Network Provider Scales Faster With HubSpot CRM and Clean Data Systems

The challenge

For a mid-market network solutions provider, sales and marketing were happening in silos. Reps logged deals in personal calendars and spreadsheets. Marketing had no visibility into pipeline health. Leadership couldn’t see where opportunities were stalling. What felt like a collection of minor inefficiencies had grown into a major drag on growth.

Three big hurdles stood in the way:

• Disconnected sales and marketing: With no centralized system, sales activity was invisible to the rest of the organization. This made it impossible to track deal velocity or hold the team accountable.
• Complex data migration: Years of customer information were trapped in spreadsheets. The team lacked a plan for importing, formatting, and associating contacts with companies. On top of that, their estimating system needed to tie into HubSpot, but no clear integration path existed.
• Cultural resistance: The sales team resisted change. Without a clear strategic direction, onboarding slowed to a crawl. Their project lead grew frustrated with the lack of progress.

The solution

Working side by side with the company, the consultant focused on building both technical and human systems:

• Custom pipeline design: A HubSpot deal pipeline was created to reflect the company’s real-world sales process. A “test deal” was set up to showcase functionality and ease fears about adoption.
• Clean data, clean reports: Step-by-step processes were built for importing and associating contacts correctly. Data governance practices were introduced to ensure the system stayed accurate and trustworthy.
• Automation and enablement: The team learned how to use sequences, templates, and snippets to save time. A workflow alert for closed deals and tracking of closed-lost reasons streamlined reporting.
• Hands-on training: Rather than delivering a system and walking away, the consultant coached the sales team through setup and use, empowering them to manage the CRM independently.

The results

The transformation was both technical and cultural:

• A centralized sales hub: Manual spreadsheets and ad hoc tracking were replaced with a unified sales system inside HubSpot.
• Stronger data management: The company established repeatable processes for importing, managing, and reporting on data. Reports on deal velocity, push rates, and close ratios became accessible and reliable.
• An empowered team: The sales reps gained confidence in managing their own CRM tools. Instead of resisting change, they leaned into automation and reporting that saved them time and gave leadership clarity.

Key metrics

Why it matters

This engagement shows the power of meeting clients where they are. By combining data governance, hands-on coaching, and system design, the company moved from scattered spreadsheets to a scalable, insight-driven sales organization.

It wasn’t just about technology. It was about creating confidence, clarity, and a path to growth.