Introduction
Growth rarely comes without growing pains. A rapidly scaling healthcare innovator needed to bring order to its sales and marketing processes — but when they turned to HubSpot, technical hurdles and internal roadblocks stalled their progress.
Instead of giving up, they partnered with a consultant who knew how to cut through the noise. By focusing on the foundations, offering hands-on guidance, and empowering the team to advocate for what they needed, the client turned a frustrating start into a roadmap for long-term success.
The Company
The client is a leader in healthcare technology, reimagining musculoskeletal (MSK) health through a unique blend of digital platforms, concierge-style patient management, and a nationwide network of providers.
Their mission is simple but bold: improve outcomes for patients while lowering costs for employers and carriers. With solutions that range from injury recovery to workplace injury prevention, they support access to more than 94% of the U.S. workforce — including partnerships with Fortune 50 and Fortune 500 companies.
In other words: this is not a small operation. Which made their challenges all the more urgent.
The Challenge
Even innovative companies can hit bottlenecks. For this client, three issues were slowing everything down:
- Disconnected sales and marketing: Sales and marketing teams were operating in silos, with no clear process for handoffs. A new team lead was trying to establish order but hadn’t yet gained full traction.
- Technical delays: The team couldn’t add HubSpot tracking to their website because no one knew who managed their WordPress environment. More critically, a Salesforce integration — essential for data flow — was delayed by lack of prioritization.
- Hesitation and low adoption: Team members didn’t see HubSpot’s value beyond email. They resisted connecting social channels, skipped over forms, and had no real content strategy. Without a clear vision, adoption stalled.
The Solution
Instead of forcing a one-size-fits-all approach, the consultant met the client where they were:
Back to basics
The first step was setting up the essentials: email sending domains, SPF records, and a roadmap for resolving the WordPress tracking code issue. These foundational wins gave the team clarity and momentum.
Making HubSpot make sense
Through guided training, the consultant introduced concepts like persona automation, campaign structure, and mapping the buyer’s journey to the client’s product lines. They also rolled out practical tools like blog strategy and simple workflows for disengaged contacts.
Empowering advocacy
When the Salesforce integration stalled, the consultant encouraged the team to escalate to leadership. They even helped request an onboarding extension, reinforcing that progress wasn’t about checking boxes — it was about setting the client up for real, lasting success.
The Results
- A clear technical path: The team knew exactly what to do next, and why it mattered.
- A defined strategy: Marketing no longer saw HubSpot as “just email.” They understood how to structure campaigns, content, and automation around the buyer’s journey.
- An empowered team: With leadership engaged and processes mapped, the client could move forward with a sense of ownership rather than overwhelm.
Why it Matters
This case study is proof that success isn’t just about flipping the switch on new technology. It’s about:
- Tackling the right problems in the right order.
- Building momentum with small wins when bigger issues take time.
- Acting not just as an implementer, but as a strategic partner and advocate.
The client left onboarding with more than a functional HubSpot portal. They had a vision, a plan, and the confidence to push through challenges — positioning them to align their teams, unify their systems, and keep growing without losing stride.
