HubSpot Case Study: Sales Hub Implementation In 4 Countries For A Global Sales Team

With operations spanning the UK and US, Germany, France and Italy, this global provider of test, measurement and calibration solutions had a sales team juggling an ageing on-premise CRM with limited visibility and no ability to work on the move.

They wanted to modernise quickly. Their goal was clear, to equip their international sales teams with a modern CRM that aligned to their complex processes and gave them the structure, reporting and usability they had been missing. They also wanted one partner to guide all four portals at the same time, giving them hands-on help, clarity and a structured process for rollout.

Some of their team had used HubSpot before, and they recognised its potential. What they needed was an experienced partner to manage the entire transition, including data imports, configuration and training across all four regions simultaneously. This is where we came in.

Their HubSpot Package: HubSpot Sales Hub Professional

The project centred on HubSpot Sales Hub Professional, implemented across 4 separate HubSpot portals - UK/US, Germany, France and Italy - all built and onboarded concurrently.

Their Onboarding: A 90-Day HubSpot Sales CRM Implementation & Training Project

Over 90 days, we delivered a complete Sales Hub Professional onboarding programme, including:

• Four full CRM builds

• Complex multi-country data imports from GSS (Global Shop), including deals, contacts, companies and historic notes

• Custom properties, forms, pipelines and workflows to match each country’s processes

• Internal site-visit and show forms with file upload capabilities

• Reporting dashboards for each regional team

• Complete sales enablement training across all portals

The Results:

1. Four fully-built, fully-trained HubSpot portals delivered on time

Within 90 days, every country had a ready-to-use Sales Hub Pro portal with aligned pipelines, workflows, dashboards and tooling. The detailed scope and process mapping ensured every team received a CRM system tailored to their workflow.

2. Successful multi-country data migration with custom IDs

We imported Contacts, Companies, Deals and all associated Notes for the UK/US, Germany and France portals, using custom identifiers, not domain names, so the client could continue using GSS for invoicing while keeping both systems aligned. This ensured seamless continuity and accurate record matching across platforms.

3. A mobile-ready sales team able to work anywhere

Previously, their CRM couldn’t be updated from a phone. With the HubSpot mobile app, the team can now add notes, log activity, update deals and upload images directly during site visits. This has transformed how quickly and accurately data enters the system.

4. Email integration and accurate activity tracking

Emails could not be logged or tracked in their legacy system. HubSpot now gives them full visibility of conversations, improved accuracy of records and better forecasting. Instructions for email connection were also provided as part of their offboarding.

5. New structured processes for shows and site visits

Each region now has:

• Internal HubSpot forms for show leads

• Internal site-visit forms with file attachments

• Consistent fields and product group classifications

• Automated notifications and reminders

These additions have dramatically improved data accuracy and internal communication.

6. Better visibility over deals, follow-ups and closed-lost insights

We created:

• Automated follow-up reminders

• Dynamic sequences for follow-ups

• Dependent fields for Closed Won and Closed Lost

• Clear reasoning for lost deals and improved reporting

Managers now have clearer insights and the sales team has a more structured follow-up process.

7. Custom dashboards and reporting across all four portals

Each country now has forecasting tools, pipeline dashboards, conversion reports, closed-lost reason reporting and deal tracking boards, all built to their specific needs.

8. The team now have confidence, clarity and a modern CRM they can grow with

The organisation now operates from a modern CRM setup, with training delivered across all teams. Managers have visibility for the first time, and the system is aligned to how the business works rather than forcing them to adapt to the software.

When you run a specialist, technically complex business, you need a CRM that reflects that complexity without slowing you down. This project shows what can be achieved when you combine the power of HubSpot with a structured, multi-country onboarding programme and a partner who understands your processes.

In just 90 days, this global team moved from a restrictive on-premise CRM to four modern, fully-customised HubSpot portals, complete with data migration, automation, workflows and comprehensive training. They now have visibility, structure and a system that will scale with them as they continue to grow.

In Their Words:

"Amber, I want to thank you for your great effort, experience and patience through this process, our target had been to bring on board a strong, well organised CRM and enable us to move our whole business forwards in this area. We appreciate that our business is an unusual shape and needed a specialised approach. We have been very fortunate to find a great partner in JDR and a great guide in you to get us set up. Your expertise and professionalism at every step has been exemplary, patient and accommodating, if you had told us 90 days previously where we would be by now, I would have struggled to have believed it and, yet, here we are..

Clear that this is just the beginning, we will soon, I suspect add in the Pro Marketing Hub licences and, in time, some Service Hub licences also.. Our journey with HubSpot begins...

Thank you so much for your great support and effort, very much appreciated."

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