This is how Toma gained better control over sales and secured further value realization from data and technology with Axaz and HubSpot

In order to maintain its position as a leading provider within Facility Management in the Nordic region, Toma needed a modernization of the process and technology related to its sales work. Through the implementation of the HubSpot Sales Hub, Axaz has assisted both as a CRM partner and strategic advisor in the areas of integration, data and analytics. This holistic approach ensured that the data-driven and automated sales engine is ready for integration into Toma's total IT landscape. This helps to rig the company for future growth and digitalization, and has yielded results such as increased transparency, better insights and more time for value-added customer relationships.

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About the customer
Toma was established in 1978 and has grown to become one of the leading players in Facility Management in the Nordic region. As a total supplier, they provide services in cleaning, canteen, property management and camps. The company is nationwide in Norway and Denmark, and has a clear ambition for further growth in Sweden. With a large organization and complex deliveries, Toma relies on orderly processes to ensure quality at all stages.

The challenge: Need for better insights into sales

‍Despite its strong market position, Toma identified a potential to optimize and scale its sales efforts. They recognized the need to establish a more systematic framework for the sales processes with better technology support. Without a holistic structure, it was difficult for management to gain insight into what activities were actually driving sales forward.

To support this development, they wanted to aggregate fragmented routines, increase information sharing across the team, and at the same time rig themselves for better data flow against other core systems. The goal was to achieve full visibility and better predictability in sales efforts.
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The Solution: An Automated Sales Engine

‍Toma selected Axaz as a partner to implement HubSpot Sales Hub and optimize sales flow. Axaz not only assisted with the technical set-up, but contributed process optimisation and user training to ensure that the system was deployed in the best possible way.

The solution included:

• HubSpot Sales Hub: Implementation of custom pipelines, process automations and sales tools that mirror Toma's sales process. Tailor-made reports and dashboards that give management ongoing control over sales activities and results.
  
  
• Integrations against Oneflow: Integration with the contract management system Oneflow for seamless contract and quotation dispatch directly from CRM.

Axaz's partnership with Toma extends beyond the actual implementation of HubSpot. They also support Toma as a partner in other areas such as integration, data warehousing and analytics. In this way, Axaz acts as a strategic advisor who sees the HubSpot solution in a holistic IT perspective. This is valuable because it ensures that the system integrates seamlessly into Toma's overall IT landscape, helping to rig the company for future growth and digitalization, rather than HubSpot becoming just an isolated sales tool.

Read more about our CRM service here.

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Results and business value

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By bringing all sales work together in a scalable platform, they have streamlined processes and gained a system built to support employees, while at the same time rigging Toma for further streamlining and digitization.

Before: 

• Lack of a unified structure made it demanding to gain the deep insights needed to make fully data-driven decisions.
• Manual tasks in partially fragmented processes took time away from sellers' core tasks.
• Lack of structure and data quality to realize integration and data flow against other core systems (such as ERP and analytics tools), which limited future scaling and automation.

After:

• Enhanced management's insight into sales efforts and laid the foundation for making fully-fledged data-driven decisions based on real-time insights.
• Established a more efficient sales process with full control and transparency, with automation of routine tasks freeing up time and improving usability for salespeople.
• Rigged to realize integration and data flow towards core systems (such as ERP and analytics), as a robust foundation for further growth and digitization.
• Enabled to be able to adopt more advanced automations and AI for further optimization.
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“The collaboration with Axaz and the transition to HubSpot has given us better structure and insight to drive our sales efforts efficiently and enable scalability. Management now has better insight into sales efforts and a more predictable pipeline forecast. Of course there are still initiatives to work on, but we have laid a very good foundation,” says Chris André Larsen, Sales Director, Toma Facility Norway.

Toma has improved its sales efforts from fragmented routines to a streamlined, data-driven sales structure rigged for future growth. Do you want to see how your company can achieve similar control and efficiency, freeing up salespeople's time for value-added customer relationships? Please contact Axaz for a conversation about your needs.

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