The Challenge
WeightWatchers sales representatives were reaching out to small, medium, and enterprise businesses across North America to set up employee wellness partnerships. But with limited automation, a frustrating interface, and a scattershot approach, those reps had to put forth a herculean effort to connect with their customers and leads. Entering contact information into their old CRM required repetitive steps, and account managers struggled to find information when speaking to customers. Sending out marketing communications was even more onerous.
The Solution
WeightWatchers implemented HubSpot's Marketing Hub and Sales Hub to streamline and optimize their sales and marketing processes. HubSpot's tools provided a more intuitive interface, automated repetitive tasks, and improved data visibility. Traci Shoemaker, Director of Health Solutions Commercial Growth at WeightWatchers, highlighted the transformation, stating, "HubSpot shone for us by visualizing our pipeline. It allowed us to identify leads with a viable path to revenue, share that visibility with everyone in our organization, and connect with them seamlessly." This change not only boosted efficiency but also tightened up their sales process, making it much easier to track and close deals.
The Results
The results were nothing short of spectacular. With HubSpot’s sales and marketing workflows, WeightWatchers has automated the bulk of their low-value tasks. The optimized process contributed to seven figures in annual contract value with additional revenue generated from recurring sales. HubSpot’s customized deal stages and flexible reporting have helped WeightWatchers mature their sales approach. There has been enthusiastic, 100% adoption across multiple teams. Traci Shoemaker shared, "Our close-to-win ratio is near and dear to my heart, because we’ve worked hard to tighten up that process. On our large and jumbo accounts, it went from around 1 in 50 to 1 in 7. HubSpot made that easy for us to achieve." Kelly Gibbons, WeightWatchers Health Solutions Client Success Manager, added, "HubSpot’s deals pipeline has been very important for helping us deliver a seamless customer experience." The transformation was evident not just in the numbers, but in the overall morale and efficiency of the team.
