We implement, audit and run HubSpot and Salesforce for B2B SaaS teams. The work starts with the sales motion, not the settings: pipeline stages with written exit criteria, lifecycle definitions marketing and sales both accept, routing, and the reporting leadership needs. Most HubSpot implementations take four to eight weeks and Salesforce six to twelve. After go-live we can keep administering it, so the CRM does not drift back into the state that made you call.
What we do in your CRM
| Service | What it covers |
|---|---|
| HubSpot implementation | A new portal or a rebuild: pipeline and stage design, custom objects and properties, lifecycle stages, workflows and integrations, across the hubs you license. |
| Salesforce implementation | Sales Cloud configured around your process: opportunity stages, forecasting, territory management, Flow automation, validation rules, Lightning pages and AppExchange integrations. |
| CRM audit | A read of what is actually in the instance: data health, automation conflicts, permissions and unused features, ending in a prioritised list of fixes. |
| CRM migration | HubSpot to Salesforce, Salesforce to HubSpot, or a consolidation, without losing deal history or breaking the reporting. |
| Ongoing administration | User management, configuration changes, data maintenance, release management and user support on a retainer. |
| Reporting and forecasting | Dashboards, board reporting and a forecast built on your own closed history. |
Where CRM setups go wrong
The platform is rarely the problem. Both HubSpot and Salesforce can run a B2B SaaS revenue engine well. What goes wrong is how they were set up, and what happens after the implementer leaves.
The default configuration becomes the sales process
Default stages, default probabilities and default lifecycle definitions go live because nobody had time to replace them. Reps then build workarounds around a process that was never theirs, and the reporting describes the workarounds.
Reps avoid the CRM
When the CRM is confusing, slow or does not match how the team sells, reps update it on Friday afternoon from memory, or not at all. Every report downstream of that is built on partial data.
The data decays
Duplicates, missing fields and inconsistent records accumulate until reporting stops being trustworthy. We wrote about the cost of this in why your CRM data is costing you revenue.
Integrations get bolted on one at a time
Each tool is connected by whoever bought it, with its own sync rules. The CRM ends up talking to marketing, finance and support in slightly different languages, and nobody can say which system is right.
Nobody owns it after go-live
The CRM is managed by someone with five other jobs. Simple change requests take weeks, and years of ad-hoc changes turn into configuration drift that makes the next change risky.
HubSpot implementation for B2B SaaS
For SaaS teams the parts that matter most are the ones generic setups skip: lifecycle stages that handle trials and product signups as well as form fills, renewals and expansion tracked as pipeline rather than as notes, and ARR on the records so revenue reporting does not live in a spreadsheet. We implement new portals, rebuild existing ones that have drifted, and configure multi-hub setups across Sales, Marketing and Service and the rest of the hubs you license.
A typical implementation covers pipeline and stage design, custom objects and properties, workflow automation, integrations, and the dashboards leadership uses, followed by training for the people who live in it. You can see our partner listing on the HubSpot Solutions Directory.
Salesforce implementation
Salesforce earns its complexity when you need it: heavy customization, complex territories, CPQ, or data models that outgrow what HubSpot handles comfortably. We configure Sales Cloud around your actual process, with opportunity stages, forecasting and territory management, and build automation in record-triggered Flow rather than the older workflow rules and Process Builder that Salesforce has moved away from.
Custom objects, validation rules, Lightning pages with dynamic forms and guided paths, and AppExchange or custom API integrations are scoped to what the process needs, not added because they exist.
What a CRM audit covers
An audit is the cheapest way to find out whether the CRM needs tuning or rebuilding. It takes about two weeks, and you keep the findings whether or not you continue with us.
| Area | What we look at |
|---|---|
| Data health | Duplicates, completeness, which fields are actually used, and how fast records go stale. |
| Automation | An inventory of every workflow and flow, conflicts between them, and automations that fire on the wrong records. |
| Security and permissions | Over-permissioned users, sharing rules and login history. |
| Unused value | Features and licences you pay for but do not use, and integrations that would save manual work. |
| Roadmap | A prioritised fix list, with quick wins separated from structural work and an effort estimate for each. |
Ongoing administration
Most CRMs do not fail at implementation. They fail over the following year, one unreviewed change at a time. Ongoing administration covers the day-to-day work that keeps the system trustworthy:
- User provisioning, field and layout changes, workflow updates and report building.
- Scheduled deduplication, enrichment and data quality monitoring.
- Release management: reviewing platform updates for impact, testing changes in a sandbox and documenting them.
- User support, training and documentation, with a clear turnaround on requests.
Compared with a single in-house admin, you get several skill sets and no gap when someone is on leave. If your admin is leaving or going on leave, interim cover is built for exactly that, and if you want the wider revenue operations run as well, see RevOps as a Service.
HubSpot or Salesforce?
The short version, for a B2B SaaS company choosing or reconsidering:
| HubSpot | Salesforce | |
|---|---|---|
| Usually fits | Early and growth-stage teams that want marketing and sales in one system | Teams that need heavy customization, complex territories or enterprise data models |
| Marketing | Native, in the same platform | Marketing Cloud Account Engagement, formerly Pardot, licensed separately |
| Implementation | Four to eight weeks for most teams | Six to twelve weeks |
| Admin load | Lighter; many changes need no specialist | Heavier; most teams need a dedicated admin or partner |
For the full comparison, including when a switch from HubSpot to Salesforce actually makes sense, read HubSpot vs Salesforce for B2B SaaS. If you are already planning a move, what breaks in a Salesforce to HubSpot migration covers the parts most migrations lose.
What it costs
Published 2026 market benchmarks put CRM implementation at 8,000 to 75,000 dollars or more, a focused audit at 2,500 to 10,000, and entry-level ongoing retainers at 3,000 to 8,000 a month. The range tracks scope and the state of the existing data far more than the platform.
Ranges as published in MergeYourData's 2026 RevOps pricing benchmarks. Market-wide figures, not our rate card. More detail in our guide to what RevOps consulting costs.
What you own
- Admin ownership of your own instance, under your licences. We work inside your CRM, not a wrapper around it.
- Written configuration: stage exit criteria, field definitions, lifecycle rules and automation logic.
- The audit inventory and fix list, which stay useful long after the engagement.
- No proprietary middleware you have to keep paying for to read your own data.
Frequently Asked Questions
How long does a HubSpot implementation take?
Four to eight weeks for most B2B SaaS teams. A single-hub setup sits at the shorter end; multiple hubs with custom integrations and a data migration can take up to twelve weeks.
How long does a Salesforce implementation take?
Six to twelve weeks, depending on complexity. A focused Sales Cloud setup sits at the shorter end; CPQ, custom objects and several integrations push it longer.
What does a CRM audit cover?
Data quality, automation health, security and permissions, integrations, user adoption and feature use. It takes about two weeks and ends in a prioritised list of fixes, with quick wins separated from structural work.
Can you migrate data from our old CRM?
Yes. We map, cleanse, migrate and validate so historical records survive the move, whether you are coming from HubSpot, Salesforce, Pipedrive, Zoho, Copper or a spreadsheet. Our CRM migration page covers how we protect reporting through the move.
Do you provide ongoing CRM administration?
Yes, on a retainer scoped to your needs: user management, configuration changes, workflow maintenance, data hygiene, release management and user support. Compared with a single in-house admin, you get several skill sets and no gap when someone is on leave.
Should a B2B SaaS company use HubSpot or Salesforce?
HubSpot usually fits early and growth-stage SaaS teams that want marketing and sales in one system and fast time to value. Salesforce fits when you need heavy customization, complex territories or enterprise-scale data models. Our full HubSpot vs Salesforce comparison covers when a switch actually makes sense.
Want to know what is actually in your CRM?
Book a free assessment and we will tell you where the configuration and the data are working against you.
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