CRM Migration & Enablement
Move to HubSpot with confidence.
We plan your migration, clean and map data, and deploy the integrations and workflows your team actually uses.
With clear governance and enablement, your CRM becomes faster to work in, easier to trust, and ready to scale across the GTM motion.
A snapshot of what we deliver
The client
An Australia-based manufacturing company with 40+ sales reps, which felt that the legacy CRM they were using wasn’t answering their needs anymore
The challenge
Implementing HubSpot as the new CRM, safely migrating all data and making sure full adoption is secured by the established sales team
Right from the first discovery meeting with this company, we sensed their uneasiness regarding the migration. On one hand, they knew that they were not working efficiently enough, and are far from actually leveraging the full capabilities of their 40+ sales rep team. On the other hand, they knew how change-averse their sales team is, with some of them having 10+ years of experience in the company.
Luckily, this company is working with a performance based commission module. As long as I’m sure we make it absolutely clear that the changes we’re about to offer are only going to help the sales team, everything should be alright.
Given the nature of the challenge, we needed to take extra care with every step of the process, especially the design phase. It took weeks of iterative meetings and discussions to make sure we have a comprehensive plan aligned across all stakeholders.
In order to minimize technical complexity and smooth the migration to HubSpot, it was decided to create a custom integration between HubSpot and the legacy CRM through ‘Make’, and to use the same naming conventions. On top of that, we added automations and integrations with a VoIP solution and document automation software, all to super-power the reps with the least amount of clicks.
Once HubSpot was set up, integrated with the legacy CRM and held all data the reps were familiar with, it was time for the training phase. Through concentrated training days in the client’s office, the executive team and our consultant onboarded the sales team to their new processes and platforms. Recorded walkthroughs, demos and documentation were all part of the bundle the reps got in addition to allocated personal training sessions, to make sure no one fell behind.
Once fully adopted, the sales team managed to enjoy the leap into the new way of conducting business, reducing overhead, manual tasks and most importantly - reaching those commissions much easier.