Who they are:
Our client specializes in providing cybersecurity solutions for various software platforms. Operating as a small to medium-sized business, the client predominantly worked with HubSpot for their CRM needs in the past. The client was introduced to us by a Salesforce Account Executive, as they were in search of an outstanding implementation partner that could assist them in the migration from HubSpot CRM over to Salesforce. Here’s how Modelit got involved…
The challenge
The client had previously been using Hubspot for all of their CRM needs, as well as for their marketing efforts. As the company expanded and onboarded team members with Salesforce experience, they recognized that the free HubSpot CRM — while efficient in the early stages — would no longer meet their evolving needs.
Their primary concern was with the seamless transfer of crucial data from HubSpot to Salesforce to take full advantage of the broader capabilities Salesforce offered. They wanted to migrate their CRM practices to Salesforce, while continuing to utilize HubSpot’s Marketing Hub.
The solution
To address the client’s challenges, Modelit adopted an approach that prioritized adapting to Salesforce's language and best practices over replicating HubSpot CRM's functionalities within Salesforce.
Initially, our experts concentrated on transferring lead data from HubSpot CRM to Salesforce to retain lead generation capabilities. This data migration process was time-consuming and complex due to the substantial volume of data involved. We needed to face this challenge head on through proper allocation of time and resources — maintaining a steady rhythm with routine demonstrations to prevent and correct errors.
On top of the large quantity and significant complexity of the data, HubSpot's data export limitations required extensive manual work. Differences in data organization between HubSpot and Salesforce added to the challenge. Variations in table relationships and the method for entering product values between the two systems required significant organization and reconciliation.
The most significant challenge faced during the migration from HubSpot to Salesforce was harmonizing HubSpot's data structures and practices with Salesforce's conventions and best practices. While the client had team members with prior Salesforce knowledge and experience, this transition demanded meticulous implementation to ensure accurate data representation in Salesforce.
To combat these obstacles, our team:
- Served as intermediaries, ensuring effective data communication between the two systems.
- Conducted regular check-ins and progress reviews which were instrumental in identifying and addressing issues promptly.
- Gave weekly demonstrations that allowed the client to detect and rectify problems in real-time, preventing the accumulation of errors over time.
“HubSpot speaks HubSpot, and Salesforce speaks Salesforce. Sometimes people don’t understand that they [the systems] use different languages. We, as a company, are the translators in the middle.”
Mariela Sica - Salesforce Administrator, Modelit
How we helped
The migration to Salesforce significantly expanded the client's capabilities — granting them access to enhanced features, such as better control over their sales cycle, more sophisticated reporting and analytics functions, and enhanced overall compliance and security.
Salesforce's robust ecosystem offered the client a new comprehensive suite of tools, ranging from advanced analytics and reporting to highly customizable automation and workflow capabilities. This access to new features allowed the client to optimize their operations, streamline their processes, and gain deeper insights into their customer interactions.
This transition enabled them to operate more efficiently and effectively, enhancing their business performance and competitiveness in the market.
