Before: The Need to Move Fast Without Breaking the System
Hearth had grown and scaled without a Marketing Automation tool, but required implementation. Their Salesforce environment was complex, and establishing HubSpot without careful design risked introducing technical debt.
Key challenges included:
- There was no Hubspot Instance and installation would begin from scratch.
- Unique Salesforce Architecture requiring thoughtful integration design.
- Limited lead qualification and enrichment before sales engagement.
- Marketing Infrastructure spread across 3 tools with batch and blast approaches.
- Tight timeline for implementation of just a few months.
Hearth needed speed, but not at the expense of accuracy, auditability, or future growth.
Our Role: Engineering a Revenue System Built for Speed and Scale
The Sales Nerd was brought in to design and implement a HubSpot MVP in weeks, not months, while respecting the complexity of Hearth’s Salesforce architecture.
Rather than forcing a generic integration, custom handoffs and lifecycle logic were engineered to simplify inbound execution without compromising data integrity.
We:
- Implemented HubSpot as a scalable marketing and inbound engine aligned to Hearth’s business model and migrated existing systems.
- Designed custom Salesforce to HubSpot handoffs that preserved existing architecture while simplifying lead movement
- Integrated Clay with HubSpot to enrich and qualify inbound leads to a higher standard
- Defined clear lifecycle stages and deal-type logic for inbound and existing-customer motions
- Configured queue-based routing and Slack alerts to improve sales response time
- Delivered detailed documentation and logic maps to keep the system auditable and easy to scale
After: A Clean, Auditable Revenue Engine
- Clean, reliable lead flow into the correct sales queues
- Faster response times through accurate routing and real-time alerts
- Higher-quality inbound leads powered by Clay enrichment
- Clear, consistent lifecycle stages across Sales and Marketing
- High Volume outreach at scale
What Made This Project Work
- Clear outcome alignment from day one
- Respect for existing Salesforce complexity
- Hands-on support and training when the team needed it
- Fast MVP delivery paired with scalable architecture
“We were able to stand up a HubSpot MVP in weeks, not months. Leads now flow cleanly into the right queues.”
Aaron Jones