The challenge
A growing nutraceutical manufacturer had a strong reputation in their industry. With more than a hundred employees and decades of experience, they were known for high-quality products and consistent reliability. But behind the scenes, their sales process was running on an outdated, patchwork system.
The team managed their pipeline using Pipedrive alongside separate lead capture tools. Trade show leads, website inquiries, and referrals all lived in different places. Assigning leads to sales reps was a manual process, and follow-up often slipped through the cracks. For a company operating in a competitive global market, these inefficiencies slowed growth and left opportunities on the table.
Adding to the challenge, the team was brand new to HubSpot. They needed more than a technical setup—they needed a guided path forward: data migration, pipeline design, and hands-on training that made HubSpot not just another tool, but the central hub for their sales operations.
The solution
We began by getting to the heart of their sales process. Rather than dropping in a generic pipeline, we built a custom deal flow that reflected their unique buying journey, including critical stages like facility tours. This meant the system worked the way their team already worked—just faster, smarter, and more consistent.
From there, we introduced automation. A lead routing workflow was set up so every new inquiry—whether from a booking link, form, or trade show—was automatically assigned to a rep on rotation. No more bottlenecks, no more missed follow-ups.
To support adoption, we didn’t just hand over the keys—we trained the team in real-world scenarios. They learned how to send tracked emails, create templates, book meetings, and use the HubSpot mobile app. At their next trade show, they used HubSpot’s card scanner to instantly capture and assign leads on the floor, turning a historically messy process into a seamless one.
We also guided them through the technical heavy lifting. Migrating hundreds of contacts from Pipedrive, fixing Zapier integrations for website forms, and setting up reporting dashboards gave their sales team confidence that HubSpot wasn’t just another platform—it was their platform.
The results
Within weeks, the manufacturer had a fully automated sales system up and running. Manual lead assignment was gone. Communication was faster, more consistent, and trackable. Their sales team went from hesitant beginners to confident daily users of HubSpot—leaning on templates, sequences, and the mobile app to make their jobs easier.
But the biggest shift wasn’t just in efficiency—it was in mindset. Instead of reacting to leads and piecing together data, the team had a roadmap for scaling. With their new foundation, they could confidently integrate their marketing efforts, add more automation, and align their external partners inside HubSpot.
Why it matters
This case study is proof that even established, successful companies sometimes run on fragile systems behind the curtain. Fixing that isn’t about dropping in software—it’s about building a foundation that matches how the business actually operates, then empowering people to use it.
For this nutraceutical manufacturer, the impact was clear: a streamlined, automated sales system that set them up for scalable growth.
