Client Profile
Brenmiller Energy is a NASDAQ-traded company that provides sustainable thermal energy storage solutions. It was founded in 2012 by Avi Brenmiller, former CEO of Siemens CSP and Solel, alongside a team of experts in renewable energy. Since its inception, the company has developed a patented thermal energy storage technology that utilizes crushed volcanic rocks to store heat efficiently.
As part of its vision, Brenmiller aims to revolutionize green heat storage, enabling renewable and clean energy for large industries, residential projects, and power plants worldwide.
Client’s Main Challenge
Brenmiller’s sales operations span across multiple regions, with teams in Israel, the US, various parts of Europe, India, and Southeast Asia. Managing a complex pricing model and an extensive global leads database posed significant challenges. As the company grew, maintaining data accuracy and adhering to sales guidelines became increasingly difficult without a robust CRM system. This resulted in several bottlenecks:
- Disorganized Data Management: Inconsistencies and misalignment in the product catalog resulted from relying on Excel spreadsheets.
- Inefficient Team Communication: Communication between sales teams in different time zones was fragmented.
- Scalability Issues: Manually logging operations became unmanageable as project scopes grew.
- Missed Opportunities: Deals and prospects were overlooked due to the lack of a centralized system.
- Time Inefficiencies: It was impossible for sales teams to be productive without automation.
Solutions Provided
After conducting an in-depth assessment of Brenmiller’s operational needs, IV-LEAD recommended implementing HubSpot Sales Professional to streamline sales pipelines and automate deal management. The key solutions implemented included:
- CRM Integration: Sales pipelines and deal information were fully digitized, ensuring accurate data tracking and improved sales coordination.
- Email Synchronization: Decision-makers’ and sales leaders’ inboxes were connected to HubSpot, enabling sales reps to track and manage leads efficiently.
- Data Migration & Structuring: IV-LEAD imported all Excel-based deal information into HubSpot, converting disorganized datasets into a structured and coherent format.
- Automation & Customization: Active lists, smart views, and custom properties were leveraged to convert manual data entries into a seamless and unified workflow.
- Enhanced Collaboration: With a centralized CRM, global sales teams gained real-time access to lead and deal information, reducing miscommunication and inefficiencies.
Results
Following the successful implementation of HubSpot Sales Professional, Brenmiller experienced significant improvements in its sales operations:
- 30% Increase in Sales Efficiency: Sales teams were able to focus more on closing deals thanks to automated workflows and CRM centralization.
- Improved Lead Management: As a result of the structured CRM, no prospects were overlooked, resulting in a higher conversion rate.
- Streamlined Communication: In order to improve internal collaboration, sales teams from different regions now have instant access to deal status information.
- Enhanced Data Accuracy: Eliminating spreadsheet dependency reduced errors and improved overall data integrity.
- Scalability & Future Growth: With a scalable CRM in place, Brenmiller is now equipped to expand its sales operations seamlessly.
Through HubSpot's capabilities, IV-LEAD enabled Brenmiller to optimize, automate, and data-driven its sales process, positioning it for continued success.
Testimonials
"IV-LEAD understood our unique business needs and tailored them to meet our goals perfectly. In addition to training sessions, they provided guides and follow-up calls to ensure a smooth rollout. The work that they’ve done has delivered highly positive results in our strategies."
Doron Brenmiller, CBO