Anthony Sci probably doesn’t know any sales representatives who enjoy using a customer relationship management (CRM) tool. The president of Keypoint Intelligence admits he doesn’t think documenting client activities is the pinnacle of what an effective CRM can do for a sales rep and a dealership. Leveraging it as a platform for developing more sales leads and, ultimately, more revenue—now that’s exciting.
Sci is banking on a new collaborative effort changing the way reps view the humble CRM. Keypoint Intelligence and Quantum Business Solutions—with critical ingredients provided by HubSpot and ZoomInfo—jointly announced the launch of Q2, an effective solution tailored specifically to the office technology and managed services dealer universe. Q2 effectively picks up where most CRMs leave off. It offers a host of features that aggregate customer and prospect data, furnish a blueprint for guiding accounts through the sales funnel, tie together sales and marketing initiatives, and offer valuable analytics.
What truly differentiates Q2 is the inclusion of Keypoint Intelligence’s quote iQ tool. Sci points out that most CRMs have their own configure, price and quote (CPQ) tools. But HubSpot, the popular CRM for generating quality leads, lacked one. Sci connected with Shawn Peterson of Quantum Business Solutions—who’s helped numerous clients develop and maximize the efficiency of HubSpot—to design Q2 with Keypoint Intelligence’s quoting tool and ZoomInfo’s B2B data repository.
Officially launched last month, Q2 harnesses sales, marketing and quoting to ultimately drive more sales, which can be a time-intensive process. Sci collaborated with Novatech to devise the quoting tool that leverages Keypoint Intelligence’s configurator. Novatech’s account representatives had been spending up to three hours to create an enterprise deal, which was entirely too time-consuming.
“With other CRMs, account reps need to go through three or four different portals to find out where client machines are located, the machines’ service history and leasing information,” Sci noted. “All that information is automatically in the first tab of the quoting system. Once you build a quote, you can clone it and edit for different parts and accessories on subsequent deals, which cuts down on time tremendously.”
The quoting system allows the user to add variables such as service, solutions, managed IT, buyouts—anything needed to help formulate a deal. It’s all factored into the proposal template and can allow for an approval process before the quote goes out to the customer.
Keypoint Intelligence is a HubSpot client, and Sci confessed he never leveraged the full value of the CRM. “It was a great education for us on how powerful HubSpot can be,” he added. “It can really help from a revenue perspective—you can do marketing drip campaigns, web pages and web design through HubSpot. There are so many different modules you can get that will truly help your dealership.”
Sci credits Peterson with highlighting how blending HubSpot and ZoomInfo as a sales enablement tool to drive leads makes Q2 more valuable than the sum of its parts. “A lot of people know the individual pieces, but Quantum does a good job of pulling them all together to make a powerful tool,” he noted.
In the end, Sci notes its incumbent upon the dealers to make the most of the data and tools provided by Q2. HubSpot is an effective conduit that transforms the ZoomInfo data into an actionable game plan.
“What you do with that information is the key,” he said. “Once you have the information from ZoomInfo, the question becomes ‘How do I get my clients engaged?’ That’s where HubSpot comes in. It’s really good at doing campaigns based around information about key decision-makers who dealers might be targeting in a specific vertical or organization. To have all that tied together, many dealerships don’t know how to do that or struggle with doing that. And I think that’s where Quantum and Keypoint come in. We can sit down and consult on the best approach—sales/marketing, your CRM and your quoting—all together as a strategy, not just a tool. The overall sales and marketing strategy is really important because it’s not just a tool to record information.”
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