Case Study: Building a scalable sales and marketing hub — how one regional contractor transformed its digital foundation

The challenge: disconnected systems and stalled adoption

For more than three decades, a Mid-Atlantic construction and restoration company had built its reputation on rapid response and reliable project delivery. With bonding capacity up to $10 million and a client roster spanning hospitals, universities, government agencies, and sports venues, the business had no shortage of demand. But behind the scenes, its sales and marketing engine was held together by outdated systems and manual processes that slowed growth and created frustration.

The company relied on Zoho CRM while simultaneously developing a new website on Kinsta Cloud. With no single source of truth for customer data, marketing and sales operated in silos. Importing contacts into HubSpot only added to the complexity: records lacked clear associations, duplicate companies multiplied, and ownership of contacts became murky.

Internally, momentum faltered. The CEO was the only active HubSpot user. Without an internal champion and with a team unfamiliar with sales and marketing infrastructure, adoption stalled. Resistance to change compounded the onboarding hurdles.

The approach: project-based training and data clarity

The first step was tackling the technical roadblocks. Consultants worked side by side with the IT team to set up domains and email, while also mapping out a more reliable process for importing both contacts and companies together. This ensured proper associations and reduced duplication.

Instead of generic training, the engagement took a project-based approach. The team was guided through the creation of a campaign for its data center initiative, complete with form, landing page, and automated email follow-up. This hands-on exercise not only demonstrated HubSpot’s potential but also gave the team a working campaign tied directly to its business priorities.

Alongside the project work, the consultants provided focused sessions on foundational HubSpot tools: email marketing, list segmentation, and reporting. They also introduced strategies for managing marketing contacts and avoiding surprise charges, as well as tips for using AI content tools to accelerate marketing output.

The results: an empowered team with a roadmap

By the end of the onboarding, the contractor had a functional and automated marketing system. The data center initiative was supported by a campaign that replaced manual processes with streamlined workflows. The team had a clear strategy for cleaning and importing data, ensuring consistency and efficiency moving forward.

Perhaps most importantly, the team felt empowered. They had experienced firsthand how HubSpot could unify their sales and marketing operations and left the engagement with both a roadmap and the skills to expand into more advanced features like AI tools and content remixing.

Key metrics and company profile

Why this matters

For companies in construction, restoration, or any project-based industry, customer relationships span years and often involve multiple stakeholders. Without an integrated system, important context is lost, efficiency suffers, and opportunities slip through the cracks. This case highlights how a targeted, project-driven approach to onboarding can transform hesitation into momentum and build the foundation for long-term growth.

Call to action

If your sales and marketing systems feel disconnected, media junction® can help you unify your digital foundation and set your team up for scalable growth.