Salesforce to HubSpot migration

A Salesforce export doesn't show the whole process. Validation rules, permissions, record types and workflows can all affect how a record is used. Integrations may depend on fields that look unimportant to a salesperson.

We review that logic alongside the records and reports. The mapping includes leads, contacts, accounts, opportunities, activities, campaigns, cases and custom objects where they're relevant.

Each needs an appropriate destination. Some information belongs on HubSpot contacts, companies, deals or tickets. Other information may become a property, list, lifecycle stage or custom object. We assess the relationships as well as the fields, so the team can find the account and opportunity context attached to a person.

A Salesforce custom object doesn't automatically need an identical HubSpot custom object. Its purpose determines the design, along with the HubSpot capabilities required to implement it.

Sales may rely on earlier emails, call notes or an old opportunity to understand an account. Other history may be better summarised or archived for reference outside the daily CRM.

We make those decisions during discovery, together with owners, team access and visibility. The objective is to give people enough context to work without crowding every record with data they won't use.

Reporting also needs interpretation. Lead source, campaign influence, lifecycle movement and forecast views depend on definitions, rather than the appearance of the old dashboard. We agree what leadership needs to measure before rebuilding those reports in HubSpot.

HubSpot's native Salesforce integration can help with syncing and field mapping. It still needs agreed ownership, sync rules and a target data model.

We may use that connector, controlled exports and imports, API work or a staged approach. Connected systems such as Airtable, forms, calendars, enrichment, billing, service or product tools are included where they affect the move.

A transition period with both CRMs can be appropriate. It needs an end point and a working arrangement: who updates which system, what syncs and when HubSpot becomes the primary CRM. Leaving that undecided makes duplicate work a daily habit.

Our initial HubSpot implementation for Decidr focused on marketing. Tools including Airtable were connected, while sales continued in Salesforce through a native sync.

The split became difficult to manage. List syncing caused problems, and sales had to check two systems for information. We later helped bring the team fully off Salesforce, with sales and marketing working in HubSpot.

The published account describes a full-time in-house CRM manager owning HubSpot after the move. That's part of the example, rather than a requirement for every migration. Other teams may work with a lighter internal owner and ongoing partner help.

If people avoided the old CRM, adoption needs attention before launch. We involve the daily workflow in the design: finding an account, updating a deal, recording a conversation and seeing the next task.

Once the data structure is agreed, we rebuild the relevant reports, lists, automation and handover rules. Training covers what people need to update and how they use the new views. We can continue helping with reporting, workflows and optimisation after the first migration.

Cost and timing depend on the object model, data quality, activity history, integrations and amount of redesign. We scope those after reviewing Salesforce and the intended HubSpot setup.