Publicly listed Indian manufacturer, ~₹4,000 Cr revenue, 200+ field sales users
Migrate a heavily customised legacy CRM without disrupting a 200-person field sales team, and upskill the org so adoption stuck past go-live.
Object model workshop - dealers, plants, product families and quote lines mapped as HubSpot custom objects.
Historical migration of 480k contacts, 92k companies and 6 years of deal history with delta reconciliation windows.
Sales process re-engineered against MEDDICC; pipeline stages tied to exit criteria and required properties.
L&D division built a 4-week certification track - video micro-lessons, in-product simulations, SCORM quizzes and manager coaching kits.
Adoption scorecard reported weekly to sales leadership for the first 90 days.
Marketing-sourced SQL volume tripled within two quarters and cost per acquisition dropped as the sales team stopped losing deals in stage transitions. 94% of reps certified inside the first month.