Unipart Unifies 5 Divisions to Grow its Global Pipeline from Millions to Billions

HubSpot is a leading CRM and customer platform provider offering Sales Hub, Marketing Hub, and other tools designed to unify sales, marketing, and customer service operations. It provides scalable, intuitive solutions for businesses of all sizes, with strong pre-sales support and implementation partnerships.

Unipart is a leading provider of supply chain solutions and performance improvement technologies, with deep expertise across seven core sectors: automotive, rail and public transport, technology, healthcare, aerospace and defense, e-commerce/consumer/retail, and industrial. The company operates across five global divisions and has thousands of major contracts and customers worldwide.

Unipart's five divisions had grown independently, each running a variety of software systems and spreadsheets, with three different CRM tools used across the group. Without visibility across the business, Unipart couldn't easily meet clients' end-to-end needs or accurately define its pipeline of potential new business and cross-sell opportunities. Contracts, past sales, contact details, and reports were scattered across multiple systems — sometimes on individual account managers' laptops or in their heads. In October 2022, new CEO Darren Leigh set a bold ambition to double revenue, unify customer experience, and accelerate sales growth.

Unipart selected HubSpot Sales Hub as its single global customer platform to manage new sales pipeline, existing client relationships, communications, and customer service. HubSpot's ease of use, visual UI, scalability, and customisation capabilities were key differentiators. All sales opportunities from spreadsheets and legacy CRM systems were centralised into Sales Hub, with custom dashboards created to provide full pipeline visibility.

Implementation partner BabelQuest — a top Global HubSpot Solutions Partner — played a key role in ensuring a smooth and efficient deployment. While Unipart had allowed nine months for the migration, BabelQuest helped launch HubSpot five months early. Custom dashboards were built to provide real-time pipeline visibility. A top-down mandate was enforced: "If it's not on HubSpot, it doesn't exist." BabelQuest continues to work closely with Unipart, optimising their HubSpot instance toward conversion rates and accelerating revenue growth.

From the moment Unipart had visibility across all divisions, it had achieved its return on investment. Within a year, fuelled by collaboration, accountability, and informed decision-making, the pipeline grew from millions into the billions. Real-time reporting dashboards enabled tracking of monthly, quarterly, and annual targets with accurate forecasts for resourcing and budgeting. Unipart also identified cross-sell opportunities across regions, divisions, and solutions, and boosted its NPS score by 5 points within 2024. The CEO and leadership team now run the global operation out of HubSpot.