Midwestern Home Builder Simplifying the process of finding home
This well-established home builder has over 40 employees, more than three decades of industry experience, and 10+ active new home communities across a large metro area in the Midwest.
Services Provided:
Revenue Operations
Sales Enablement
Process Improvement
Sales Enablement
Process Improvement
Seamless but not simple
While this home builder makes buying and building a home as seamless as possible for their customers, the process behind the scenes is far more complex. Numerous data points are generated throughout the customer's journey, from initial inquiry and in-person visits to contracting. Their employees create and interact with this data across two primary systems — HubSpot and IHMS — throughout their work with customers. This home builder needed their processes and data to be clear and organized in HubSpot, which would now be the company’s source of truth CRM.
Organizing data to provide insights
The home builder faced reporting challenges, including incomplete lead attribution, missing conversion data, and a lack of data structure for custom reporting. They needed clear and actionable insights for individuals, teams, and leadership. Key requirements included tracking multiple buyers (e.g., husband and wife, realtor), defining contact lifecycle stages, setting lead qualification parameters, and auditing data from their IHMS integration. Ascend's improvements to data architecture and processes enhanced sales operations through workflow automation. In fact, sales appointments booked increased by 32.65% in the first month post-launch, with a subsequent 10.77% increase the following month.
Future-proofing growth
Ascend provided in-person HubSpot training to the home builder's team, which was essential for the sales and marketing departments to fully adopt and benefit from the process improvements. Additionally, Ascend developed a custom HubSpot Playbook to document and illustrate the home builder's custom solution architecture design. This guide presents the information in a way that's easy for day-to-day users to understand, while also serving as a training resource for both existing and new employees to reference as needed.
"We like having a guru with Ascend. He helps us with all the nitty-gritty of programming and implementing custom solutions for our company. He knows his stuff. Thanks, Matt!"
Online Sales Manager
Midwestern Home Builder
