HubSpot
18 Aug 2026

How We Helped Acuiti Labs Replace Zoho CRM With One Connected HubSpot Platform

HubSpot Hubs Unified :
Marketing Hub, Sales Hub, Data Hub, and Content Hub now run Acuiti Labs’ entire marketing, sales, and data operation from one shared database.

KPI Categories Tracked :
From lead scoring to data quality, every stage of the customer journey now has a clear, measurable view that did not exist before.

Project Overview

Project Name

HubSpot Implementation and Zoho CRM Migration for Acuiti Labs

Project Scope

Full migration from Zoho CRM to HubSpot, covering CRM data architecture, sales and marketing process design, automation, data governance, system integrations, and management reporting.

Industry

Enterprise Technology and SAP Consulting (Quote-to-Cash Transformation)

Work Duration

20 weeks

Resource Used

2 HubSpot CRM Migration Experts
1 HubSpot CRM Manager
1 Project Coordinator

Technologies

Country

United Kingdom

Our Capabilities

CRM Foundation and Data Migration

Zoho CRM Data Audit and Cleanup
Duplicate Contact and Company Identification
Field Standardization and Data Mapping
Multi-Currency Setup for Global Sales
Verified Data Migration and Reconciliation

Sales and Marketing Enablement

Pipeline and Deal Stage Design
Lead and Deal Scoring
Sales Sequences and Task Automation
Email Marketing With A/B Testing
Forms, Landing Pages, and Segmentation

Automation, Governance, and Reporting

Workflow-Based Lead Assignment and Escalation
Role-Based Permissions and Governance
Live Chat and Shared Inbox Setup
Real-Time Dashboards and Custom Reporting
Sales Forecasting Setup

Client Overview

Acuiti Labs is a global SAP consulting and technology company that specializes in end-to-end Quote-to-Cash transformation. It helps medium and large enterprises manage complex processes such as product configuration, pricing, contracts, subscriptions, billing, invoicing, payments, and revenue recognition.

The company combines SAP consulting, implementation, and system integration services with its own products and industry accelerators. It serves demanding sectors such as telecommunications, airports and aviation, seaports, postal and logistics, media, high-tech and SaaS, and mobility and transportation, which makes for a consultative, long-term B2B sales process involving multiple stakeholders on both sides.

Their Challenges

Acuiti Labs was running its sales and marketing on Zoho CRM, but the setup could not keep up with the visibility, automation, and data discipline that a complex, multi-stakeholder enterprise sales process demands.

No visibility into leads and deals: reps could not see where a lead or deal stood, so hot leads went cold and stalled deals sat without reminders or escalation.
Manual, inconsistent follow-up: tasks, reminders, and sequences were managed by hand, so management had no reliable way to confirm whether follow-ups actually happened on time.
No real-time pipeline or forecast: management could not see how many deals were active, stalled, won, or lost, and reliable revenue forecasting was not available.
Marketing disconnected from revenue: campaigns, emails, and website activity were not tracked against leads or closed deals, so marketing effort could not be tied to results.
Fragmented customer communication: the website had no connected live chat, there was no shared inbox, and conversations were scattered across channels with unclear ownership.
Ungoverned data and permissions: user permissions were not structured by role, and customer data was scattered across the CRM, website, and other systems with no reliable sync between them

Our Strategies

We started by mapping how Acuiti Labs actually sells and supports customers, then built the platform around five guiding principles.

Centered the business on one Smart CRM: contacts, companies, deals, and activities were rebuilt around a single record set, so every team works from the same customer view instead of three separate versions.
Cleaned the data before migrating it: duplicate contacts and companies in Zoho CRM were identified and merged, and key fields were standardized, before anything moved across.
Went native-first on every requirement: HubSpot’s built-in features were used wherever they met the need, with marketplace apps considered only for genuine gaps, and no custom development at all.
Designed the process before configuring the platform: pipelines, lifecycle stages, and automation logic were mapped and agreed with Acuiti Labs before any configuration began, to avoid rework later.
Built governance in from day one: permissions, required fields, and standardized processes were part of the initial build rather than patched in after launch.
Rolled out in ten structured phases: from discovery and design through foundation setup, sales and marketing configuration, automation, migration, reporting, testing, training, and hypercare, each phase had a clear outcome before the next began.

Delivery Challenges We Faced and Solved

Cleaning up years of scattered Zoho CRM data: records had built up over time without a consistent structure, so duplicate contacts and companies appeared more than once, and related information was spread across different places. Left unaddressed, migrating this data as-is would have carried the same problems straight into HubSpot. The team reviewed and consolidated scattered records, merged duplicates, standardized fields such as names, phone numbers, countries, and industries, and corrected small inconsistencies before verifying the cleaned data ahead of go-live. Acuiti Labs began working in HubSpot on a single, accurate, and trustworthy database from day one.

Our Planned Solutions

Real-time dashboards were built for pipeline, sales performance, and marketing results, with custom reports and forecasting layered on top so every number traces back to clean, consistent data. Role-based training was delivered separately to sales, marketing, and management teams across Acuiti Labs’ different regions, so each group learned only what applied to their day-to-day work.

User acceptance testing ran before go-live, and a hypercare period followed launch to support the teams as real customer data started moving through the new platform. We also agreed a simple governance rule with Acuiti Labs: new fields, pipelines, and workflows go through one owner going forward, so the setup stays clean instead of drifting back into the fragmented structure it replaced.

Throughout the engagement, the team delivered a detailed design document and held a consistent weekly cadence with Acuiti Labs’ stakeholders, both of which the client specifically called out as highlights of the project.

The Result

The project replaced a disconnected, largely manual CRM setup with a single, connected way of working:

Single connected platform: Marketing Hub, Sales Hub, Data Hub, and Content Hub now run on one shared database, replacing scattered Zoho CRM workflows with one source of truth.
Clean, trustworthy data: duplicate contacts and companies were merged and key fields standardized, so every report, forecast, and automation now runs on accurate records.
Automated follow-ups: task creation, reminders, sequences, and stalled-deal escalation now run in the background, so hot leads no longer go cold from a missed callback.
Full pipeline and forecast visibility: real-time dashboards show active, stalled, won, and lost deals alongside sales-team performance and revenue forecasts, replacing manual reporting.
Marketing tied to revenue: campaigns, email, social, and website activity are tracked in the same system as leads and deals, so marketing effort can finally be connected to pipeline and closed business.
6 KPI categories tracked: covering leads and pipeline, sales productivity, forecasting, marketing, customer communication, and data quality, giving Acuiti Labs a measurement framework it never had before.
Strong client feedback: full post-go-live support helped Acuiti Labs’ teams adopt the platform quickly, and the client praised the team’s collaboration, responsiveness, and documentation throughout the engagement.

Client Testimonial

Acuiti Labs described the team as easy to collaborate with, bringing strong, hands-on HubSpot expertise and maintaining a consistent weekly cadence throughout the project. The client also called out the detailed design document, the role-based training delivered across regions, and the proactive workarounds offered wherever a requirement fell outside HubSpot’s standard capabilities.

“Overall, it was a great experience working with the team; keep up the good work, ‘three musketeers’!”

– Acuiti Labs