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Cotes' HubSpot Migration: From Salesforce Complexity to CRM Clarity

  • Industry: Manufacturing
  • Company size: Large company (200 employees)
  • Services: HubSpot Migration, Data Integration, CRM Consulting
Cotes A/S

Summary

Cotes overcame fragmented CRM systems and departmental silos and gained unified customer data management with seamless HubSpot integration. Now equipped with consolidated customer insights, efficient onboarding processes, and complete data visibility, Cotes can accelerate business growth while maintaining their global market leadership.

Complete CRM Consolidation
Streamlined Team Onboarding
Enhanced Data Integration

The challenge

Ambitious Growth Plans, Fragmented Systems

Cotes leads the global dry-air solutions market with facilities across Denmark and Poland, serving clients worldwide. With an impressive 80% market share in offshore wind industry dry-air solutions, they were trusted by major industry brands. However, their internal systems created operational friction that threatened to slow their continued expansion.

Fragmented customer data across multiple platforms

Their customer information was scattered between Salesforce and HubSpot, creating incomplete customer views that hampered sales effectiveness and customer service delivery.

Complex onboarding processes for new team members

New salespeople struggled with completely separated tools, making it challenging to understand customer relationships and get productive quickly.

Urgent timeline pressure with subscription deadline

Their Salesforce subscription was ending within a month, creating an immediate need for successful migration without business disruption.

A Digital Transformation, Not Just a CRM Swap

Cotes needed more than just data movement, they required a complete commercial operations transformation that would:

  • Consolidate all customer data into a single, authoritative system
  • Create seamless onboarding experiences for new team members
  • Eliminate departmental silos between sales and marketing
  • Maintain business continuity during the transition
  • Complete the migration within the one-month deadline
How We Made It Happen

Strategic HubSpot migration with comprehensive data optimization

1. Comprehensive Data Cleaning and Preparation

We began by systematically cleaning their customer database to ensure high-quality data migration. Our team identified and resolved duplicates, missing emails, low-quality contact information, and human data entry errors.

We also evaluated which data truly needed migration, ensuring HubSpot wouldn't be cluttered with unnecessary information that could impact performance.

 

2. Detailed Field Mapping and System Architecture

We created comprehensive data maps listing all fields for integration between HubSpot and Salesforce.

Our team established sync directions and winning systems for each field, ensuring data flowed where it would best serve salespeople. We used technical denominations to prevent confusion between similar field names and addressed often-overlooked elements like currency handling and employee reassignments.

Screenshot 2025-09-03 at 19.51.12

 

3. Parallel Testing Environment Setup

We copied production Salesforce data into a sandbox tenant and synchronized it with a test HubSpot portal that mirrored their existing system.

This allowed end-users to test all scenarios and verify the migration met their business needs before going live, while HubSpot logs helped us identify and resolve synchronization errors.

 

4. Phased Migration Execution with Backup Protocols

We executed the migration in phases, starting with companies, then contacts, opportunities, and finally attachments. Each phase began with sample migrations to catch obvious errors early.

We maintained complete backups and tracked all created data, ensuring we could reverse changes if issues arose during the tight one-month timeline.

Main Results

Cotes successfully transitioned from fragmented CRM systems to a unified HubSpot environment within their critical one-month deadline. The migration eliminated data silos, streamlined team onboarding, and created a foundation for continued global expansion while maintaining their market-leading position in dry-air solutions.

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The Impact

What Success Looks Like

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