Case Study: Tetley Harris achieves 1100% pipeline growth with SugarCRM

How Tetley Harris Increased Pipeline 1100% with Sugar

Tetley Harris, North America’s largest private‑label tea packer, was held back by an outdated, spreadsheet-based sales process that made lead tracking and opportunity management chaotic. Sales reps were only working a dozen deals a year, cycles dragged into new quarters, and the company needed a simple, scalable CX platform that even nontechnical users would adopt.

Tetley Harris implemented SugarCRM with partner BrainSell, integrating it with Outlook and using Sugar’s flexible, easy admin tools to standardize data and workflows. Adoption quickly rose and pipeline activity exploded—active accounts grew from about 100 to 1,200+, reps now work 60–80 opportunities a year, the team opened/closed 400 opportunities, and overall pipeline increased roughly 1,100%.

Tetley Harris

Trevor McSwain

Regional Sales Manager