The client
Magnisol is a Dayforce partner, selling, implementing and supporting the Dayforce HR and payroll platform for clients across North America, the UK and Ireland, EMEA, DACH, Australia and APAC, and Latin America.
The brief
Magnisol came to HubSpot with a clean portal and a complicated business. A partner business does not sell like a direct software vendor, and a default CRM setup would have hidden most of what mattered.
- Deals sold in one region and delivered in another
- Partner deals that are co sold, referred or resold, each registered with the vendor
- Pricing in several currencies, reported in one
- A pipeline the business could forecast from, not just a list of stages
- Dashboards for leadership, partner activity and delivery readiness
What we built
Audit first
- Checked users, teams, currencies and every default property before creating anything
- Confirmed a clean slate: no custom fields and no duplicates to untangle
The regional model
- Eight regional teams, from North America to a Global team
- Five currencies, with monthly exchange rate updates switched on
- Selling Region and Delivery Region as separate fields on the deal, because they are often different
A data model you can read
- Fourteen property groups across company, contact and deal, all prefixed so the custom build is obvious next to HubSpot's defaults
- Groups for account profile, systems landscape, ICP matrix, buying committee, offering classification and Dayforce qualification
- A single multi select buying committee role rather than a scatter of yes or no flags
A pipeline you can forecast from
- Nine stages from New Lead through Qualified, Discovery, Solution Fit, Scoping and SOW, Proposal and Negotiation, each with a win probability
- Stage level required fields, so a deal cannot move forward without the information the next stage needs
- A products and services library covering Dayforce modules, Magnisol services and managed services
Challenges and how we solved them
Names that collide with HubSpot's defaults
The workbook called for a Deal Type of co sell, referral or resell. HubSpot already ships a Deal Type property meaning new or existing business. Overwriting it would have broken reporting quietly, so the partner field became Partner Deal Type, and every other field was checked against the defaults before it was created.
A portal limit hiding in the plan
The portal allows ten teams. Eight regional teams leaves room for two more, which we flagged before anyone planned a team per country.
A website on a locked theme
Magnisol's site runs on a child of a marketplace theme whose modules cannot be edited. When the hero had no mobile image, we built a small module that sets the mobile image from inside the page rather than rebuilding the hero, and fixed titles, meta descriptions and language settings through the CMS API.
HubSpot platform in play
- Sales HubPipeline, stage requirements, products and line items
- TeamsRegional structure for ownership and reporting
- Multi currencyFive currencies with automatic rates
- Custom propertiesPartner, vendor and regional data model
- DashboardsExecutive pipeline, partner activity, delivery readiness, expansion
- Content HubWebsite fixes through the CMS source code API
What we learned
- Check every field against the defaults. A duplicate name is a reporting bug that nobody sees for months.
- Selling and delivering are different regions. Model both, or commission and capacity reporting will argue with each other.
- Required fields belong on stages. Required on create slows everyone down. Required to advance protects the forecast.