Sales and Marketing Consolidation on HubSpot
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Headquarters
- USA
Business Size
- SME
Industry
- Technology, SaaS
Technologies
The Client
The company is a growth-stage SaaS business that used multiple disconnected platforms for sales and marketing. They needed a single platform and partner to help with migration and improvement.
Challenges Faced
- Fragmented tools caused data inconsistencies and operational silos.
- They used Pipedrive for sales and Freshworks for marketing.
- This led to duplicate records and inconsistent contact histories.
- There was no shared model to measure marketing contributions.
- The sales pipeline lacked automation and tracking.
- Campaign reporting and segmentation were done manually.
- They did not track the lifecycle of leads through to deals and renewals.
- Support for integrations was limited with the old tools.
- Marketing emails did not have personalization rules.
- There was low visibility into ROI across channels.
- Sales and marketing leadership did not have a single dashboard.
Ambit’s Solution
Ambit moved both systems to HubSpot, streamlining marketing and sales processes.
- Migrated data and removed duplicates from Pipedrive and Freshworks.
- Established HubSpot Sales Hub and Marketing Hub tailored for B2B SaaS.
- Custom lifecycle stages and funnel definitions were created.
- Automation workflows were established for lead nurturing and hand-off.
- Implemented UTM-based campaign tracking and multi-touch attribution.
- Sales pipelines were customized by segment and region.
- Integration with email/calendar and Slack notifications was added.
- Formed lead scoring system based on engagement and fit.
- Pre-built reports and dashboards were provided for executives and teams.
- Ongoing managed services were offered for improvements and support.
Results Achieved
- The client gained control, clarity, and automation in their revenue operations.
- Lead-to-opportunity conversion was 30% faster.
- They improved tracking and forecasting of campaign ROI.
- They experienced fewer manual errors and duplicated efforts.
- Collaboration between sales and marketing became stronger.
- Actionable analytics drove their content and outreach.
Conclusion
Ambit’s HubSpot implementation helped the company scale outreach, unify data, and improve performance, creating a solid foundation for growth.