- Company name: Fudo Security
- Industry: Cyber Security
- Location: Poland
- Markets served: EMEA, DACH, USA
- Web site: www.fudosecurity.com
Completed services
- Migration from ZOHO CRM to HubSpot Sales Hub Enterprise
- Reployment of CRM based on HubSpot Sales Enterprise with expanded multi-currency structure and different types of cooperating companies (partners, distributors)
- Configuration of asset management processes (hardware, licenses)
- Manage the status of service contracts
- Implementation of partner collaboration model
Key Facts about Fudo Security
Fudo Security is a Polish company specializing in providing advanced IT cyber security solutions. Its mission is to protect organizations from abuse of access by privileged users, as evidenced by years of experience and hundreds of satisfied customers around the world.
Fudo Security's products are designed to protect organizations from abuse of access by privileged users.
Fudo Security products offer comprehensive IT security management, allowing you to:
- Easy and secure access to IT infrastructure, .
- Monitor privileged user activity to protect your organization's critical assets, .
- Manage password policies and alert in case of suspicious behavior.
Systems provided by Fudo Security use AI artificial intelligence mechanisms that assist companies' cyber security administrators in their daily duties by providing necessary guidelines and facilitating the verification process. Using these mechanisms, the administrator is notified when a session established by a user is identified by AI as suspicious, strengthening the protection of systems without involving administrators in detailed analysis of user behavior.
The company emphasizes rapid deployment of its solutions, user-friendly interfaces and reliable after-sales support. Their approach combines advanced technology with business flexibility to relieve the burden on IT teams and allow companies to focus on their core operations.
The company's approach is a combination of advanced technology and business flexibility, which takes the burden off IT teams and allows companies to focus on their core operations.
The Fudo Security offering is available to both large organizations and growing companies, to whom they offer free versions of their products. It's Fudo's commitment to ensuring that any organization, regardless of size, can effectively protect its resources.
Fudo Security's commitment is to ensure that any organization, regardless of size, can effectively protect its assets.
Collaborating with local partners, Fudo Security supports them in educating and equipping them to combat the abuse of privileged access, enabling them to effectively secure data across industries and markets.
Solutions used before selecting HubSpot
Before partnering with BusinessWeb, Fudo Security used Zoho CRM in the sales areas and HubSpot Marketing Hub Professional in the marketing area. However, this integration did not fully meet the company's expectations, failing to fully integrate marketing and sales. Zoho did not meet the company's critical requirements for managing multi-currency and quoting processes.
Solutions with which HubSpot was compared
Solutions with which HubSpot was compared: Due to having a separate HubSpot Marketing Hub license, it was decided to go directly to HubSpot Sales Hub for an integrated marketing and sales work environment. After checking Salesforce and Pipedrive, we found that the cost of migrating marketing and sales to these systems was inadequate for the planned goals.
Decision criteria why HubSpot
- The ability to fully integrate marketing and sales processes.
- The ability to fully integrate marketing and sales processes.
- Flexibility in managing complex pricing and offers in different currencies.
- Flexibility in managing complex pricing and offers in different currencies.
- Improved reporting of sales in different markets.
- Matching HubSpot to the sales process defined in Fudo.
- Enabling more efficient management of the partner network.
- Faster control of MRR recurring revenue.
Fudo Security challenges before you start working with us
- SALES AREA: Zoho's system did not enable effective management of price lists, creation of special offers and their assignment to transactions, which increased labor intensity and complicated the sales process.
- PARTNER CHANNEL AREA: Since Fudo Security's sales are made through a network of partners around the world, a flexible solution was missing to help manage its complexity from the side of bidding in multiple currencies, forecasting sales and reducing the labor intensity of operating this channel. It was also important to use HubSpot for the registration and approval process of sales projects submitted by partners.
- Marketing area: Marketing Hub was unable to fully leverage the benefits of integration with sales due to the lack of visibility into the company's full customer acquisition and service process.
Collaboration Goals
- Full integration of marketing and sales processes in one system.
- Full integration of marketing and sales processes in one system.
- Improve management of price lists and offers, including automation of currency conversion and creation of custom multi-currency and multi-language offers.
- Improve management of price lists and offers, including automation of currency conversion and creation of custom multi-currency and multi-language offers.
- Improve sales reporting across markets.
- Increase efficiency of partner network management.
- Improve the process of sales project submissions by partners.
- Improve forecasting of sales results, including MRR recurring revenue.
Collaboration Process
- Conduct a workshop to understand the specific needs of Fudo Security and tailor HubSpot to their requirements. A Proof of Concept workshop was conducted and a prototype solution was built to confirm the key requirements of bid management, recurring revenue management, and partner channel management, confirming the ability to meet Fudo Security's requirements
- Sales process analysis and development of a concept for configuring sales processes on HubSpot. Develop a comprehensive Fudo Security sales process map and system configuration plan, including the use of advanced features such as Custom Objects
- Configure HubSpot Sales Enterprise under the mapped processes, carry out migration from Zoho, integrate sales and marketing technology on a single platform
- Implement customized solutions tailored to the specific needs of Fudo Security and the specifics of partner sales, such as decision matrix and bid approval process, price and bid management systems, and advanced reporting. Above all, sales forecasting across multiple markets and currencies, and MRR recurring revenue management
Results
- Improved the process of creating and managing multi-currency offers, including currency conversion and personalization of offers to partners
- Improved sales reporting across markets, enabling better team management and sales planning
- An automated service renewal system was introduced, improving customer service and increasing control over MRR recurring revenue
- Partner service process was improved, reducing the labor intensity of the work and increasing the revenue efficiency of the partner channel
- Improved the efficiency of managing customer-owned product and service infrastructure
- Automated MRR recurring revenue processes and improved revenue control
Customer feedback
"I lead the sales team at a mid-sized IT security systems company. The sales department was working on a system that did not meet our expectations, so after a long analysis we decided to move the entire CRM from ZOHO to HubSpot. In order to do this decently, we partnered with BusinessWeb, which proved to be extremely fruitful. The process of implementing the new CRM took several weeks. The person coordinating the implementation on BusinessWeb's side was Adrian Rogalski, who, knowing both HubSpot's operating logic and sales processes, was extremely helpful (respect!). We started the implementation with a thorough analysis of our sales process. Under the needs of its implementation in HubSpot, Adrian created additional objects, personalized for our process (Custom Objects). The thorough implementation was extremely easy and took a few weeks, and importantly, it did not disrupt the sales team. One day, people simply started working on the new system with up-to-date data! I fully recommend BusinessWeb as a partner - I hope to cooperate in the future as well, in the implementation of further HubSpot modules."
Krzysztof Wójtowicz
Sales Director
Fudo Security
Future Plans
- Customer marketing and sales integration - building a systematic process to take full advantage of HubSpot's marketing and sales solutions.
- Further development of the partner portal on the HubSpot CMS - the company is considering moving the customer portal to HubSpot and integrating the website with the CRM.
Summary
Summary of success:
Despite the fact that the Zoho system is often shown as fully customizable for sales processes, it had many handicaps for Fudo Security's needs due to its complexity. Despite the advanced requirements, Fudo Security's work was successfully transferred to HubSpot, thanks to the expertise of the BusinessWeb team, which advised and configured the system for detailed requirements. Today, Fudo Security has a common platform to develop marketing and sales activities, ensuring the company's continued growth.
Recommendations:
If you are looking for a flexible system that will allow you to manage your partner network efficiently, consider HubSpot. It may not be programmable like Salesforce or Zoho, but with the expertise of BusinessWeb's staff, you're able to squeeze a lot out of it without making it into something it's not. Ensuring consistency of performance according to the best practices of its configuration.
