About Webvar
Webvar operates a B2B marketplace with two distinct sales motions: one for onboarding vendors (ISVs) and another for managing deals with buyers. Their growth depends on having a clear and efficient process for both sides of their business.
The Challenge
Webvar’s biggest complaint was that no one had ownership of their HubSpot CRM, which was managed across disconnected tools like Lemlist and LinkedIn. This created clear business challenges:
No Pipeline Visibility: Without a managed system, it was impossible to track the progress of deals for either buyers or vendors, leading to missed opportunities.
Inefficient, Manual Processes: The team relied on manual follow-ups and data entry, which was time-consuming and prone to errors.
Complex and Unused Funnel: Their existing sales pipeline was overly complex with too many steps that the team wasn't using, leading to low adoption.
Our Approach
We designed and implemented a new Attio workspace from the ground up, tailored to Webvar's specific marketplace model.
Methodology: The best solution was simplifying their pipeline. The hardest part of the project was managing the change and onboarding the team to a new, more streamlined process.
The Stack: We managed the migration from HubSpot and various spreadsheets into a unified Attio workspace.
Data & Automation: We architected a clear, dual-sided funnel with separate, dedicated pipelines for "Vendors" and "Buyers," each with its own simplified stages and attributes.
The Results
The rapid migration to a unified Attio CRM transformed Webvar’s operations from a chaotic process to a streamlined and visible one.
A Single Source of Truth: All buyer, vendor, and deal data is now centralized in Attio, providing a complete view of the business.
Full Pipeline Visibility: The team can now accurately track the progress of every deal in both funnels, identifying bottlenecks and opportunities.
Improved Team Adoption: The simplified pipeline and user-friendly interface led to immediate adoption and a clear sense of ownership within the team.
Why It Matters
For a business managing a two-sided marketplace, a fragmented or unmanaged CRM can create chaos and kill productivity. Migrating to a unified, user-friendly platform with a simplified process provides the clarity and structure needed to manage complex operations and scale effectively.
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