From Zoho to HubSpot: How a Gas Innovator Unified Sales Data

The challenge: fragmented processes and missing visibility

This B2B natural gas technology company develops patented mobile compression systems that help pipeline operators and fleet managers capture and reuse natural gas, reducing methane emissions in the process. With sales cycles ranging from short-term equipment leases to multi-year service contracts, their existing CRM system wasn’t designed to handle this level of complexity.

The company was migrating from Zoho and needed HubSpot to do more than just house contacts. Their pain points included:

• Inefficient deal tracking: Different contract types required different follow-ups, but the team lacked a reliable way to track post-close details such as lease length or service commitments.
• Reporting limitations: Standard HubSpot dashboards weren’t enough for multi-pipeline visibility, leaving leaders without clarity across sales and service contracts.
• New hire ramp-up: A newly added sales team member needed to get productive quickly, but learning the system while navigating inconsistent processes slowed her down.

The solution: custom structure and focused training

• Custom properties: New fields were created to track contract length, service terms, and other post-close details. This gave visibility without cluttering the standard deal pipeline.
• Pipeline-specific dashboards: Separate dashboards were established for each major pipeline, making reporting cleaner and tailored to actual sales cycles.
• Role-based training: A targeted crash course gave the new sales hire confidence in daily HubSpot tasks like managing contacts, using the shared inbox, and setting up sequences.
• Marketing strategy support: With trade shows as their primary lead source, the team built digital campaigns around events, pairing onsite networking with systematic lead capture and follow-up.

The results: clarity, confidence, and a repeatable system

• Improved reporting visibility: Leaders could finally see the long-term picture on leases and service contracts, enabling better forecasting.
• Faster onboarding: The new team member quickly became confident in managing her pipeline, accelerating productivity.
• Strategic marketing alignment: Campaigns tied to trade shows shifted from ad hoc to structured, with clearer ROI tracking.

Why it mattered

For a small but growing energy technology company, building a CRM system that reflects real-world complexity was key. Their patented compression units require a mix of equipment sales, leasing, and ongoing services—not a one-size-fits-all sales cycle. By tailoring HubSpot to fit their business, they gained both efficiency and clarity.

Key metrics at a glance

Takeaway

This case shows that HubSpot’s real power lies in customization. By shaping pipelines, dashboards, and training around the way they actually work, this energy innovator turned a potential CRM migration headache into a scalable system that supports both sales and sustainability goals.

At media junction®, we help companies like this take control of HubSpot, shaping it to fit their unique business model instead of the other way around.