From startup to scaleup

The backstory

Founded in 2018 and formed as a spin-off from the construction industry, Sensor Innovation has developed an innovative sensor-based solution for buildings, which detects and warns about moisture in and on building structures. After showing significant growth in revenue over the first years of its existence, we at Utbrudd joined forces in the beginning of 2022 in order to take the next step and become a significant player in the industry!

Challenges

At the start of 2022 Sensor Innovation really started to harvest years of research and development as new collaborations were formed with companies such as Tine and Protan. Although revenue was increasing, there was a need to streamline the usage of customer data through a CRM and work more data driven on a day to day basis. That is where HubSpot came in! Excel sheets were replaced by accessible company and contact data in HubSpot and all conversations with customers were open for the entire sales team to see. Next to that, the website was not optimized for leads to convert nor for data driven marketing.

Results

We helped Sensor Innovation to implement the Inbound Marketing methodology with the goal to increase brand awareness and optimize the customer journey. An increase of 200% of customers with a framework agreement was only one of the many positive consequences of this!

By having this new methodology in place, qualified leads can convert more effectively through lead magnets such as forms and prominent CTAs. Also the LinkedIn page was optimized as a tool to reach the target audience more effectively. The goal for this channel was to create a more prominent presence in the industry by building target audiences and get the individuals of the sales team onboard to increase the reach of the company page. As a result, the number of followers increased by more than 300% in less than a year.

“Utbrudd has helped us to reach several new clients through the new website and targeted campaigns. They are an important partner for us to reach our market.” - Bjørge Nesset, CPO at Sensor Innovation

Another milestone was the implementation of HubSpot as the CRM-system for Sensor Innovation. The Marketing Hub, CMS Hub and Sales Hub will help to effectively map customer data, while at the same time use this platform as a tool for planning online campaigns, tracking performance and utilizing social channels. Some examples of how HubSpot helped Sensor Innovation are building lists of prospects, creating performance dashboards on traffic sources, scheduling social posts, and publishing blog articles.

“The implementation of HubSpot has been crucial for us in terms of being able to structure and organize our sales. The tool is also going to be important for the future growth of our company. For example for onboarding new employees or implementation of new fields in our business model.” - Bjørge Nesset, CPO at Sensor Innovation

What’s next?

The ongoing challenges that Sensor Innovation is addressing are to increase brand awareness in the industry to a higher level, and to increase the number of qualified leads entering the funnel. Next to that, an ongoing challenge will be to create more valuable content. Some opportunities will be to create material around video marketing, offer more solution based content and social proof. Keep a close eye on Sensor Innovation’s blog to follow their progress along the way!