PakEnergy grew fast through four acquisitions, but their tools fell behind. Sales and marketing teams worked across the U.S., yet their systems stayed scattered. Salesforce reports were clunky, response times were slow, and leaders feared they were losing visibility.
They needed a change. With Origin 63, PakEnergy moved from Salesforce to HubSpot. The goal was straightforward: align sales and marketing, streamline workflows, and provide leaders with the insights they needed to continue growing.
In this case study, you’ll see how the migration worked, the challenges faced, and the wins that followed, from faster response times to record-breaking sales.
When a company grows fast, its tools don’t always keep up. For PakEnergy, a leading software provider in the oil and gas industry, four acquisitions meant bigger teams, more data, and more complexity.
Their sales team was spread across regions and product pillars, while marketing was tasked with generating leads nationwide. But their systems didn’t give them a clear way to work together.
Salesforce became more of a roadblock than a help. Reports were hard to build, quoting processes were slow, and product data was scattered. Sales response times stretched from days into weeks, and marketing struggled to prove its impact on revenue.
The system was so complicated that even experienced users found it difficult to track progress.
Leadership felt the pain, too. The board and CEO worried about losing visibility into core metrics, and finance spent too much time piecing together reports. Without a simpler, unified system, PakEnergy risked stalled growth and missed opportunities.
Switching from Salesforce to HubSpot was a big decision. It meant changing the way sales, marketing, and leadership worked every day.
To make the move possible, PakEnergy needed proof that HubSpot could handle their complex needs and a partner who could guide them through it. These are a few reasons why they teamed up with O63:
The first step was a deep look at PakEnergy’s existing HubSpot setup. Origin 63 worked with the CMO and VP of Sales to compare their current Salesforce processes with what was already in HubSpot.
This audit uncovered gaps and opportunities, such as how lifecycle stages, lead sources, and marketing interactions could be automated to create a smoother funnel. Translating Salesforce methods into HubSpot language helped the team see what was possible.
The biggest concern for leadership was losing visibility. Salesforce had years of reports it relied on, and the board did not want to lose that insight. Origin 63 tackled this directly with a Proof of Concept demo.
They showed that HubSpot could replicate key Salesforce reports and even make them easier to access and understand. This hands-on proof eased doubts and gave leaders confidence that HubSpot would not hold them back.
Winning support from the right people was crucial. The CMO and VP of Sales became early champions of the migration, seeing the benefits of a system that aligned their teams. But the decision could not move forward without the CEO and board.
Through direct conversations, clear reporting demos, and ongoing discussions, Origin 63 helped show that HubSpot was not just a fit but the future. With leadership fully on board, the project was ready to launch.
With leadership on board, it was time to bring the plan to life. The goal was simple: unify sales, marketing, and finance on one platform while keeping adoption smooth and risk low.
This meant more than moving data. It meant rebuilding processes, training teams, and proving value at every step.
PakEnergy needed sales and marketing to finally work as one team. Origin 63 set up lifecycle stage automation so the company could see the full funnel, from first touch to closed deal.
Lead source and marketing interaction tracking gave marketing a way to prove their impact, while cleaned-up “Lead Status” fields made it easier for sales to give feedback.
Cross-object dashboards brought it all together, showing how marketing influenced both new business and cross-sell deals.
Sales quoting was one of the biggest pain points. Origin 63 created custom quote templates for each business pillar, cutting down on legal review time and making quotes consistent.
They also migrated the entire product library from Salesforce to HubSpot and built custom product properties for reporting. Quote approvals were streamlined through a clear process, and new finance reports gave leadership the visibility they needed without extra manual work.
Technology alone would not drive change, so Origin 63 focused on adoption. They hosted weekly advising and training sessions to guide teams step by step. A pilot program tested the setup with a smaller group before a soft launch and full rollout.
Trainings were run as “day in the life” sessions, complete with recordings and shared FAQ documents for easy reference. Along the way, the team focused on short-term wins and risk mitigation strategies, ensuring that every stage of the rollout built confidence and alignment.
The changes did not take long to show. Within three months of moving from Salesforce to HubSpot, PakEnergy saw measurable gains across sales, marketing, and leadership visibility.
These wins proved that the migration was more than a system change. It was a business transformation.
December, just three months after the launch, became PakEnergy’s highest sales month on record, closing 2 million dollars in new business.
The improvements in quoting and product tracking gave sales reps more time to focus on selling instead of wrestling with data or waiting on approvals. Finance also gained the visibility they needed without extra manual work, helping the entire revenue process move faster.
Conversions from lead to opportunity improved by 50%. With lifecycle stages cleaned up and lead status feedback loops in place, sales had a clear way to act on marketing’s efforts.
At the same time, marketing gained the proof they needed to show how their campaigns directly fueled new opportunities. This tighter alignment made it easier for both teams to push more prospects through the funnel.
PakEnergy’s deal volume also grew. The company saw a 16.4 percent increase in deals created in Q4 compared to Q3. With HubSpot dashboards in place, managers could quickly see where deals were stalling and coach teams to keep the pipeline moving.
The added structure gave sales a way to work smarter, not harder, and ensured that no opportunities slipped through the cracks.
Before HubSpot, new leads sometimes waited weeks to hear from a sales rep. Average response times sat at 28 days in Q3, which hurt trust and slowed revenue. After the migration, the average time-to-contact dropped to 6.8 days in Q4.
With cleaner data, better automation, and improved visibility, reps could reach out faster and give prospects the attention they expected. This not only boosted close rates but also improved the overall customer experience.
PakEnergy’s story is not just about switching from one platform to another. It highlights key lessons that any company facing a system migration can apply. These takeaways show how to make change stick and turn risk into measurable success.
A successful migration is more than moving contacts and deals from one system to another. For PakEnergy, the real value came from aligning sales, marketing, and finance so everyone worked toward the same goals.
Refining lifecycle stages, lead statuses, and reporting helped them create clarity that enhanced collaboration across teams.
Leaders and boards are often skeptical about large changes, and for good reason. PakEnergy’s board worried about losing visibility if it left Salesforce.
What won them over was not words but proof. Running a detailed Proof of Concept demo, let Origin 63 show that HubSpot could handle the same reporting needs while making insights easier to access.
Technology only works if people use it. PakEnergy’s rollout succeeded because it was backed by structured change management.
Weekly advising sessions, pilot programs, and practical training gave teams confidence and ensured the system became part of their daily routine. Without this structure, adoption would have lagged and results would have suffered.
Migrations are complex and can feel risky. But with the right partner, they can also become a turning point for growth.
Origin 63 guided PakEnergy through every stage: auditing, planning, training, and proving value. This partnership helped PakEnergy go from uncertainty to record-breaking results in just three months.
PakEnergy’s journey shows that a system migration is not just about moving data. It is about creating alignment across sales, marketing, and finance, proving value to leadership, and guiding teams through change with structure and support.
With the right approach, what seems like a risky move can instead unlock faster response times, higher conversions, and record-breaking sales.
For any company considering a shift to HubSpot, the lesson is clear: success comes from planning, alignment, and having a partner who can bring it all together.
Ready to get the most out of HubSpot? Origin 63 helps companies migrate with confidence and use HubSpot’s tools in the most strategic way. From planning and training to reporting and adoption, our team ensures you get results that last. Let’s build your success story together.