SunEdison provides solar solutions to household and commercial buildings with an aim to provide alternate sources of energy. The sales, marketing, finance, and operations teams work together to deliver the best-in-class product, following a stringent test process that delivers the best performance. The internal processes from sales to product delivery are handled by Springwood’s HubSpot implementation- which was not configured to utilise all the features. With more than 500+ fields in product and customer databases, here are some of the key problems the team was facing:

• Manual onboarding and non-standard training for sales
• Lack of clarity in the sales process
• Sales works on multiple platforms
• Traceability and quality control

It was becoming increasingly difficult to transfer information across departments - leading to friction in HubSpot usage and low user adoption.

The Springwood team approached the problem in two ways - getting to know the system and then implementing the SOP. The team tried to answer the two most important questions:-

• How much data the system is storing?
• Out of the data stored, how much is clean?

In our quest, the team structured the problem into five steps:-

• Create a master database of all fields - stating their definitions and associations
• Define utilisation segments (Very active fields, active fields, dormant, and unused fields on the basis of their dependency on other processes)
• Data enrichment classes were defined on the basis of # of contacts which has the values in the field in question
• Data type audit- converting strings into structured inputs (dropdown, multi checkboxes, etc.)
• Accuracy index against every field

With less than 50% feature utilisation and less than 80% accuracy - we aim to set processes such that the team is able to achieve 95% Hubspot feature utilisation, automate more than 70% of manual tasks, and set communication matrix across departments.

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To tackle field accuracy on a regular basis, Springwood has deployed its proprietary solution to enable its internal team to catch exceptions proactively and solve them before they even occur.

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SunEdison is now running the entire solar solutions system with an impressive 92% accuracy with 95% utilisation. The team currently has 150+ workflows with 700+ fields to store customer and product information distributed across 5 teams.