How Heritage Bank Center Replaced Salesforce With HubSpot Sales Hub Ahead of a Contract Deadline

1. Undifferentiated sales pipeline.

All suite, season-ticket, and group opportunities landed in one generic pipeline. This forced reps to read free-text notes on every record just to identify what kind of deal they were working, making pipeline reports unreliable as a measure of what type of business was actually moving.

2. Manual web-form entry.

Formstack submissions had no automated routing into the CRM. Every inbound lead depended on a person remembering to key it in by hand, so lead follow-up speed depended on a person remembering, not on the system.

3. Broken email tracking.

Outbound email logging for mass sends to season ticket holders did not work reliably. This made a complete send history unreportable without manual reconciliation across systems.

4. Data scattered across systems.

Customer and sales information lived across Salesforce, Ticketmaster/Archtics, spreadsheets, and point solutions. This made a single view of a lead or account impossible without checking multiple places by hand.

5. Low rep adoption of the existing CRM.

Reps did not see commission or day-to-day value tied to using Salesforce consistently. This left leadership without a reliable pipeline view, since the system only reflected what reps chose to log.

How Campaign Creators Restructured Heritage Bank Center’s CRM Around Rep Workflow Inside a Fixed Deadline

The rebuild followed a sequence built around the contract deadline: a consulting phase to decide what Salesforce data and fields to keep, migrate, or leave behind, then a structural build of pipelines, properties, and record layouts, then integration and training, each staged to land before the April 7 cutover date.

Three Pipelines Without Custom Objects

Salesforce’s single generic pipeline gave reps no structural way to distinguish suite, season-ticket, and group opportunities. Campaign Creators used Sales Hub Professional’s standard deal and pipeline objects, not custom objects, to build dedicated pipelines by lead type, with custom properties layered on top. Using standard objects means Heritage Bank Center’s own team can adjust pipeline stages or properties as ticket sales patterns change without needing a developer to modify a custom data model.

Formstack Waivers Into a Rep's Pipeline

Formstack web-form leads and Outlook email activity lived outside the CRM entirely, with no automated link back to a rep’s record. Campaign Creators configured HubSpot’s native Formstack integration to route form submissions directly into the correct pipeline, and its native Outlook integration to log meetings and email activity against the right contact and deal automatically. This closed the manual step between an inbound form lead and a rep’s pipeline, and between a logged email and its matching CRM record, without requiring custom API development to connect either system.

A Field-by-Field Salesforce Cutover

Even though Salesforce usage itself had stayed relatively light, the existing data needed to move without carrying forward a data model built around a system reps had already stopped trusting. Campaign Creators ran a CSV-based migration using client-exported, import-ready files, working through a field-by-field decision on which Salesforce properties to retain, merge, or archive, not moving the existing schema over unchanged.

Properties for Season Ticket and Group History

The field-by-field review that shaped the Salesforce migration also defined Heritage Bank Center’s new property set, built around what its sales team actually needed going forward rather than a copy of a structure reps were already avoiding.

Record Layouts Split by Role

The default HubSpot record layout was not built around how a ticket-sales rep works a single deal versus how a manager reviews the full pipeline. Campaign Creators built custom record layouts, separate creation forms, index views, and sidebar configurations, for Contacts, Companies, Deals, and Tickets, paired with distinct reporting dashboards for reps and managers. Reps and managers now see the fields and reports relevant to their own role by default, on layouts built for neither before.

Native Integrations in Place of Manual Entry

Nothing routed a new lead or a logged interaction to a rep automatically before this build:

• A Formstack form submission automatically creates or updates the matching contact and deal in the correct pipeline.
• An Outlook email or meeting logged against a contact automatically attaches to that contact’s and deal’s HubSpot record.

This removed the two points where a lead or a logged interaction depended on someone remembering to enter it by hand.

Training Around Low CRM Trust

Reps had no commission or day-to-day incentive tied to using Salesforce, which is why adoption had stayed low regardless of what the system could technically do. Campaign Creators delivered five hours of sales team training in the window between kickoff and the Salesforce contract’s expiration. Reps with specific questions on pipeline upkeep or features they wanted to learn booked additional sessions directly through April and May, beyond the original formal training.

Impact: A Pipeline Structure Built to Take On New Lead Sources Without a Rebuild

Because Sales Hub Professional's build relies on HubSpot's standard deal and contact objects, not a custom data model, Heritage Bank Center's own team can add pipelines, adjust properties, or reconfigure record layouts as ticket sales evolves without needing a developer to modify custom code. The pipeline structure, one track per lead type, stays legible as new lead sources are added, since each new source only needs a place in an existing pipeline, not a change to the underlying schema.

The relationship continued past the original scope: Heritage Bank Center brought Campaign Creators back for a second phase covering Marketing Hub Enterprise for the venue and its hockey team.

Solve Sales Pipeline Fragmentation With Campaign Creators

Sales teams outgrow CRMs that were never built around how they actually sell. When every type of opportunity funnels through one generic pipeline, reps stop trusting the system and pipeline reports stop reflecting what is really happening.

Closing that gap requires more than moving data from one CRM to another. It requires deciding what to keep, what to leave behind, and what the sales team's day-to-day workflow actually needs before a single record migrates, often on a deadline set by someone else's contract renewal date.

Campaign Creators builds HubSpot environments structured around how a sales team already sells, not around a template. Talk to a HubSpot expert to see how Campaign Creators can build a sales pipeline structure around your existing tools.

Ready to discuss how Campaign Creators can help you meet your HubSpot goals?