Rolling out a major CRM update is one of the highest-risk, highest-reward activities in RevOps. Get it right, and you accelerate pipeline velocity. Get it wrong, and you create months of adoption friction and data chaos.
Over the past week, we've covered considerable ground: the imperative for data integration in competitive financial services, safe migration from legacy systems, building 360-degree client views with Salesforce FSC, driving personalized marketing with HubSpot, connecting systems into coherent ecosystems, and transforming unified data into competitive advantage through AI.
Knowledge without action is merely interesting. Today we turn these insights into a roadmap you can execute.
Phase 0: The Integration Readiness Assessment
Before planning your journey, understand your starting point. This assessment framework helps you evaluate current state across five critical dimensions:
1. Data Inventory
Questions to Answer:
- What systems hold client data? (All of them, including the spreadsheets)
- What data elements exist in each system?
- What is the "system of record" for each data type?
- Where does data conflict between systems?
- How does data currently flow between systems?
Assessment Indicators:
- Strong: Documented data inventory, clear ownership, defined flows
- Moderate: Partial documentation, tribal knowledge, inconsistent processes
- Weak: No inventory, conflicting ownership, undocumented flows
2. Data Quality
Questions to Answer:
- What is the duplicate rate in your client records?
- How often is contact information out of date?
- What percentage of records are missing key fields?
- How frequently do data conflicts cause operational issues?
- When was your last data quality audit?
Assessment Indicators:
- Strong: <5% duplicates, regular audits, defined quality metrics
- Moderate: 5-15% duplicates, occasional audits, quality is "good enough"
- Weak: >15% duplicates, no audits, quality causes regular problems
3. Technical Infrastructure
Questions to Answer:
- Do your critical systems expose APIs?
- What integration middleware exists?
- What is your current integration debt (point-to-point connections that should be consolidated)?
- Do you have integration monitoring and alerting?
- What is your capacity for real-time data processing?
Assessment Indicators:
- Strong: API-first systems, modern middleware, monitored integrations
- Moderate: Mixed API capabilities, some middleware, basic monitoring
- Weak: Limited APIs, point-to-point connections, no monitoring
4. Organizational Readiness
Questions to Answer:
- Is there executive sponsorship for integration initiatives?
- Do you have integration expertise (internal or partner)?
- How receptive is the organization to technology change?
- What is your track record on previous technology initiatives?
- Are budget and resources available for multi-year initiatives?
Assessment Indicators:
- Strong: C-suite sponsor, skilled team, positive change culture
- Moderate: Director-level support, some skills, mixed track record
- Weak: No clear sponsor, skills gap, change-resistant culture
5. Business Clarity
Questions to Answer:
- What specific business outcomes are you trying to achieve?
- How will you measure success?
- What is the priority order of integration needs?
- What are the non-negotiable requirements (regulatory, operational)?
- What is the timeline pressure (competitive, regulatory, contractual)?
Assessment Indicators:
- Strong: Clear outcomes, defined metrics, prioritized requirements
- Moderate: General goals, informal metrics, unclear priorities
- Weak: Vague objectives, no metrics, everything is priority
Phase 1: Foundation (Months 1-3)
Objective: Establish Prerequisites for Success
Workstreams
Data Governance
- Establish data ownership for each data domain
- Define data quality standards and metrics
- Create data dictionary documenting field definitions
- Implement basic data quality monitoring
Architecture Planning
- Define target integration architecture
- Select integration platform/approach
- Establish security and compliance requirements
- Document API standards and protocols
Quick Wins
- Identify 2-3 high-impact, low-complexity integrations
- Implement to demonstrate capability and build momentum
- Measure and communicate results
Deliverables:
- Data governance framework
- Integration architecture document
- Initial integrations operational
- Success metrics dashboard
Phase 2: Core Integrations (Months 4-9)
Objective: Connect Critical Systems
Workstreams
CRM ↔ Core Systems
- Implement Salesforce (or primary CRM) integration with core banking/wealth platforms
- Establish client data synchronization
- Enable real-time balance and position updates
- Connect transaction history
Marketing Integration
- Connect HubSpot (or marketing platform) to CRM
- Implement behavioral data capture
- Enable lifecycle-based campaign triggers
- Establish compliance and suppression integration
Data Quality Remediation
- Execute deduplication initiative
- Standardize data formats across systems
- Resolve cross-system conflicts
- Implement ongoing quality monitoring
Deliverables:
- CRM showing unified client view
- Marketing campaigns triggering from lifecycle events
- Measurable data quality improvement
- Operational dashboards for integration health
Phase 3: Enhancement (Months 10-15)
Objective: Extend Value Through Deeper Integration
Workstreams
Advanced Analytics
- Implement data aggregation for advanced reporting
- Enable cross-system analytics
- Deploy initial predictive models
- Create management dashboards
Process Automation
- Identify manual processes that integration enables automating
- Implement workflow automation
- Connect approval processes across systems
- Measure efficiency gains
Secondary Systems
- Extend integration to secondary systems (compliance, document management, etc.)
- Connect partner/vendor systems as needed
- Implement event-driven notifications
Deliverables:
- Analytics platform operational
- Key processes automated
- Broader system coverage
- Efficiency metrics documented
Phase 4: AI Enablement (Months 16-24)
Objective: Transform Data Into Competitive Advantage
Workstreams
AI Foundation
- Establish AI governance framework
- Deploy AI/ML infrastructure
- Train initial models on unified data
- Implement model monitoring
Personalization
- Deploy AI-driven personalization capabilities
- Implement next-best-action recommendations
- Enable dynamic content personalization
- Launch predictive engagement
Intelligent Operations
- Deploy AI-assisted service capabilities
- Implement intelligent routing and prioritization
- Enable automated quality monitoring
- Launch proactive issue detection
Deliverables:
- AI capabilities deployed
- Personalization measurably improved
- Operational efficiency gains from AI
- Competitive advantage established
Prioritization Framework
Not everything can be first priority. Use this framework to sequence initiatives through impact assessment for each potential integration.
Selecting the Right Integration Partner
Integration initiatives often benefit from external expertise. When selecting partners, consider:
Technical Capability
- Experience with your specific systems (Salesforce, HubSpot, your core platforms)
- Integration platform expertise
- Data quality and governance experience
- Security and compliance knowledge
Financial Services Experience
- Understanding of regulatory requirements
- Familiarity with industry data patterns
- Experience with similar organizations
- Knowledge of common pitfalls
Delivery Approach
- Methodology alignment with your culture
- Knowledge transfer practices
- Ongoing support model
- Flexibility and responsiveness
Track Record
- Reference clients in financial services
- Measurable outcomes from similar projects
- Long-term client relationships
- Industry reputation
The Path Forward
Data integration is neither quick nor simple. But neither is it optional for financial services firms that intend to compete in 2026 and beyond.
The good news: the technology is mature, the approaches are proven, and the outcomes are achievable. Organizations that commit to integration as a strategic initiative—not just a technical project—will build capabilities that compound over time.
Start with assessment. Move deliberately through the phases. Measure what matters. And remember: the goal isn't integration for its own sake. The goal is serving clients better, operating more efficiently, and building competitive advantage that lasts.
Ready to Begin?
Vantage Point specializes in helping financial services firms navigate the data integration journey. From assessment through implementation to ongoing optimization, we bring the technical expertise, financial services experience, and delivery discipline that complex initiatives require.
Thank you for following this series. We hope it's provided valuable perspective on data integration for financial services. Have questions? Reach out—we're always happy to discuss the challenges and opportunities facing our industry.
About Vantage Point
Vantage Point specializes in helping financial institutions design and implement client experience transformation programs using Salesforce Financial Services Cloud. Our team combines deep Salesforce expertise with financial services industry knowledge to deliver measurable improvements in client satisfaction, operational efficiency, and business results.