The challenge
After nearly 30 years in business, this technology services company had built a reputation as a trusted IT partner. They supported thousands of clients with everything from managed IT to cybersecurity, cloud solutions, and even custom software. But inside their own organization, things weren’t running quite as smoothly.
Their sales and marketing teams were speaking different languages.
- Leads slipping through the cracks: A proprietary CRM and WordPress site weren’t talking to each other. With no central system, important opportunities got lost.
- Strategy stuck in the past: The team leaned on traditional awareness tactics (like billboards), but had little success converting leads through digital channels. They had no clear buyer personas, no structured content plan, and no way to measure what was working.
- Technical headaches: With 40,000+ company records sitting in an old CRM and email domains to configure, migrating to HubSpot felt overwhelming. On top of that, a new team member was still finding their footing with the platform.
The company needed more than just a new tool—they needed a strategy, a process, and the confidence to make it all work.
The solution
That’s where the right guidance made the difference. Together, we built a foundation in HubSpot that unified sales and marketing while training the team to own their success.
- HubSpot implementation, done right: We created a deal pipeline with customer-focused stages, set up sales prospecting workflows, and centralized lead capture by converting existing forms to HubSpot. Tracking code and subdomains were added to their WordPress site to tie every action back to the platform.
- Strategy with staying power: We guided the team through building buyer personas, mapping their sales process, and rethinking their approach to campaigns—starting with an upcoming cybersecurity event as a hands-on learning opportunity.
- Training that sticks: From landing pages to email campaigns to conditional form logic, the team was coached step by step. The goal wasn’t just to launch campaigns, but to help them feel confident running HubSpot independently.
- Reporting clarity: By tying landing pages, forms, and emails to campaigns, the company could finally see what was driving leads—and what wasn’t.
The results
- One sales and marketing engine: With everything in HubSpot, sales and marketing are now aligned. Leads flow through a single system, no more silos.
- Campaigns that convert: The team successfully built and launched their first end-to-end campaign in HubSpot—complete with landing pages, forms, segmented emails, and clear attribution.
- A team empowered: The marketing specialist is now creating campaigns, scheduling social posts, and measuring success with confidence. No more guesswork, just clear insights.
- Future-proof growth: With a scalable process and better visibility, the company is equipped to make smarter, data-driven decisions moving forward.
Why it matters
This story isn’t about installing a new platform. It’s about a company with deep roots in technology finally giving their own team the modern tools and clarity they needed to grow.
By unifying their sales and marketing systems, they didn’t just solve today’s problems—they built a foundation for the next 30 years of business.