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Case Study

Frost & Sullivan Automate Marketing and Sales for Increased Efficiency


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Saved valuable time 

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Enhanced data integrity
CONNECTING THE DOTS:
Seamless Integration for Sales & Marketing Success
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The Client

 

Frost & Sullivan is a prominent business consulting firm recognized for its market research and analysis, growth strategy consulting, and corporate training services. With a workforce of over 1,800 employees spread across nearly 45 offices globally, the firm aids organizations of all sizes and industries in identifying and capitalizing on growth opportunities.


The Challenges:

Frost & Sullivan faced several challenges with their marketing automation processes:

  • Non-optimal and non-strategic calibration of their marketing automation.
  • Excessive manual effort and data misalignment within their Infor CRM.
  • Over 1.2 million contact records, thousands of landing pages, hundreds of emails, and numerous custom objects needed consolidation and optimization.
  • A desire to migrate from Oracle’s Eloqua to a more integrated and modern system.
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    Limited Control

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    Limited Control

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The Solution:

  • Migration Execution: Shifted contact database, marketing assets, and lead scoring to HubSpot, preserving original designs.
  • Requirements Mapping: Analyzed integration needs across sales and marketing for HubSpot alignment.
  • Data Transfer: Programmed historical data and custom fields transfer from Eloqua to HubSpot.
  • HubSpot Onboarding: Rebuilt marketing tools and trained teams on HubSpot functionalities.
  • CRM Integration: Enabled first-time, bi-directional integration with Infor CRM, automating updates and lead conversion.
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The Outcome

By migrating to HubSpot and integrating it with their Infor CRM system, Frost & Sullivan modernized their marketing technology stack and eliminated tedious manual processes.  The migration ensured that their extensive marketing assets were preserved and optimized, while the custom integration enabled automated lead conversion and streamlined data flow between sales and marketing.

This resulted in increased efficiency for both teams, allowing them to focus on more strategic initiatives.  Overall, Frost & Sullivan benefited from a more aligned and automated approach to marketing and sales operations, leading to improved productivity and better utilization of their data.  The successful implementation demonstrated Aptitude 8's expertise in both HubSpot migration and complex CRM integrations.

Note: This case study reflects work completed by The OBO Group prior to merging with Aptitude 8.

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Saved Valuable Time
Through automation, the team was able to save valuable time that had previously been spent on manual processes.
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Enhanced Data Integrity
With the proper integrations, the team had more reliable data. 

The Tools

Former Tech Stack

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New Tech Stack

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About Aptitude 8

Implement. Integrate. Optimize.

Aptitude 8 is a technical consulting firm that helps companies make their business process, and the tools they use to deliver it, a competitive advantage. In today's business environment, the experience your customers have when buying from you is just as important as what you're selling. We build it better.

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