How Carsync achieved a 40 percent increase in sales
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Tom Bechert, Head of Department B2B Sales & Customer Support at Carsync, speaks in an interview about the difference a suitable CRM system can make for the success and growth of a company.
t3n: Tom, you are Head of Department B2B Sales & Customer Support at Carsync. Can you briefly introduce your company?
Tom Bechert
Tom Bechert has been with Carsync since 2016 and in his role as Head of Department B2B Sales & Customer Support is responsible for all topics related to sales and customer service.
Tom: Carsync was founded in 2003 and is an all-in-one solution for companies and the self-employed, for digitizing and controlling company vehicles. We are taking the step into the next generation of mobility with our customers and are transforming vehicle fleets: intermodal, networked, autonomous, shared and emission-free.
How do you earn your money?
Carsync has two divisions. On the one hand, we offer a digital platform with tools to make work easier in vehicle and fleet management, for example with an electronic logbook, electronic driver’s license control and digital pool vehicle management. On the other hand, Carsync is a service provider for full-service fleet management with the option of commissioning individual modules in a modular way, for example damage management or repair control, leasing returns and invoice verification. Our target group range from self-employed to large companies – sometimes it’s just about one vehicle, sometimes up to 35,000 cars.
The digitization of a large vehicle fleet is only possible with the right system behind the scenes. (Graphic: Shutterstock / petovarga)
That sounds like a technical setup behind the scenes that should not be underestimated. You use HubSpot as a CRM system. What was your company setup like when you started working with HubSpot?
We started in October 2019 with HubSpot to work. At that time we were around 100 employees and had around 300 customers.
Why did you decide to work with HubSpot back then?
We previously worked with an on-premise system and were not very satisfied. That is why we decided on a web-based system like HubSpot. In addition to the professional CRM coupling, important criteria for us were Marketing automation the automated reporting via sales activities and forecasting, plus many cool features to make work easier, such as scanning business cards via the app, a calendar and appointment tool and the Call functions. We have also already experienced the advantages of HubSpot in the purchasing process from the customer’s point of view, as HubSpot uses its own tools in sales.
What has happened since then?
The team is about the same size, but we have been able to increase sales efficiency very well. We have had sales growth of 40 percent since the end of 2019. In addition, we are much more precise in forecasting and tracking sales over the course of the year. By using HubSpot, we are also more efficient in the implementation after the conclusion of the contract and have greatly professionalized and simplified our process through features and automation.
An easy-to-use CRM system can make all the difference in growing a business. (Graphic: Shutterstock / AmadeaN)
How did HubSpot accompany and support your development?
The use and acceptance of CRM in the sales team has increased significantly. With HubSpot, the teams have great transparency about activities and enjoyment of their scores. The reporting board forms the basis for KPIs in our weekly team meeting. We convey the claim to work digitally to our customers and, thanks to HubSpot, we also live it internally. What helps us in particular is the continuous expansion of the available functions; the platform adapts to our needs. Another plus is that customer success management allows professional support to be received at short intervals.
What are your goals for the next 5 years?
We want to further expand and sharpen our positioning in the German market as the largest provider of corporate mobility and partner and supporter of companies.
Do you think HubSpot will still be by your side then?
The good thing about HubSpot is that the platform grows with the customer. In addition, HubSpot is constantly developing its own functions, receiving feedback and implementing it. The resulting functions allow ever greater efficiency and usability. I am pleased that we will work together in this way for many years to come. For me, HubSpot is even a role model for digital companies like us in many areas.
Thank you for the interview and good luck on your future path!
If you are also looking for a user-friendly and powerful CRM system that lets you and your company grow and grows with you, take a look at HubSpot.
