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$100m+
147k+
90%
STULZ
Sales Hub Enterprise aligned STULZ's regional teams, improved pipeline visibility, and drove greater efficiency across APAC operations.
Overview
As a global leader in precision climate control, STULZ operates in over 140 countries, including a significant presence across Australia, Southeast Asia, and the Pacific. Despite this reach, their regional offices operated in silos—with inconsistent sales processes, disconnected CRMs, and limited reporting visibility. These inefficiencies created friction across the customer journey, hindering revenue growth and alignment. STULZ partnered with Digital Stand to deploy a unified sales infrastructure built on HubSpot Sales Hub Enterprise—enabling real-time insight, consistent sales execution, and scalability across APAC.
STULZ needed to modernise and align its APAC sales operations across Australia, Singapore, Malaysia, and New Zealand.
We led a full Sales Hub Enterprise rollout with automation, dashboards, playbooks, and integration into global systems.
The project ran over 12 weeks, covering discovery, build, rollout, and enablement phases.
Key Challenges
01.
Decentralised Sales Systems
Each country operated independently using different CRMs or spreadsheets, creating inefficiencies and siloed data.
02.
Inconsistent Sales Processes
Territories used different methodologies and deal stages, limiting STULZ’s ability to forecast and scale best practices.
03.
Lack of Regional Visibility
Leadership lacked access to performance and pipeline metrics across the region, hampering strategic planning.
04.
Manual Reporting & Lead Handover Gaps
Disconnected systems led to slow reporting, marketing-to-sales misalignment, and lead leakage.
Process
We started by mapping sales processes and pain points in STULZ’s APAC offices and defining success metrics. Then, we designed a scalable HubSpot setup standardising pipelines and lead flows while allowing local flexibility. We developed custom playbooks, automation, and dashboards, integrated HubSpot with ERP and marketing systems for full data visibility, and trained teams to achieve full adoption within 60 days.
Our Solutions
To meet the complexity of STULZ’s regional sales operations, we designed a set of solutions that would ensure consistency, automation, and visibility across every territory while integrating seamlessly into their global systems.
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Multi-Region CRM Unification
Standardised deal pipelines, lifecycle stages, and lead routing across APAC, while preserving flexibility for each market. -
Advanced Automation & Playbooks
Implemented workflows, lead scoring, and sales playbooks to drive consistency and save time.
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Real-Time Forecasting & Dashboards
Custom reporting tools gave leadership real-time visibility into pipeline health and rep activity. -
End-to-End Integration
Integrated with global ERP and marketing tools to create a connected lead-to-deal journey.
Results That Speak for Themselves
STULZ’s new regional CRM strategy delivered measurable gains in efficiency, visibility, and revenue forecasting.
Sales efficiency rose by 52% through automation and standardised pipelines.
Lead conversion from MQL to SQL tripled with integrated sales-marketing workflows.
Forecast accuracy improved to 98% with real-time dashboards and weighted deal stages.
CRM adoption reached 96% across four countries within 60 days.
Built to Scale and Succeed
With HubSpot Sales Hub Enterprise, STULZ now operates on a single, scalable system across the Asia Pacific region. The result: faster sales cycles, smarter planning, and a connected ecosystem that empowers both leadership and frontline teams to perform with clarity and confidence.