Case study

Global Consulting Firm Unifies Teams and Scales Growth through Rapid Migration

“Our consultants were extremely knowledgeable on both HubSpot and Salesforce, detail-oriented re: data and process, experts in project management, and a true joy to work with!”

Industry: Professional Services

Duration: 6 weeks

Type: B2B

Solutions: Salesforce migration, Pardot migration, system architecture design, HubSpot implementation

HubSpot products used

: Sales Hub®

Professional

: Marketing Hub®

Professional

TBM Consulting Group is a global operations consulting firm specializing in manufacturing, supply chain, logistics, and private equity transformation. With a client base spanning over a dozen countries, TBM offers strategic consulting services to drive operational excellence and sustainable business performance.

As the firm scaled, their legacy Salesforce and Pardot setup created more friction than value. Consultants lacked access to critical systems, data quality was poor, and marketing attribution was nearly impossible to track. With a growing need for automation, visibility, and cost-efficiency—TBM partnered with accelant to migrate their systems to HubSpot.

With their Salesforce license set to expire, TBM needed to move quickly to avoid disruptions—making speed and precision critical to the project’s success. In just six weeks, accelant delivered a scalable CRM foundation that empowered consultants, improved data integrity, and gave leadership a new level of insight into business development performance.

THE CHALLENGE

High licensing costs, data complexity, and disconnected systems created friction at every step of the business development process.

High Salesforce costs kept users out of systems

Field consultants didn’t have access to Salesforce due to licensing costs. Instead, all lead capture and data entry funneled through a single administrator. This created delays, data silos, and missed opportunities for timely engagement.

“Workarounds” compromised data integrity

Lead tracking methods relied on workarounds—like placeholder emails and duplicate contacts—which made accurate reporting and forecasting difficult.

Overcomplicated automations stalled sales

Custom Salesforce objects and outdated automation workflows slowed down the sales process. With undefined sales stages and manual routing, opportunities often got stuck or were inconsistently followed up on.

Unknown marketing attribution

Disconnected tools meant there was no way to measure which campaigns drove revenue. Marketing teams couldn’t track form performance, ad impact, or ROI, making it difficult to optimize spend or strategy.

THE SOLUTION

TBM partnered with accelant not just to replace outdated systems, but to redesign how business development processes worked across the organization. The focus was on building a centralized, intuitive CRM that could scale globally, support consultant workflows, and give leadership better visibility into performance.

Deep discovery into team operations

The engagement began with a collaborative discovery phase centered on TBM’s existing business development model, operational challenges, and team behaviors. This context ensured the CRM was designed around real-world usage and that created space for TBM to shape the solution alongside the implementation.

Redefined architecture and automations for scale

With alignment on how teams operated, the CRM was rebuilt with standardized lifecycle stages, streamlined pipelines, and reporting structures that matched TBM’s goals. Automations like lead routing and SLA enforcement helped eliminate manual processes and create consistency in how work moved through the system.

Documentation to align teams and processes

Process documentation was created to map out new workflows, system architecture, and team responsibilities. These assets helped align global teams, clarify roles, and make handoffs easier to understand and execute.

Enablement and training designed for real-world adoption

Targeted, role-specific training sessions equipped consultants, marketers, and business development leads to use the new system with confidence. With hands-on support and intuitive design, teams could adopt the platform quickly and effectively without relying on admin support.

“

Working with Anna and Anastasia on our Salesforce to HubSpot migration has been a wonderful experience. They are extremely knowledgeable on both CRMs, detail-oriented re: data and process, experts in project management, and a true joy to work with! I'd be happy to serve as a reference for accelant and their expertise/capabilities.

Raquel Cordon, Managing Director, Global Marketing & Sales Ops @ TBM Consulting

THE RESULTS

Within just six weeks, TBM moved from disconnected systems and data workarounds to a centralized CRM that empowered their teams and enabled better decision-making across the organization.

Full migration completed ahead of deadline

With their Salesforce licenses expiring, accelant executed a complete migration of CRM and marketing data to HubSpot—deduplicating records, removing legacy objects, and configuring multi-currency support for TBM’s global teams.

Field teams fully enabled with a clean, connected system

Consultants now manage their own sales activities directly in HubSpot using streamlined layouts and intuitive workflows. The shift has accelerated deal tracking, improved accountability, and reduced the burden on internal admin resources.

Reliable reporting provides full visibility into performance

Leadership now uses real-time dashboards to monitor pipeline health, stage progression, and marketing contribution. Reporting is aligned with how the business operates, enabling more accurate forecasting and informed decision-making across functions.