Information Tech Company Onboards to HubSpot in 12 Weeks with Strategic NetSuite Integration

Our client is a provider of secure print and digital communications for regulated industries, needed a better way to manage its high-touch sales process. Selling primarily to CFOs and senior executives in healthcare and finance, the client works with a small number of high-value accounts and long sales cycles, often spanning 6–12 months. 

Prior to working with accelant, the client was relying on NetSuite for both ERP and CRM functionality—a setup that was not designed for modern sales execution. While NetSuite remained essential for financial operations, the sales team lacked a dedicated platform for tracking engagement, managing pipeline activity, and forecasting revenue.  

To modernize their go-to-market strategy without disrupting the critical financial systems in NetSuite, the client partnered with accelant for a customized Onboarding+ program. The engagement focused on implementing HubSpot for Sales and Marketing operations while maintaining visibility and usage of NetSuite.

THE CHALLENGE

The client needed a modern, flexible system to support its high-value, low-volume sales model. Their reliance on NetSuite as a CRM made it difficult to track activities, generate accurate reports, or align their pipeline with real sales motions. 

Limited visibility into sales activity 

While NetSuite supported key operational functions, it was also being used to manage sales processes. As a finance-first system, it offered limited visibility into engagement—such as calls, emails, and meetings—making it difficult for the team to review communication history or track performance consistently. Sales notes and meeting summaries were often stored in NetSuite comments or external documents, making it difficult for leadership to quickly review account activity across the team. 

Pipeline stages didn’t reflect the true sales process 

The existing sales pipeline in NetSuite had evolved over time but didn’t fully reflect how MPX’s sales team engaged with prospects day-to-day. Redundant stages and unclear transitions made it harder to maintain consistency and move deals forward smoothly. Leadership also wanted clearer qualification checkpoints so opportunities could be evaluated consistently as they moved through the pipeline. 

Inconsistent data and manual reporting workflows

The client had implemented thoughtful workarounds in NetSuite to support sales reporting, as native tools couldn’t easily surface the insights leadership needed. But over time, these became difficult to maintain. The growing complexity of the data structure made reporting increasingly manual and time-consuming, with the team relying on Excel to track performance. Because the client closes a relatively small number of high-value deals each year, leadership needed more accurate visibility into opportunity aging, deal velocity, and forecast timing. 

Activity tracking lacked automation and consistency 

Sales reps were manually entering contacts and activities, with limited automation to support follow-ups, alerts, or reporting. This increased the risk of missed updates and made it harder for the team to collaborate effectively. During early migration planning, the team identified duplicate records and inconsistent account naming structures that required cleanup before data could be reliably moved into HubSpot.