EP&T Global

About EP&T Global

EP&T Global has worked on energy optimisation for commercial real estate since 1993, built around its proprietary EDGE platform. It operates across Asia, Europe, North America and beyond from an Australian base. Selling into that many markets at once is where the operational problem started.

The problem

Pipelines were disconnected across regions, so Australia and Europe were effectively running two different sales operations with no common view. Sales work was largely manual and time-consuming, which is slow anywhere and worse across time zones. Lead management was thin enough that prospects were not reliably tracked or nurtured through the funnel. The critical gap was ROI: with no visibility into what marketing spend returned, they could not tell which campaigns to fund, which to cut, or where to put people.

How we approached it

Global sales teams rarely fail for lack of effort. They fail because nobody can see the whole picture at once. The first job was one CRM across regions, so Australia and Europe work a single pipeline instead of two. HubSpot Sales Pro and Marketing Pro then automated the parts eating rep time: lead tracking, follow-up and reporting. Reporting dashboards were built so marketing spend and asset performance read without someone assembling a spreadsheet, and the website was migrated to HubSpot as part of the same job, which is what made customer behaviour trackable end to end rather than only after a form fill.

What we built

• HubSpot CRM, Sales Pro and Marketing Pro across regions
• Automated handoff between marketing and sales
• Automated lead tracking, follow-up and reporting
• Reporting dashboards for marketing spend and asset performance
• Full website migration to HubSpot
• Advanced customer behaviour and interaction tracking

What changed

The handoff between marketing and sales is automated, so leads stop dropping between the two. Reps save 5 or more hours each per week, which across a team is real selling time back. Marketing spend and asset performance are visible, so decisions get made on numbers rather than instinct. EP&T reports 3x ROI on the HubSpot investment, a doubled pipeline, and operations brought onto one system across 26 countries.

Mick and the DigiKat team have been instrumental to our success, and I consider them an integral part of the EP&T Global team. I rely on Mick and DigiKat for all aspects of sales outreach and maximising the use of technology to boost sales. Without a doubt, Mick and his team are among the most knowledgeable marketers I've worked with in the past two years.