Salted Stone and HubSpot: A Partner Program Story

Aug 19, 201510 likes5,570 views

Salted Stone joined the HubSpot Partner Program in 2014 and saw significant growth using HubSpot's marketing software and CRM. Their recurring revenue increased from 15% before using HubSpot to 60% after, and they saw a 219% increase in visit-to-contact rate and over 10% increase in contact-to-customer rate from an inbound marketing case study they did on themselves. Since joining the HubSpot Partner Program, Salted Stone has experienced 100% revenue growth and 500% earnings growth year over year.

“We chose HubSpot because of the
community behind the software.”
– Mike Skeehan, Managing Partner

2009
# of employees
2 Salted Stone was born.

2009
2014
# of employees
2
7 Joined the HubSpot Partner Program.
Salted Stone was born.

2009
2015 14
2014
# of employees
2
7 Joined the HubSpot Partner Program.
Salted Stone was born.
Today.

2014
# of employees
7 Joined the HubSpot Partner Program.
“I don’t believe that we’ve made a single more
important investment since the company’s inception.
HubSpot’s marketing software has fueled our growth,
and the CRM has ensured that we engage with all
prospects at the appropriate point in the buying cycle.”

15%
Recurring
Revenue
Before
Recurring
Revenue
After
60%

Salted Stone’s ﬁrst case study was
themselves.

Why choose inbound
marketing?

In 2010, the founders of Salted Stone spun
off a product distribution company on the
side and used HubSpot and inbound
marketing to grow their new business.

In
60
Days…

219%
increase in visit-to-contact rate

In
60
Days…

219%
increase in visit-to-contact rate
10%+
increase in overall contact-to-
customer rate

In
60
Days…

219%
increase in visit-to-contact rate
10%+

63%

increase in overall contact-to-
customer rate
decrease in cost per lead

100% revenue
growth

year
over
year

earnings
growth

year
over
year

100%
500%
revenue
growth

year
over
year

earnings
growth

year
over
year

Interested in learning more about how the
HubSpot Partner program can help your
agency grow?
LEARN
MORE

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This marketing plan outlines a comprehensive strategy for the relaunch of Cadbury Chocki, a once-popular chocolate tube snack, aimed at recapturing the hearts of Pakistani consumers—particularly children, teenagers, and nostalgic young adults. Created by students for a Marketing Management course, the plan combines in-depth market analysis, consumer research, and actionable strategies tailored to today's competitive snacking landscape. The document begins with an executive summary, identifying the core challenge: reviving Chocki amid rising competition and shifting consumer preferences. It provides insight into global and local chocolate industry trends, highlighting the dominance of key players such as Mondelez (Cadbury), Mars, and Nestlé, and positioning Chocki within the growing market for fun, portable, and premium-quality chocolate snacks. Using primary quantitative research, including surveys with over 70% respondents aged 21–30, the team identifies strong consumer demand for a Chocki comeback, driven largely by nostalgia and preference for mess-free, portable treats. The plan details well-defined target segments, emphasizing children as the primary audience and young adults (especially females) as a strong secondary group. Marketing goals include capturing 20% of the chocolate tube market in the first year and boosting brand awareness by 30%. The strategy features a mix of digital and experiential marketing, including influencer collaborations, nostalgia-driven social media campaigns (#ChockiIsBack), and on-ground activations like school sampling and interactive in-store displays. An engaging slogan—“Bachpan ka pyaar hai yaar, Chocki”—anchors the campaign. A detailed marketing mix (product, price, place, promotion) supports the relaunch. The product remains true to its original taste but introduces new variants like hazelnut and white chocolate. Retail strategy focuses on LMTs, IMTs, and school canteens, while the pricing starts at Rs. 30 to attract impulse buyers without compromising on Cadbury’s premium feel. The plan also features a SWOT analysis, contingency options (such as temporary price drops or flavor tweaks), and a robust operational plan, including insights on Mondelez Pakistan’s supply chain, logistics, and local manufacturing efficiencies. The final section presents a clear one-year marketing budget of PKR 80 million, with thoughtful allocation across billboard ads, social media campaigns, influencer marketing, sampling, and event sponsorships—ensuring high visibility and consumer engagement.

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Salted Stone and HubSpot: A Partner Program Story

1. and A HubSpot Partner Program Story.

2. “We chose HubSpot because of the community behind the software.” – Mike Skeehan, Managing Partner

3. 2009 # of employees 2 Salted Stone was born.

4. 2009 2014 # of employees 2 7 Joined the HubSpot Partner Program. Salted Stone was born.

5. 2009 2015 14 2014 # of employees 2 7 Joined the HubSpot Partner Program. Salted Stone was born. Today.

6. 2014 # of employees 7 Joined the HubSpot Partner Program. “I don’t believe that we’ve made a single more important investment since the company’s inception. HubSpot’s marketing software has fueled our growth, and the CRM has ensured that we engage with all prospects at the appropriate point in the buying cycle.”

7. 15% Recurring Revenue Before

8. 15% Recurring Revenue Before Recurring Revenue After 60%

9. Why choose inbound marketing?

10. Salted Stone’s ﬁrst case study was themselves. Why choose inbound marketing?

11. In 2010, the founders of Salted Stone spun off a product distribution company on the side and used HubSpot and inbound marketing to grow their new business.

12. The results?

13. In 60 Days… 219% increase in visit-to-contact rate

14. In 60 Days… 219% increase in visit-to-contact rate 10%+ increase in overall contact-to- customer rate

15. In 60 Days… 219% increase in visit-to-contact rate 10%+ 63% increase in overall contact-to- customer rate decrease in cost per lead

16. 100% revenue growth year over year earnings growth year over year

17. 100% 500% revenue growth year over year earnings growth year over year

18. Interested in learning more about how the HubSpot Partner program can help your agency grow? LEARN MORE

Salted Stone and HubSpot: A Partner Program Story

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