The challenge
Different teams were creating and saving MSAs in different places, which made it harder to keep agreements consistent. As Belkins grew, they needed to implement tools and processes to ensure that contracts were clear, consistent, and easily accessible.
The solution
Leveraging the PandaDoc app for HubSpot to create and edit MSAs (Master Service Agreements), Belkins streamlined processes, reduced manual tasks for the sales team, and eliminated mistakes in contracts.
Creating consistent MSAs
As a busy B2B lead generation agency, Belkins relies on Master Service Agreements (MSAs) with clients to ensure that everyone agrees on the services rendered. Consistency is key, as Belkins Head of Sales Operations Julia Sorokovikova explains:
“Everyone at our company relies on MSAs as a single source of truth. If you don’t have a clear structure on how they are created, where they are stored, and what order they are signed in, it makes a mess,” she says.
Different teams were creating and saving MSAs in different places, which made it harder to keep agreements consistent. As Belkins grew, they needed to implement tools and processes to ensure that contracts were clear, consistent, and easily accessible.
“At the time, each team had their own templates, and everyone could do what they liked with the MSAs,” Julia says. “We needed a solution to help us manage our documents effectively.”
Accelerating sales operations
Belkins’ Sales Executives (SEs) spent a lot of time creating and editing MSAs. Each agreement required a lot of back and forth between sales, the legal department, and the client before an agreement could be signed.
“The sales team was forced to waste a lot of time communicating about simple edits, when that time could have been spent communicating about more important, relationship-building things,” Julia explains.
The document creation and editing process was tedious for SEs as well, requiring them to manually make changes to each MSA.
“It took so much time for the sales team to edit each document. With a better system, they could use that time on more valuable, revenue-generating activities.”
Any errors or inconsistencies could eventually cause issues for the delivery team or even potentially damage client relationships.
Adopting the PandaDoc app for HubSpot
To streamline sales operations and save time for SEs, Belkins chose PandaDoc for day-to-day document management, MSA creation, and client e-signatures. Using PandaDoc simplified processes, but Julia and the rest of the Belkins sales operation team still felt that something was missing.
“The sales team was using PandaDoc to create documents, but it still wasn’t the best possible experience for them. They weren’t using it to its full potential.”
The solution was to use the PandaDoc app for HubSpot. Belkins already used HubSpot as its CRM. Once they integrated PandaDoc with Sales Hub, the sales team began to automatically update MSAs based on properties in HubSpot. “It’s a matter of one or two clicks, and SEs have what they need to close the deal. It’s all done in a tool they are familiar with, and it saves them a lot of time,” Julia says.
“The sales team can focus on their main responsibilities instead of worrying about editing MSAs.” Smooth Operations Using PandaDoc with HubSpot has made things easier and faster for SEs. That success has trickled up, improving processes and operations for the entire company. With the PandaDoc app for HubSpot, we have everything in one place, which is crucial from a legal standpoint,” Julia shares.
It has also improved client relationships and made things better for the delivery team, who is in charge of honoring the MSA once it’s been signed and finalized by the sales team. “Having accurate data in our MSAs helps them communicate with clients. They know exactly what the client is looking for,” Julia says.
Spending 90% less time on MSAs
Today, MSAs that used to take an hour or two to prepare are ready in minutes, saving the sales team over 90% of the time spent on the admin work for each deal. “They can put all of the information into HubSpot and have the document ready in PandaDoc with a simple click. The integration does the magic,” Julia says. The document goes to the prospect immediately, which makes it easier to get deals signed and move forward. The PandaDoc app for HubSpot has been a game changer for Belkins. “I’m sure that our sales team wouldn’t allow us to change this setup. If we told them they had to go back to the way we were doing things before, I think they would cry,” Julia jokes.
"With the PandaDoc app, we can have MSAs ready in a matter of minutes. The sales team is less stressed, and the delivery team is more confident in their work. It’s a game changer."
