HubSpot Case Study: Industrial Acquisitions Firm Builds a Custom Sales System with HubSpot & SourceScrub Integration

This case study is for a new start-up in the mergers and acquisitions sector, specialising in buying small to medium-sized industrial companies.

With years of industry experience, the owner launched the firm to identify and acquire promising businesses. At the outset, he had little CRM experience and was using HubSpot primarily as a contact database, alongside SourceScrub, a platform that provides detailed prospect lists from industry exhibitions and events.

His goals were clear: he needed a CRM that could work the way an M&A firm operates, not a generic sales pipeline. He wanted to integrate SourceScrub with HubSpot, build a tailored deal structure, and track financial metrics like EBITDA and profit margins.

Having reviewed HubSpot and knowing the flexibility it could offer, he chose HubSpot Sales Hub Professional and partnered with us at JDR to configure it to meet his exact requirements.

Their HubSpot Package

• Sales Hub Professional

Their Onboarding Programme

We delivered an initial 7-hour HubSpot Sales Hub Professional onboarding, with:

• Integration with SourceScrub to pull contacts and companies directly into HubSpot.

• Redesign of the deal pipeline and stages to reflect the M&A process.

• Creation of custom properties for financial and performance metrics (e.g. EBITDA margin, P/WC, EV/EBITDA).

• Conditional logic to enforce data entry at key stages.

• Custom lifecycle stages and labels for decision-makers (e.g. Managing Director, CFO, Debt Finance Advisor).

• Training on sequences, email templates, tagging, lists, and advanced filters.

The Results

A Sales System Built for M&A

HubSpot was customised to handle the complex requirements of a mergers and acquisitions company. This included deal stages, tailored properties, and financial tracking tools that provided real visibility on why deals were won or lost.

SourceScrub Integration for Prospecting at Scale

We worked directly with SourceScrub to integrate the platform into HubSpot. This allows the client to import highly targeted prospect lists directly into sequences and start nurturing relationships immediately.

Improved Tracking & Automation

From automated reminders to follow up with brokers to conditional logic requiring financials before moving deals forward, the new system provides consistency, accountability, and accuracy.

Ready for Future Growth

The system is now future-proofed so that when the business grows and hires a sales team, the process is already in place. The client has continued with ongoing HubSpot support and is building confidence with sequences, email templates, and reporting.

With HubSpot tailored to the specific needs of a mergers and acquisitions firm, and a successful SourceScrub integration, this client now has a professional-grade CRM and sales system. He can track deals more effectively, monitor financial metrics, and automate outreach, giving him full control and visibility of his pipeline.

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