B2B Wholesale Distribution

Wholesale Distribution Company: Full CRM Build with Legacy ERP Integration

Built a modern CRM from scratch for a multi-branch distributor running on legacy ERP, delivering Sage bi-directional integration, automated program tier management, branch-level performance dashboards, RMA ticketing, dealer onboarding, and a reactivation pipeline — while avoiding unnecessary platform costs through cost-conscious engineering.

Get Similar Results

Industry

B2B Wholesale Distribution

Revenue

Multi-Branch Regional Distributor

Timeline

13-Month Engagement (Ongoing)

Back to All Results

Key Metrics

20+

Automated Workflows

100%

Sage Data Synced

10+

Reps Trained

$800/mo

Platform Cost Avoided

The Challenge

  • No CRM — customer data scattered across Sage ERP, spreadsheets, and individual email inboxes
  • Zero pipeline visibility for leadership; manual deal tracking across branches
  • Sage customer and financial data inaccessible to the sales team for daily decision-making
  • No standardized onboarding, training, or adoption plan for 10+ sales reps across branches
  • Warranty and RMA process entirely manual and paper-based with no ticketing system
  • No lead scoring, MQL tracking, or automated follow-up workflows

Our Solution

  • Greenfield HubSpot implementation with bi-directional Sage sync — customer records, credit terms, AR codes, and program tiers all flowing between systems
  • Branch-specific, role-filtered dashboards designed for 5-second performance assessment (deals, calls, pipeline %, dollar amount)
  • 20+ automated workflows replacing manual processes — deal notifications, tier promotions, task creation, RMA routing — while avoiding $800/mo Operations Hub cost
  • Trained 10+ reps individually with structured adoption program; deployed Weekly Activity Report (WAR) forms for accountability
  • Built RMA ticketing system with customer self-service portal, brand-specific routing, and stage-based email notifications
  • Implemented multi-tier MQL system (Gold/Silver), reactivation pipeline with account-level sales analysis, and dealer onboarding self-service forms

Results Timeline

Month 1-2: Launch & Training

HubSpot deployed; 10+ reps individually trained

Month 3-4: ERP Integration

100% Sage customer data synced; DCCAP tiers automated

Month 5-6: Deal Automation

Hashtag deal creation; dealer onboarding forms live

Month 7-9: Service & Reporting

RMA ticketing with customer portal; MQL tracking launched

Month 10-11: Dashboards & Adoption

Branch dashboards; WAR forms driving accountability

Month 12-13: Reactivation & Scale

Win-back pipeline; account sales analysis with YoY data

Related Resources

Service: DataOps Implementation →Service: HubSpot Training & Implementation →Guide: PE Implementation Roadmap →Guide: Revenue Operations Maturity Model →

See Where Your Portfolio Companies Stand

Our free Portfolio Health Score benchmarks your portco's CRM maturity across five dimensions in under 7 minutes. No email required. Instant results.

Take the Portfolio Health Score

We take on 3 new portfolio engagements per quarter to maintain delivery quality.