Common Uses & Strengths
- Single system for revenue teams: shared records, timelines, and reporting across marketing, sales, and service.
- Marketing automation + lifecycle tracking: lead capture, nurture, attribution, and campaign reporting.
- Sales acceleration: pipeline management, sequencing, and activity tracking with tighter CRM context.
- Customer support workflows: ticketing/help desk, inbox workflows, and knowledge base options.
- Content and website operations: content tools that connect directly to CRM and campaigns.
- AI-enabled productivity (Breeze): agent-style features to support content, prospecting, and support operations.
Key Considerations
- Architecture matters early: object model (companies, contacts, deals, tickets), lifecycle definitions, and governance will decide whether reporting and automation stay clean as you scale.
- Integration depth: HubSpot can centralize GTM, but you still need a plan for ERP/accounting, product data, identity, BI, and data hygiene to avoid “CRM drift.”
- Cost and packaging: capabilities vary by hub and tier; ensure you’re buying the right hub mix and seat types for how teams actually work.
- Change management: adoption, pipeline discipline, automation ownership, and training are usually the difference between “we bought HubSpot” and “HubSpot runs our revenue engine.”
Common Needs & Challenges
- Messy CRM data, duplicates, inconsistent fields, and broken lifecycle stages
- Sales pipeline definitions that don’t match the business, leading to unreliable forecasting
- Marketing attribution that doesn’t align with how revenue is actually created
- Overbuilt workflows that are fragile, undocumented, and hard to maintain
- Integrations that “sync” but do not create a reliable source of truth across systems
- Reporting that looks good but can’t be trusted for decisions (garbage in, garbage out)
