RevOps Case Study: Airlock Digital's Revenue Transformation

Industry

Technology

Challenge

Airlock Digital initially used HubSpot without a set process or practices. In 2023, they decided to rapidly accelerate their growth across all markets. The team identified scalability issues with the existing HubSpot setup and required a comprehensive overhaul to support sales, marketing, and customer service functions. Many sales processes were manual and lacked automation, with no effective way to manage customer success. Additionally, crucial financial software like Maxio was not integrated with HubSpot, resulting in poor financial and revenue reporting.

Results

Key Product

Product one

30% over 8 months

Increase in Annual Recurring Revenue (ARR)

20% over 8 months

Sales rep efficiency and productivity

31% over 8 months

System utilization

64% to 95%

CRM adoption and engagement

On the first call, Set 2 Close showed us they were experts, and that's what we wanted. I trust them fully, they’ve delivered on every single thing we needed to accelerate our RevOps systems.

We didn’t have the expertise to put in a revenue system within HubSpot. We were looking for subject matter experts who can bring forth leadership. Set 2 Close did that.

Niko Bielovich

COO, Airlock Digital

About Airlock Digital

Airlock Digital is a global leader in cybersecurity specializing in endpoint security through allowlisting. Their software helps organizations create and manage secure lists of approved applications, preventing unauthorized software from running.

The Challenge

Airlock Digital, a leading global cybersecurity firm, faced significant challenges with their existing HubSpot setup. Initially using HubSpot without a set process or practices, they identified scalability issues as they sought to rapidly accelerate their growth across all markets in 2023. Many sales processes were manual and lacked automation, leading to inefficiencies. Additionally, there was no effective way to manage customer success, and crucial financial software like Maxio was not integrated with HubSpot, resulting in poor financial and revenue reporting. The team needed a comprehensive overhaul to support sales, marketing, and customer service functions.

The Solution

To address these challenges, Airlock Digital partnered with Set 2 Close, a leading revenue growth agency specializing in RevOps. Set 2 Close quickly identified the scalability issues and commenced a long-term project to overhaul HubSpot. They automated several manual processes, including lead assignment, follow-up reminders, renewals, and various pipeline management tasks. Customized reporting was implemented to meet Airlock’s specific needs, integrating Maxio for finance and End Point Usage for customer data. Advanced features like automated lead scoring, customized dashboards, and integrated communication tools were introduced. Multiple rounds of testing ensured the customizations aligned with the team's needs. Niko Bielovich, COO of Airlock Digital, stated, 'On the first call, Set 2 Close showed us they were experts, and that's what we wanted. I trust them fully, they’ve delivered on every single thing we needed to accelerate our RevOps systems.'

The Results

The implementation significantly enhanced both sales and customer service operations. The company's ability to manage customer relationships and scale its sales processes improved, enabling more efficient and effective growth strategies. Sales rep efficiency and productivity increased by 20%, annual recurring revenue (ARR) grew by 30% over 8 months, user adoption and utilization of the system increased by 31%, and CRM adoption and engagement rose from 64% to 95%. According to Niko Bielovich, COO of Airlock Digital, 'We didn’t have the expertise to put in a revenue system within HubSpot. We were looking for subject matter experts who can bring forth leadership. Set 2 Close did that.'