comissionimpossible

Enterprise Account Executive

Switching from HubSpot to Salesforce - any lessons learned out there?

I'm a new Head of Sales at a $7m ARR startup selling mid-market - enterprise deals. We're switching from Hubspot to Salesforce which is giving us (somewhat of) a clean slate.

Keen to hear whether there are any war stories out there or lessons learned out there?

Something that you would have told your younger self before you rolled out SFDC...

🤓 Sales Tech

💽 CRM

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poweredbycaffeine

WR Lieutenant

☕️

Listen to me carefully: if you feel that the consultant you’re going to hire is too expensive, they’re not. This move has the potential to destroy your team’s productivity and all history.

Either hire a really good salesforce admin that has made this transition successfully before or find a solid consultant do do it for/with you.

RealPatrickBateman

Politicker

🔪Amateur Butcher🔪

ALSO THIS 👆🏻👆🏻👆🏻

RealPatrickBateman

Politicker

🔪Amateur Butcher🔪

STOP WHAT YOU ARE DOING IMMEDIATELY!!!!!!!!!!!!

Most small/growth stage companies (no offense) that are trying scale think that moving to SFDC will 10x EVERYTHING overnight, wronggggg. I have spent over 2 years total in evaluating, planning, structuring, executing, restructuring both Hubspot and SFDC, my takeaways are this:

Hubspot is like an Apple Product: super clean, easy to use, ready out of the box and with minimal effort you can customize the platform to your needs and specs. Not as many integrations available, but they are still a young company and are continuing to build the platform. AUTOMATION IS GUCCIIIIIIIIII.

SFDC is like an Android: Limitless capabilities, tools, integrations and customizations. HOWEVER, you have to have your own dedicated computer nerd/coder/developer to change anything and fix any problems that arise. It is a terrible out of the box product because you will start to build out a framework for account and contact structures and then realize you have to code the backend for everything to work. Structuring and executing automations is a nightmare. Every integration you add onto SFDC creates another layer of complexity that will require even more time to "check your work".

So, all this is to say. If you are moving to SFDC, time to start interviewing and hiring a DevOps/Code team to be your backend Ninjas. DO NOT CONTRACT THIS OUT. A contractor will build in such a way that only they can continue to build or augment the platform.

Hope this helps.

Bateman, OUT.

CuriousFox

WR Officer

🦊

I've never used Hubspot, but I can speak for SFDC. Don't make it complicated with too many steps for your reps to enter accounts.

Sunbunny31

Politicker

Sr Sales Executive 🐰

I've used SFDC for almost 20 years now - and the company I am at now has it tooled very, very oddly.

So...don't overengineer the darned thing. Please.

Diablo

Politicker

Sr. AE

I like Salesforce against HS. Earlier we used to manage everything in HS but now we use combo of SF + Salesloft

Jewcan_Sam81

Politicker

Account Executive

I mean, your life will be much more organized and you’ll be able to keep your collective ish together.
Just be aware that it’s a much much beefier software application with a lot more moving parts, so the onboarding process might be a bit more challenging.
But still, really great choice on making the transition

ChunkyButters

Tycoon

I was the SF & HS admin in a previous role. SF was our CRM and HS was our marketing automation / lead routing tool.

Switching is going to be a pain. It's just the nature of the CRM beast. Use the time for serious data hygiene. Cut all the BS leads and junk that's in your HS, and only bring over the real accounts, customers, and key network. Everyone else will get filled in naturally again. Get rid of duplicates, and really any garbage.

Then, start with as small of a config as possible. Get rid of any BS fields in HS and only bring over the ones that REALLY MATTER. Get some input from the team on this as well. They will like you for it, and they'll use the CRM more.

DancingJersey

Personal Narrative

Account Manager

piggy backing on this. get input from the team on what they believe is important, and if your opinions differ -- this is the time to get buy-in from them on other data points!

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comissionimpossible

Switching from HubSpot to Salesforce - any lessons learned out there?

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