How RealNetworks Connected Sales, Finance, and Fulfillment Into One Revenue Platform

Solution: How Campaign Creators Created a Unified Revenue Operations Platform

Campaign Creators implemented system integrations, refined pipeline processes, and strengthened reporting and data governance.

Connecting Sales and Operational Data

Using HubSpot's native NetSuite Datasync integration, Campaign Creators configured bi-directional synchronization for contacts, companies, calls, and meetings. The team also established one-way synchronization from NetSuite into HubSpot for sales orders, invoices, inventory items, assembly items, kit items, and related operational records.

This approach ensured that sales teams could access operational information directly from the CRM without needing separate NetSuite access.

Creating a Single Source of Truth for Revenue Operations

Previously, CRM opportunities and NetSuite transactions operated independently, making it difficult to validate revenue forecasts against actual business activity.

Campaign Creators addressed this issue by redesigning the HubSpot deal pipeline around strict verifiable exit criteria. A Purchase Order Number became a required field before a deal could move into the Closed Won stage.

Although HubSpot could not enforce direct associations with NetSuite objects, this requirement created a structured connection between opportunities and finalized financial documentation.

Managing Complex NetSuite Data Requirements

Campaign Creators conducted technical planning sessions to define synchronization rules, field mappings, and advanced filtering logic. More than 15 NetSuite object types were configured for synchronization.

Because NetSuite contained data across the broader RealNetworks organization, the team developed filtering formulas that isolated SAFR-specific records and excluded irrelevant information. For example, synchronization rules were configured to pull only records relevant to the company while excluding inactive or unrelated business records.

Solving Warranty Visibility Challenges

Warranty information presented a unique challenge because it was tied to specific device MAC addresses and did not align naturally with HubSpot's standard object structure.

Rather than introducing a complex custom object architecture, Campaign Creators implemented a practical solution by embedding a searchable warranty database directly within a HubSpot dashboard. This provided immediate visibility for sales and support teams while maintaining a manageable CRM data model.

Resolving Synchronization Challenges During Deployment

During final validation, a synchronization issue prevented hundreds of modified records from successfully appearing in HubSpot.

Instead of requiring RealNetworks to use internal NetSuite support resources, Campaign Creators escalated the issue directly through HubSpot's support and product channels. The issue was resolved, allowing synchronization testing and deployment to proceed successfully.

Enabling Operational Visibility Across the Customer Lifecycle

The completed solution transformed how information moved across the organization. Sales representatives could now view inventory levels, shipping information, fulfillment updates, tracking numbers, warranty dates, invoices, and order details directly inside HubSpot.

This eliminated many of the manual requests previously directed to Sales Operations and created a more connected experience from opportunity creation through fulfillment. Sales representatives could access the information they needed directly within HubSpot, reducing the need to switch systems or rely on separate NetSuite access for day-to-day customer and order management.