Why your CRM migration stalls in month two.
The kick-off feels great, the first sprint ships, then something goes quiet around week six. The pattern repeats — and it isn't the software.
▸Field notes.
Things we've learned implementing HubSpot for real companies. Written by the people doing the work. --since=2024, 47 entries.
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▸
14 min
DRAFT
Why your CRM should never be the source of truth for finance
→
The hidden cost of unused HubSpot seats.
Most clients are paying for ~30% more seats than they're actively using. Here's how to find them and what to do about it.
Mapping a sales process your team will actually follow.
Stop modelling what management wants to see. Model what reps already do — then tighten.
Quote-to-cash without a custom dev team.
What you can do with native HubSpot, what you need integrations for, and where to draw the line.
The first 90 days after go-live.
The hardest part of an implementation isn't the implementation. Here's the playbook we run after launch.
What we run inside HubSpot, and what we run outside.
An opinionated stack for ops teams under 200 seats. With reasons.
How to write exit criteria your reps won't cheat.
Three rules. Two examples. One bad pattern to never use.
Salesforce → HubSpot: a real migration's edge cases.
Activity history, ownership chains, and the custom object you'll be tempted to leave behind.
Hiring your first HubSpot admin.
What to look for, what the role actually is, and how to keep them for longer than a year.
Surviving HubSpot's quarterly release.
A two-page checklist we run the week before every release lands.
The case for a quarterly seat review.
What to run, who to involve, and a template that's saved our clients about $400K to date.
Forecasting without lying to yourself.
Weighted, judgment, AI — what to use when, and what to ignore.
Why office hours work better than training.
The shape of post-launch support that actually drives adoption beyond 80%.
The case against HubSpot CMS for marketing sites.
When the theme is good. When it isn't. What we recommend for our own clients.
The two-spreadsheet rule for any migration.
The single most useful artifact we produce in week one. With template.
showing 15 of 47 entries
tailing — new entries appear above
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Notes from inside live engagements, edited down to what we wish we'd known earlier.
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