SKIM's HubSpot Integration: Customer Journeys from SAP ByDesign Projects to HubSpot Deals
- Industry: Professional Services
- Company size: Large company (201-500 employees)
- Services: HubSpot Integration with SAP ByDesign, Solution Architecture, HubSpot integrations
How We Make It Happen
Seamless SAP C4C & HubSpot Integration
1st in-depth discovery phase
- Interviews with colleagues from the sales, marketing and IT teams
- Process mapping workshops to identify critical workflows
- Development of a customized roadmap aligned with F2A's business cycles
2. HubSpot sales hub activation
- Customized sales pipeline setup that reflects F2A's unique sales process
- Automated workflow creation for prospect and customer management
- Configuration of mobile access for field sales teams
3. Microsoft Navision integration
- Seamless data connection between systems
- Customized mapping for accurate data translation
- Set up real-time synchronization
4. empowerment of the team
- Hands-on training sessions for all levels of users
- Creation of customized documentation
- Establishment of an ongoing support system
Admittedly, this was not a trivial case with SKIM's highly customized SAP environment. We proposed to split the project into two distinct phases to ensure success while managing complexity.
Deep System Analysis and Architecture Planning
We conducted comprehensive stakeholder interviews and technical assessments to understand SKIM's highly customized SAP ByDesign environment.
Our team mapped their complex business logic and created a detailed integration roadmap that would preserve their operational workflows while enabling marketing effectiveness.
Phase 1: Companies and Contacts Synchronization
We implemented bidirectional synchronization between SAP ByDesign and HubSpot with intelligent filtering rules. Contacts sync only if they are linked to companies from specific regions and if these companies are flagged as relevant.
New HubSpot contacts flow to SAP while existing customer data populates HubSpot for marketing purposes, ensuring campaigns can target both new leads and existing customers with accurate, up-to-date information
Phase 2: Complex SAP Projects to HubSpot Deals Translation
We tackled the most challenging aspect: translating SKIM's complex SAP research projects into HubSpot deals. Every project phase was mapped to corresponding deal stages, complete with reasoning for each step, despite the intricate SAP PDI customizations.
This complex object had been highly customized using SAP PDI logic, but this is what we like most, and this is why our SAP and HubSpot integration experts go to work for in the morning!
Advanced Filtering and Data Governance Implementation
We established sophisticated rules to prevent data pollution while maximizing utility.
Contacts sync only when linked to companies from specific regions and flagged as relevant, with comprehensive update logic and deletion workflows to maintain data integrity across both systems.
Main Results
SKIM now operates with a unified view of their customer lifecycle, from initial marketing contact through complex research project completion. Their marketing team can create highly targeted campaigns based on project history and revenue data, while their operational team benefits from enhanced visibility into the entire customer journey, enabling more strategic business decisions and accurate performance measurement.
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