The Client
How do you take a business that’s already well-established and get it to perform even better? Our client, a leader in cable networking and communication systems had been asking themselves the same question. For years, they’ve been providing businesses with solid networking and security solutions. Their work has kept countless offices connected and secure, making them a trusted name in their industry. But even successful companies face challenges. The company had been using an older CRM system, Tigerpaw, to manage contacts, companies, opportunities, and invoices. It was functional, but far from flexible.
As this IT hardware company started setting ambitious new revenue goals, the cracks in their system began to show. They couldn’t track their sales activities, analyze customer interactions, or identify the steps they needed to take to improve. Without baseline data, how could they measure progress? How could they confidently plan for the future? The company knew they needed a change.
The Problem
The client was stuck in a sticky situation. Their primary challenge was data visibility. Tigerpaw couldn’t show them what was happening in their sales process, which meant they had no way to track performance or standardize their efforts. Every sales interaction felt disconnected, and the team had no clear idea of how to hit their new targets.
Their website also presented an opportunity—but one they weren’t fully capitalizing on. Customers were submitting inquiries, but the team didn’t have a reliable way to track or follow up with them. How many potential customers had slipped through the cracks? No one knew for sure. They needed a solution to capture and manage these leads effectively.
Finally, the team knew they needed to upgrade their CRM. But where to start? They had no prior experience with many of these systems and were overwhelmed by the thought of migrating years of data from Tigerpaw. Could it even be done without disrupting their operations? One thing was clear: They wanted a system that could handle their current needs and grow with them, but they needed the right partner to make it happen.
The Solution
When the company started to look for HubSpot experts, they quickly found ClearPivot. The partnership began with a clear plan: the team would start using HubSpot’s Sales Hub Pro, Marketing Hub Pro, Operations Hub Pro, and Service Hub Enterprise. These tools would give their team the ability to track the customer journey, generate reports, and streamline their workflows. And all of this would help them plan and reach their ambitious new goals.
The first step? ClearPivot created a process map of the client's customer lifecycle. This map was a game-changer for them. It broke down every stage of the customer journey, from the moment a lead submitted an inquiry to the point of closing a deal. With this roadmap in hand, the team could identify where things needed improvement and build a more effective system.
Then came the heavy lifting: migrating years of data from Tigerpaw. ClearPivot carefully imported the client's contact, company, opportunity, and note records into HubSpot, ensuring nothing was lost along the way. The data wasn’t just moved from one system to another. ClearPivot made sure the information was organized and accessible, even going so far as to train the team to make sure they knew how they could use it.
Integrating the team’s tech stack was key to the project’s success. ClearPivot connected the client's WordPress website to HubSpot, so form submissions would flow directly into the CRM. No more missed leads. They also integrated their field service management tool, with HubSpot. This allowed the two platforms to share data without missing a beat. For example, workflows were set up to automatically update deal stages in HubSpot based on their status in in their field service software, while webhooks ensured that changes made in HubSpot were reflected back in their field service software.
To handle the complexity of managing companies with multiple locations, ClearPivot created custom objects within HubSpot. These objects allowed the client to track and analyze performance for each location, providing the kind of insights they couldn’t get before. A tailored deal pipeline and new reporting tools were also added, giving the team real-time visibility into their sales activities and helping them prioritize their efforts.
The Results
So, what changed? To start, the company's team finally had a clear view of their sales activities. With all their data in one place, they could track deals, monitor follow-ups, and understand how each opportunity was progressing. Suddenly, their sales pipeline wasn’t a mystery. It became their roadmap.
Reports that had once felt impossible were now at their fingertips. The team could visualize where they stood, set realistic goals, and see how to achieve them. No more guesswork. They could focus their efforts on the deals that mattered most and make smarter decisions about how to allocate their time and resources.
Custom objects gave the company's team the ability to manage companies with multiple locations in a way that made sense. They could track individual locations, analyze their performance, and see how they contributed to the bigger picture. And now that WordPress and their field service software were tied into the rest of their tech stack, leads from the website were automatically captured, tracked, and synced with deal and service data. Workflows and webhooks saved time and reduced errors, making the entire process fast and accurate.
Now, this company can see every step of their customer journey, from the first inquiry to a closed deal. They know where their efforts are paying off and where there’s room for improvement. With the right tools in place, they’ve built a system that supports their goals and positions them for future growth.
