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Cybersecurity HubSpot CRM Sales processes

Case study · Gatewatcher

Setting up sales processes to support international expansion

Supported by Copernic since 2019 on website conversion, Gatewatcher came back in 2023 to structure its sales processes on an international scale.

  • Goal 01. Optimize processes and build a collaborative working environment on an international scale.
  • Goal 02. Make sure targets are met and anticipate future needs.
  • Goal 03. Guarantee data quality and use it as a strategic asset.

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The project

International expansion.
A CRM to put back on its feet.

Gatewatcher specializes in cybersecurity and artificial intelligence. Its network detection and response (NDR) technology protects organizations’ networks by proactively identifying and countering cyberattacks, for clients around the world.

Context

A HubSpot user for several years, Gatewatcher scaled up in 2023 with its international expansion.

Challenge

Siloed teams, hard-to-steer performance and an underused CRM, with wrong or missing data.

What we did

Data quality, MQL / SQL scoring, GDPR compliance, nurturing, automated renewals, multi-currency and dashboards.

Result

A reliable, segmented database, monthly newsletters, a smoother pipeline and tracking of how sales handles leads.

The challenges

Three roadblocks to clear.
Before scaling up.

01

Siloed teams, lacking productivity

Improve operational processes and collaboration between teams internationally, notably with a sales enablement tool.

02

Hard to steer the big picture

Track performance both at the individual level and against overall targets, to anticipate upcoming needs.

03

Wrong or missing data

Make CRM data reliable, then use it as an asset to make informed decisions.

Your teams are crossing borders.
Your data has to follow.

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What we did

Foundations first, then acceleration.
Every step measured.

01 · Guarantee data quality

Copernic first reworked the foundations to get a truly operational CRM.

  • Lead scoring redefined, with MQL and SQL statuses to align marketing and sales
  • New qualification properties and updated forms
  • Database cleaned and enriched according to qualification rules
  • GDPR compliance in the CRM: double opt-in automated through workflows
Gatewatcher database audit: property completion rates
02

Turn the database into a strategic lever

Once the database was segmented, nurturing scenarios kept the relationship going with prospects and customers. Gatewatcher now sends monthly newsletters and targeted campaigns.

03

Harmonize processes internationally

Automatic creation of renewal deals, an optimized sales pipeline and multi-currency management for international operations.

04

Steer and adjust continuously

Engagement dashboards (deliverability, opens, clicks, unsubscribes) and scoring tracking to measure how sales handles leads.

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Your processes keep up.

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