CRM rebuild on HubSpot
Migrated 800 accounts off Salesforce, rebuilt the pipeline as account-first (not lead-first), and modeled the SKU catalog as a first-class custom object. Six pipelines, one per product line.
The challenge
A back office that couldn't keep up with the sales floor.
Maison Côté distributes dry goods to 800+ independent grocers across Québec and the Maritimes. Topline had grown to $42M, up 28% year over year, and the 14-person sales team was running on a tired 2017 Salesforce instance and a small empire of Excel files nobody fully trusted.
Order intake was email. Fulfillment was three people copy-pasting SKUs from quote PDFs into Odoo. The quarterly close took eleven days. By the time we got the call, reps were spending afternoons in spreadsheets instead of accounts, and the controller was working Saturdays.
The workflow that scaled to $12M had simply stopped scaling. There was no broken thing to fix — there were forty small ones, all feeding each other.