Many sales and support teams struggle with disconnected tools. Calls, tickets, and customer data end up scattered, making work harder and leaving customers frustrated.
HubSpot and Aircall solve this by working together. HubSpot keeps all your customer info in one place, and Aircall adds an AI-powered customer communication platform that connects right into it. With support for voice, SMS, MMS, and WhatsApp, Aircall enables omnichannel customer interactions that sync seamlessly with your CRM.
In this blog, we’ll look at whether it’s better to roll them out one at a time or both at once, and how to choose the right path for your team.
HubSpot is a CRM that keeps all your customer data, emails, and deals in one place. It helps you track every interaction so your team always knows the full story.
Aircall is an AI-powered customer communication platform built around voice, with robust support for SMS, MMS, and WhatsApp. This makes it a true multichannel solution that enables your team to engage customers across their preferred channels.
Your team can make and take calls from anywhere, send text messages, and manage WhatsApp conversations, all while every interaction is logged with details like notes and tags.
When you connect Aircall with HubSpot, the two tools work as one. Calls, messages, and customer info sync in real time, so your sales and support teams always have the full picture. This saves time, keeps data clean, and makes it easier to give customers a smooth, personal experience across every communication channel.
Once you decide to bring HubSpot and Aircall together, the next question is how to do it. Some teams roll them out one after the other, while others go all in and launch both at the same time.
Each path has benefits and tradeoffs, and the right choice depends on your team’s capacity and goals.
Rolling out HubSpot first can feel like a safer, lighter step. Your team only has to learn one new system at a time, which makes training easier and helps avoid overwhelm. Change management can be smoother when everyone focuses on one platform before adding another.
But there are downsides:
The bigger risk is that customers feel the gap. 72% of clients say they blame poor service experiences on having to repeat themselves to multiple agents. A delayed rollout can make those frustrating moments more common. Here is a detailed explanation of the pros and cons:
The main advantage of a sequential rollout is focus. Teams can spend time getting used to HubSpot’s CRM features, such as tracking leads, managing deals, and organizing customer information, without having to worry about call workflows yet.
This lowers the cognitive load and makes training less overwhelming. Leaders can roll out smaller waves of change, which helps adoption stick and gives employees more breathing room.
For sales teams, the drawback is speed. Without Aircall in place, reps don't have access to click-to-dial, automatic call logging, or quick text messaging capabilities.
That means they spend more time on manual updates, and they miss out on the early pipeline acceleration that comes from having calls and CRM data tied together. Opportunities may move more slowly, and teams lose the advantage of real-time multichannel tracking in HubSpot.
Support teams face similar challenges. Because Aircall is added later, agents go through two separate training cycles, one for HubSpot and another for Aircall. This disrupts productivity twice and delays their ability to log calls and messages directly into tickets.
Without that integration, customer history stays fragmented across tools, which makes it harder to manage SLAs or track quality. The result is a service experience that feels less consistent.
Rolling out both tools at the same time can feel like a bigger lift, but it also delivers results faster. Sales and support teams get the benefits of full integration right away, and there’s only one training cycle instead of two.
The advantages are clear:
The payoff is also in efficiency. With both systems running together, data syncs in real time, and workflows are automated. The sooner automation is in place, the sooner your team can focus on serving customers instead of chasing details.
Of course, this approach does take more upfront effort. Leaders need to coordinate sales, support, and ops to make sure everyone is ready. But for teams that can handle the lift, the benefits start showing up much sooner.
Here is a detailed explanation of the pros and cons:
The biggest challenge is onboarding. Because teams are learning two tools at the same time, the training load is heavier, and some employees may feel overwhelmed.
Managers also need to carefully coordinate across departments, since workflows for both sales and support are being reshaped at once. Without the right preparation, this can slow early adoption.
For sales teams, the upside is clear. Reps gain click-to-dial, call and message logging, and CRM integration right away.
Instead of waiting to connect their communication platform later, they can track every interaction in HubSpot from day one. This shortens ramp time and helps reps spend less time on manual tasks.
80% of customer support specialists agree that AI and automation tools reduce time spent on manual work like data entry and scheduling, a benefit sales reps feel immediately with both systems run together.
Support teams also see big gains. With calls, texts, WhatsApp messages, and tickets all syncing in HubSpot, agents get a complete view of each customer from the start. This eliminates blind spots and helps them solve problems faster.
Training also happens once, not twice, which means less disruption overall. Having the integration in place from day one lets agents focus on improving CSAT, first response time, and resolution time without delays.
Deciding whether to roll out HubSpot and Aircall together or one at a time comes down to your team’s readiness and your business priorities.
Every organization has different goals, resources, and customer needs, so the right path is the one that best supports your growth and service targets. Here are the questions to ask before making your choice.
If your team is already stretched thin, taking on two systems at once may feel overwhelming. Training on HubSpot and Aircall together requires extra planning, more time, and careful coordination between sales, support, and operations leaders.
If you know your staff needs more breathing room, a sequential rollout may make adoption smoother.
If customer satisfaction scores or service-level agreements are under pressure, waiting to add Aircall could make things worse.
Agents without call and message logging and ticket syncs are forced to juggle tools, which slows down response times and hurts the customer experience. In these cases, simultaneous rollout may be worth the extra effort to see results sooner.
For sales, every day without integrated communication is a missed chance to speed up the pipeline.
For support, the delay means longer resolution times and less visibility into customer history. If fast growth and quick service outcomes are top priorities, rolling both tools out together is often the stronger choice.
Sometimes the challenge isn’t team readiness but resources. If your budget only allows for one rollout, or your IT team needs more time to prepare for the integration, starting with HubSpot first might be the more realistic step.
But keep in mind that 70% of consumers expect company representatives to know their purchase history and previous interactions. If your systems stay disconnected for too long, you risk falling short of customer expectations.
Both approaches can work, but the right one depends on your team's situation. A sequential rollout makes sense if resources are limited and you need to pace the change. It gives your staff more time to adapt, even if it means waiting longer for the full benefits.
On the other hand, rolling out HubSpot and Aircall together maximizes ROI earlier. Sales and support teams get the full picture from the start, and customers feel the difference in faster, smoother service across all communication channels.
In the end, the best choice is the one that aligns with your revenue goals and your customer experience priorities.
Origin 63 helps companies implement HubSpot and Aircall in a way that fits their goals. Whether you want to start step-by-step or launch both tools at once, we’ll guide your team through the process and make sure you see results fast.