The Company
Video evidence platforms for law enforcement.
Utility is a technology company based in Georgia, providing law enforcement officers with an intuitive platform for capturing, managing, and releasing video evidence. The company focuses on Digital Evidence Management, In-Car Video, and Advanced Body Cameras, meeting the growing demand for transparency between law enforcement and the communities they serve.
The Challenge
A HubSpot environment nobody fully trusted.
Utility approached FullFunnel's sales operations team for help cleaning up their HubSpot environment and streamlining processes — presenting an array of issues including excess records, deal stages, properties, workflows, and reports. The sales, marketing, and customer success teams were burdened with duplicate, missing, and unnecessary information, and needed to establish trust in the data along with a consistent, standardized process.
The Approach
Audit, consolidate, then build the reporting layer.
The FullFunnel sales operations team worked with Utility to audit all essential areas of HubSpot before starting cleanup.
Layer 1
Pipeline consolidation
Reduced fragmented pipelines to seven, each with eight consistent stages, then automated the quote approval process based on discount amount.
Layer 2
Data cleanup
Reviewed over 250 duplicate contacts and 2,000 company records, identified and addressed broken or unused workflows, and audited all current reports and dashboards.
Layer 3
Property optimization
Audited properties to optimize record layouts, surfacing areas that weren't being tracked and creating new properties with updated team processes to ensure data got entered.
Layer 4
Reporting & dashboards
Built reports to monitor marketing lead conversions, business manager activities, deal progression, deal forecasting, quote creation, and outreach to existing clients.