Imagine was awarded a HubSpot Impact Award for Sales Enablement for their ongoing work with MacNair Travel Management. Keep reading to learn more about the incredible results Imagine and MacNair have achieved with a modern demand generation strategy powered by HubSpot's marketing and sales platform!
MacNair Travel Management provides travel management services to middle-market associations, government contractors and private companies. Over the years, the company has transitioned from a neighborhood travel agency to a $60 million travel management company.
For years, MacNair was able to grow using the traditional professional services growth playbook. Provide a superior solution, take great care of your clients and customers, and build relationships within their desired market. This approach allowed MacNair to consistently grow through intense disruption (airlines stopped paying travel agencies commissions and more than 1/3rd of travel agencies have disappeared in the last 15 years) and two intense recessions.
However in 2014 and 2015, MacNair hit a growth plateau and their playbook was no longer working. They simply weren’t generating enough qualified sales opportunities to generate enough business that would allow them to maintain, let alone accelerate, their revenue growth.