software application remained a highly manual and time-consuming process that relied on the accuracy and performance of overworked sales administrators.
The table below illustrates how Yellow’s manual process worked before OneMotion’s help.
Before OneMotion’s integration and automation work, the entire process relied on the efforts of overworked sales administrators.
The sales team tracked and identified sales orders in the Sales App.
The manual integration efforts of the sales administrators were directly in contrast to Yellow’s ambitions of being a digital-first organization. Not to mention how painfully slow and reactive the process was becoming. Yellow was determined to automate as much of the process as possible, so it sourced out OneMotion from Teamwork’s partner website (https://www.teamwork.com/partners/onemotion/).
“I know from experience that I really have to put my trust in a supplier because our sensitive data is in their hands, that’s why it’s absolutely critical that they’re responsive to our needs!”
– James Martin, consultant and project lead.
Yellow quickly warmed to OneMotion’s patient, handholding approach. They appreciated how they were immediately connected with one of our Success Managers, who took responsibility for the success of the project throughout and continues to support Yellow, ongoing.
OneMotion’s background knowledge of both Teamwork® and HubSpot® was notably beneficial and their response time and accessibility were impeccable. OneMotion immediately formed a natural and equal-standing working partnership with Yellow’s project lead, James Martin.
“OneMotion’s customer service, patience, willingness to respond and to make sure that we were successful in our business pursuits were game-changing! It was like they were my right hand. Without their in-depth assistance, I would have been left in the dark.”
– James Martin
After working with OneMotion, the integration between the software applications was completely automated, as illustrated in the table below.
After OneMotion integrated and automated the interaction between the software applications, the manual work was drastically reduced.
“We wouldn’t have survived much further with the previous manual data entry between our software applications. Looking at what we have today, with a central point of data in HubSpot®, it’s so much easier to monitor our performance. The number of orders coming in, the number of products sold – all of the cash flow and revenue generated by our sales teams are now easily accessible. Our meetings are so much more efficient and informative because we can access this information from one place.
We can now respond to any business concern easily and much faster. Without this integration and automation project, our response time would be much slower or, in some cases, not there at all!
I can now put my mind at rest, what once seemed impossible I now know is completely possible!”
– James Martin