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Case study

Energy Distribution Company Enabled on HubSpot in 4 weeks

"The accelant team brought a consultative, human approach to this project, identifying and solving challenges early and making a typically stressful process feel seamless and enjoyable."

Industry
Energy Distribution
Duration
4 weeks
Type
B2B
Solutions
Salesforce Migration, Custom Cargas Integration

HubSpot products used

Product_Icon_Only_Sales_Hub
Sales Hub®

Professional

Townsend Total Energy is a longstanding provider in the energy sector, dedicated to delivering reliable and efficient services to communities across New England. Known for their commitment to customer satisfaction, Townsend provides tailored energy solutions that meet the diverse needs of their clients, ensuring comfort and efficiency across all properties they serve.

With three distinct sales teams, each following its own process, Townsend turned to accelant to replace Salesforce with HubSpot Sales Hub and create a unified system that would simplify processes and enhance internal alignment. accelant implemented a tailored HubSpot solution, designed to be an intuitive, user-friendly experience and structured to enable near real-time customer data syncing with their fuel delivery software - Cargas Energy.


THE CHALLENGE

Overcoming operational inefficiencies from disjointed systems    ​

Townsend faced significant operational inefficiencies due to limitations in the integration between Salesforce and Cargas. The weak connection between these systems left the team without a centralized view of customer data, requiring them to navigate both technologies to access the information needed to answer customer questions, update records and schedule work orders.  

This dual-system dependency led to double the work as team members had to manually enter the same information into both Salesforce and Cargas.

 

THE SOLUTION

Custom system and data architecture to streamline operations

  

Customized System Architecture   
To support Townsend's goal of streamlining operations, accelant worked closely with their team to design and implement a HubSpot architecture tailored to their daily operations.

Focused on creating a scalable solution that integrated seamlessly with Townsend’s sales and operational processes, the team implemented HubSpot in a way that maximized the value of the Cargas integration while maintaining clarity and alignment across departments. 

By operationalizing data syncs between HubSpot and Cargas, the system ensures accurate and efficient data flow between teams. 


Seamless Cargas Integration
accelant enabled automatic customer creation in Cargas whenever a HubSpot contact became a customer.

To achieve this, accelant designed data architecture that facilitated efficient and accurate data transfer. Validation checks were key to ensuring only verified and complete contacts were synced between systems.  

By addressing backend complexities, accelant prevented duplicate customer records and ensured a streamlined flow of accurate data, aligning Townsend’s sales and operational processes.

Tailored Training and Enablement
In addition to customized training sessions, daily office hours were provided to Townsend after go-live, allowing team members to address specific questions and establish a unified standard operating procedure. This support was instrumental in driving individual adoption and overall team alignment. 

“

I am incredibly satisfied with the accelant team and their consultative, solution-oriented approach. They were able to help us navigate challenges effectively and brought a wealth of both technical & practical experience to bear on the project. I look forward to future projects with the accelant team and would happily recommend them as a partner.

Corey Grimm, Chief Information Officer at Townsend


THE RESULTS

Full system adoption and enhanced operational insights 

1:1 Data Relationship Between Cargas and HubSpot  
The integration between HubSpot and Cargas achieved a near 1:1 data relationship, streamlining workflows and enhancing data accuracy. Future phases are planned to further strengthen this build, making the relationship even more seamless. 

100% Adoption Rate for Enabled Users 
Townsend has seen incredible user adoption, with 39 members now trained, enabled and actively using the new system in HubSpot and benefiting from its intuitive interface.

Increased Visibility into Daily Operations
The installation team can easily track the installation status of jobs through a dedicated dashboard, providing clear visibility into each stage of the process. These were insights the team did not have access to prior to operating out of HubSpot.

Interested in learning how your organization can benefit from accelant’s customized HubSpot solutions? Contact us to discover how we can streamline your operations and help you achieve your business goals.