Visioglobe steers its sales with HubSpot CRM

Visioglobe, a software company based in Grenoble, specializes in creating interactive maps for customers around the world. Its technology is built into kiosks to help visitors find their way around large indoor spaces, such as the Westfield shopping center in Lyon or Dubai Airport. The company also serves corporate campuses (navigation and room booking app) and hospitals (app for locating connected devices). In 2024, to structure its sales operations and support its growth, Visioglobe decided to adopt a CRM solution. Here is a look back at this Synolia x HubSpot project.

Structuring the sales organization
of a fast-growing company

Visioglobe is a B2B company specializing in indoor mapping. It is a niche market, but one that targets a very broad audience worldwide: shopping centers, airports, large corporations, hospitals…
Since its founding in 2007, the company had managed its sales processes and customer relationships without a CRM… A common setup among SMBs, but one that sometimes reaches its limits.

In recent years, Visioglobe has grown rapidly and needed to better structure its sales organization to make information sharing and sales cycle tracking easier. Management asked for a CRM that would centralize data and track it through detailed reports.

The Visioglobe brief

A CRM to improve sales management and customer relationships.

Visioglobe needed a CRM that could handle specific sales pipelines, for both new business and renewals. The sales team needed a system that could automatically create subscription renewal deals, distinguish recurring from non-recurring revenue, and generate advanced reports.

Synolia x HubSpot

After benchmarking the leading CRM solutions on the market, HubSpot came out on top. It is a user-friendly solution (intuitive, easy-to-use interface) that can also handle specific pipelines and offers very powerful automation and reporting features.

On the integrator side, Synolia, a HubSpot Platinum Partner, was selected for the project.

An efficient Sales Hub rollout

Visioglobe’s HubSpot project kicked off in December 2023, with the goal of completing the CRM rollout by the end of January 2024. This period included six workshops combining training and platform customization to fit Visioglobe’s specific needs. The Visioglobe team even held two of the six workshops at Synolia’s office in Lyon to ensure effective onboarding.

Today, with HubSpot, Visioglobe’s sales team (5 users) has a highly advanced sales tool that brings together the specific needs of each team.

• Inbound and outbound management (with Lemlist connected to HubSpot)
• Lead management across the entire cycle, through to contract signature
• Quote management (late 2024)
• Weekly opportunity tracking
• Sharp, custom reporting
• Etc.

And a gradual rollout to other teams

HubSpot, with its Marketing Hub and Service Hub modules, is also open to Visioglobe’s marketing and support teams. Even though they are not yet using the tool to its full potential, they are gradually unlocking new uses:

• Website traffic tracking
• Email campaign management
• Marketing performance analysis
• Customer ticket tracking (through an API connected to their current support tool)
• Etc.

Time-saving features

Thanks to HubSpot’s interoperability with Google apps, Visioglobe’s teams have a whole range of shortcuts in their inbox and calendar. HubSpot’s Slack integration also notifies them of new inbound requests, closed deals or any other event directly in a chat channel.
Workflows, automations and templates are real assets that the teams value: they simplify day-to-day work and save time.

Now that the project is up and running, Visioglobe’s sales teams are focused on getting the most out of the tool. Nathalie Rodriguez, Head of Sales, aims to centralize all data in HubSpot for maximum fluidity and accuracy in analysis and decision-making.