The decision to integrate HubSpot and Salesforce represents a significant investment in your financial services firm's technology infrastructure. While both platforms offer native integration capabilities, the complexity of financial services operations—combined with stringent regulatory requirements—makes partnering with a specialized integration expert not just beneficial, but essential.
Connecting HubSpot to Salesforce creates a unified CRM ecosystem that aligns marketing and sales teams, eliminates data silos, and enables closed-loop reporting. While the technical connection takes minutes, successful integration requires strategic planning, proper configuration, and ongoing optimization.
Choosing between HubSpot and Salesforce represents one of the most consequential technology decisions financial services firms make. Both platforms are industry leaders—Salesforce dominates with 20.7% market share and serves 90% of Fortune 500 companies, while HubSpot has built a reputation for user-friendliness and integrated marketing capabilities that drive 346% more inbound leads for financial services users.
The spreadsheets are multiplying. The legacy CRM hasn't been updated since 2018. Your sales team uses three different tools to track the same customer, and no one can agree on which numbers to trust. Sound familiar?
If your organization is running on disconnected systems, outdated technology, and tribal knowledge stored in individual inboxes, you're not just inefficient—you're actively losing competitive ground. Every day you delay digital transformation is a day your competitors gain.
But here's what keeps most executives up at night: the fear that digital transformation will be a multi-year, budget-destroying initiative that disrupts operations and delivers uncertain results.
It doesn't have to be that way.
At Vantage Point, we've guided 150+ mid-market organizations through successful digital transformations—and we've refined a 90-day methodology that delivers results without the chaos. Our approach has achieved a 95%+ client retention rate by focusing on what matters: your People, your Processes, and the right Technology.
This comprehensive roadmap will take you from legacy chaos to HubSpot clarity in 90 days. Whether you're migrating from Salesforce, ACT!, Zoho, or a maze of spreadsheets, this guide provides the step-by-step framework you need for success.
Ready to escape legacy system chaos? Our certified HubSpot consultants specialize in 90-day transformations for mid-market firms. Contact Us →
Ninety days isn't arbitrary—it's strategically optimal for three reasons:
Short enough to maintain urgency. Longer timelines lead to scope creep, budget overruns, and stakeholder fatigue.
Long enough for meaningful change. Unlike rushed implementations that skip critical steps, 90 days allows proper planning, data migration, training, and stabilization.
Aligned with business cycles. Most organizations operate on quarterly rhythms, making 90 days a natural fit for budgeting, goal-setting, and review processes.
By the end of your 90-day transformation, you will have:
This isn't a theoretical exercise—it's the proven framework we've used across 400+ successful projects.
Before diving into the tactical roadmap, let's establish the methodology that makes successful transformation possible.
People-Process-Technology Framework: A holistic approach to digital transformation that prioritizes human adoption and process optimization alongside technology implementation. Rather than leading with technology, this framework ensures that people are prepared, processes are refined, and technology serves both—resulting in sustainable, high-adoption implementations.
The statistics are sobering: 70% of digital transformations fail to achieve their objectives. The common thread? They led with technology while neglecting people and processes.
Common failure patterns include:
Our People-Process-Technology approach flips the script:
Phase 1 - PEOPLE: Secure executive sponsorship, identify champions, address concerns, create buy-in
Phase 2 - PROCESS: Map current workflows, eliminate waste, design optimized processes, document procedures
Phase 3 - TECHNOLOGY: Configure HubSpot to support your people and processes, migrate data, integrate systems
This isn't sequential—it's interwoven throughout the 90 days. But it ensures that technology serves your organization, rather than your organization serving technology.
| Phase | Days | Focus | Key Outcomes |
|---|---|---|---|
| Phase 1: Foundation | 1-30 | Discovery, Planning, Setup | Strategy defined, HubSpot configured, data prepared |
| Phase 2: Build | 31-60 | Migration, Integration, Training | Data migrated, integrations live, teams trained |
| Phase 3: Launch | 61-90 | Go-Live, Stabilization, Optimization | Full adoption, processes automated, ROI tracking active |
PEOPLE Focus:
PROCESS Focus:
TECHNOLOGY Focus:
Key Deliverable: Transformation Assessment Report documenting current state, gaps, and recommendations.
PEOPLE Focus:
PROCESS Focus:
TECHNOLOGY Focus:
Key Deliverable: Solution Design Document with technical specifications and process maps.
PEOPLE Focus:
PROCESS Focus:
TECHNOLOGY Focus:
Key Deliverable: Configured HubSpot environment ready for data migration.
PEOPLE Focus:
PROCESS Focus:
TECHNOLOGY Focus:
Key Deliverable: Cleaned, mapped data ready for migration; sandbox testing complete.
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PEOPLE Focus:
PROCESS Focus:
Execute migration in planned sequence:
Validate data integrity at each step.
TECHNOLOGY Focus:
Critical Success Factor: Migrate in stages, validate thoroughly. Never rush this step—data is the foundation of your CRM.
PEOPLE Focus:
PROCESS Focus:
TECHNOLOGY Focus:
Deploy priority integrations:
Test data synchronization and configure error alerting.
Key Deliverable: Core integrations operational with data flowing between systems.
PEOPLE Focus:
PROCESS Focus:
Deploy high-impact automations:
TECHNOLOGY Focus:
Key Deliverable: Core automations deployed and tested, saving measurable time.
PEOPLE Focus:
Execute role-based training program:
Provide hands-on practice environments, distribute quick-reference guides, and establish ongoing support channels.
PROCESS Focus:
TECHNOLOGY Focus:
Key Deliverable: All users trained, confident, and ready for go-live.
PEOPLE Focus:
PROCESS Focus:
TECHNOLOGY Focus:
Go-Live Day Checklist:
PEOPLE Focus:
PROCESS Focus:
TECHNOLOGY Focus:
Key Focus: This week is about listening. What's working? What's frustrating users? Where do processes break down?
PEOPLE Focus:
PROCESS Focus:
TECHNOLOGY Focus:
Key Deliverable: Refined system based on real-world usage feedback.
PEOPLE Focus:
PROCESS Focus:
TECHNOLOGY Focus:
Key Deliverables:
Data migration deserves special attention because it's where most transformations encounter their greatest challenges.
Step 1: Audit
What data exists in legacy systems? What data is actually useful? What data is duplicate, outdated, or wrong?
Step 2: Cleanse
Remove duplicates before migration. Standardize formats (phone numbers, addresses, names). Fill critical gaps where possible. Delete data that serves no purpose.
Step 3: Map
Create field-by-field mapping document. Handle unmapped data decisions. Plan for data transformation (format changes). Address data that doesn't fit HubSpot's structure.
Step 4: Test
Import sample data to sandbox. Validate all mappings. Test associations and relationships. Verify data integrity.
Step 5: Execute
Import in logical sequence. Validate after each import set. Document all exceptions. Keep legacy system accessible for reference.
Step 6: Validate
Spot-check records across all object types. Run validation reports. Compare counts and totals. Get user confirmation.
Before migration, aim for:
Technology implementations fail when people don't change their behaviors. Change management ensures that resistance is addressed proactively, users understand "what's in it for me," new habits replace old habits, and momentum sustains beyond go-live.
We use the ADKAR model to structure change management:
A - Awareness: Why is this change happening? What's wrong with the status quo?
D - Desire: What's in it for me? Why should I want this change?
K - Knowledge: How do I use the new system? What are the new processes?
A - Ability: Can I actually do this? Do I have the skills and resources?
R - Reinforcement: What keeps me using the new system? How is success recognized?
Executive sponsorship is non-negotiable. Visible, active support from leadership signals that this matters.
Communicate early, often, and honestly. Share the why, the what, and the timeline. Acknowledge challenges.
Involve users in design. People support what they help create.
Address WIIFM (What's In It For Me). For sales: "Less data entry, more selling time." For marketing: "Better attribution, clearer ROI."
Create champions. Identify enthusiastic early adopters in each team who can support peers.
Celebrate wins. Public recognition of early successes builds momentum.
Plan for resistance. Some resistance is normal. Address it individually and empathetically.
Change management is our specialty. With 95%+ adoption rates across our implementations, we know how to bring your team along. Let's Talk →
Tier 1 (Launch Required):
Tier 2 (First 30 Days Post-Launch):
Tier 3 (Ongoing Optimization):
Native Integrations: HubSpot's built-in connectors (preferred when available)
App Marketplace: Third-party integrations from HubSpot ecosystem
Operations Hub: Data sync for bi-directional integration
API Development: Custom integrations for unique requirements
iPaaS Solutions: Middleware like Zapier, Make, or Workato for complex scenarios
Start with native integrations where possible. Document data flow direction (one-way vs. two-way). Establish single source of truth for each data type. Monitor sync status and error rates. Plan for integration maintenance and updates.
The Problem: "While we're at it, let's also..." leads to timeline explosions and budget overruns.
The Solution: Define MVP (Minimum Viable Product) clearly. Maintain a Phase 2 list for post-launch enhancements. Enforce change control processes.
The Problem: Garbage in, garbage out. Migrating poor-quality data corrupts your new system from day one.
The Solution: Invest time in data cleansing before migration. It's easier to clean data in spreadsheets than in HubSpot.
The Problem: Brief training sessions don't create competent users. People revert to old habits.
The Solution: Role-based, hands-on training with real scenarios. Provide ongoing resources, not just launch-day sessions.
The Problem: Without visible leadership support, the transformation becomes "IT's project" and loses priority.
The Solution: Secure active (not just titular) executive sponsorship. Executives should communicate, participate, and remove obstacles.
The Problem: Turning off the old system too quickly leaves users without reference data and causes panic.
The Solution: Keep legacy systems in read-only mode for 90+ days post-launch. Set a clear sunset date in advance.
Yes—with proper planning, dedicated resources, and experienced guidance. The 90-day timeline assumes a mid-market organization with moderate complexity. Larger enterprises or highly complex environments may require 120-180 days. Smaller organizations can often complete transformations in 60-75 days.
We've seen it all. The key is honest assessment during discovery. If data quality is poor, we allocate additional time for cleansing before migration—this is time well spent. Migrating dirty data just transfers the problem to a new system.
Resistance is normal, especially from those most comfortable with the status quo. Address it through individual conversations, clear WIIFM explanations, and involvement in the design process. Often, the biggest resistors become the strongest advocates once they see the benefits.
Brief parallel operation (1-2 weeks) can ease transition anxiety, but extended parallel running creates duplicate work and extends the pain. We recommend a clear cutover date with the old system remaining accessible in read-only mode.
The biggest risk is inadequate executive sponsorship and organizational commitment. Technical challenges are solvable; political and cultural challenges are harder. Ensure leadership is visibly committed before beginning.
Digital transformation doesn't have to be a multi-year, budget-destroying odyssey. With the right methodology, realistic timelines, and experienced guidance, you can move from legacy system chaos to HubSpot clarity in 90 days.
The key is balance: People who are prepared and motivated, Processes that are optimized before they're automated, and Technology that serves your business rather than the other way around.
Every day you delay is a day your competitors gain ground. Every week you spend wrestling with disconnected systems is a week your team could be closing deals, delighting customers, and driving growth.
The path from legacy to modern is clearer than you think. And you don't have to walk it alone.
Ready to start your 90-day transformation? Vantage Point has guided 150+ mid-market organizations through successful HubSpot implementations with our proven People-Process-Technology methodology. Schedule Your Free Discovery Session →
David Cockrum is the founder of Vantage Point and a former COO in the financial services industry. Having navigated complex CRM transformations from both operational and technology perspectives, David brings unique insights into the decision-making, stakeholder management, and execution challenges that financial services firms face during migration.