How long did the Plexal CRM implementation take?

The Plexal CRM transformation took 6 months from initial discovery to full 80-user deployment across three locations. This included 6 months of initial relationship building and trust development before project kickoff, followed by phased rollout across real estate sales, accounts & programs, and marketing teams.

How do you ensure CRM adoption across large organizations?

CRM adoption requires organizational design, not just technology implementation. We diagnose adoption failures before recommending solutions, co-design workflows with actual users, implement phased rollouts to build momentum, and co-deliver training with internal champions. This collaborative approach ensures teams recognize themselves in the system.

Can you migrate from Salesforce to HubSpot without disrupting revenue operations?

Yes. Plexal achieved zero revenue disruption during their 80-user migration through strategic phased rollout, clean data migration planning, and starting with revenue-critical operations first. The key is treating migration as organizational change management, not just a technical project.

What makes ARISE GTM different from typical HubSpot consultants?

ARISE GTM focuses on organizational adoption and business-model-specific workflows, not template implementations. We diagnose why previous CRM efforts failed, co-create systems with internal teams, and transfer knowledge to enable independent evolution beyond consultant dependency.

Case Study: Enterprise CRM Adoption at Scale

How We Turned 80 Salesforce Licenses Nobody Used Into Full-Organisation HubSpot Adoption Across Three Locations

Overview

Plexal had 80 Salesforce licenses across three locations. A handful of people used it for basic lead tracking. The rest of the organisation ignored it.

Leadership was right to be sceptical about another CRM change. Previous platforms failed because consultancies treated them as technology projects rather than organisational challenges.

The complexity was real:

80 users across the London HQ and two regional locations
Three teams with fundamentally different workflows (real estate sales, government/corporate programs, marketing)
Dual business model: transactional workspace sales + long-term partnership delivery
Government client confidentiality requirements
No established economic buyer in previous implementations

The mandate: Prove that CRM adoption could be engineered, not hoped for, and do it without disrupting revenue operations.

Our Approach

We designed a six-month organisational transformation program with one objective: build a system that 80 people across three locations would actually use, not one that consultants thought they should use.

To do that, we engineered four parallel workstreams:

1. Diagnose the Adoption Failure Before Touching Technology

We didn't pitch HubSpot for months. Working directly with Erika Wilkins (Operations Director and first-time economic buyer), we diagnosed why Salesforce failed:

Interviewed users across real estate, programs, and marketing
Mapped actual workflows vs. what Salesforce forced them into
Identified where systems fought natural processes
Learned Plexal's unique business model (not a standard B2B SaaS sales org)

Critical insight: Plexal sells workspace to small businesses (transactional) while managing complex government/corporate partnerships (relational). Cookie-cutter CRM structures would fail again.

The decision: Don't impose a system. Give teams a voice in designing it.

2. Clean Data Foundation Before Migration

Paul worked directly with Erika to reset the data layer:

Deduplicated and enriched years of Salesforce records
Built a clean CRM foundation with government-grade security protocols
Created multi-location permission structures
Established data access controls for sensitive government partnerships

Why this mattered: Erika's background in technology change meant she understood that starting clean was non-negotiable. This foundation enabled long-term success.

3. Collaborative Workflow Design

Paul and internal teams co-created workflows through online and in-person workshops across all three locations:

Real Estate Sales Team:

Workspace sales pipeline (hot desks, fixed desks, offices, event spaces)
Asset tracking and utilisation reporting
Small business customer lifecycle management

Accounts & Programs Team:

Government/corporate partnership workflows are distinct from transactional sales
Program delivery tracking
Member relationship management

Marketing Team:

Lead generation and member engagement
Event management integration
Attribution across both workspace sales and partnership programs

The adoption unlock: Teams designed the system they'd use. This level of collaboration enabled leadership to solve mission-critical problems Salesforce couldn't, particularly protecting VIP/Government data from unauthorised internal access.

Asset 43

4. Strategic Phased Rollout to Protect Revenue

Instead of big-bang deployment, we sequenced rollout to build momentum:

Phase 1 - Real Estate Sales: Revenue-generating operations with clearly defined workflows. Early success would prove the model.

Phase 2 - Accounts & Programs: Built on Phase 1 momentum with more complex partnership workflows.

Phase 3 - Marketing: Completed the revenue engine integration across both business models.

Training was co-delivered by Paul, Erika, and internal champions—peer-to-peer reinforcement that minimised disruption and ensured the high-volume real estate unit set the precedent for others.

Execution Highlights

We compressed organisational CRM transformation into six months, focusing on actions that built adoption through collaboration:

Conducted discovery across three locations and three distinct teams before recommending any technology solution
Cleansed and migrated years of Salesforce data while embedding government-grade security protocols for sensitive partnerships
Co-designed workflows with 80+ users through facilitated workshops, ensuring real estate, programs, and marketing teams saw their actual processes reflected in the system
Executed phased rollout starting with revenue-critical operations, using early wins to build organisational momentum
Co-delivered training with internal champions, transferring knowledge to enable independent evolution beyond external consultant dependency

This wasn't a platform migration. It was organisational change management designed to prove sceptical leadership right—then solve for it.

Testimonial - Dan Moskovenko

Marketing Manager

"Migrating data is never fun, but Paul supported us the whole way. Previously, we used external tools for email campaigns, social media, and ad reporting. HubSpot integrated everything and connected it to the CRM, which simplified reporting while giving us visibility into marketing's influence on revenue. As a Marketing Manager at Plexal, I love it!"

Results

The transformation delivered measurable organisational impact across adoption, operations, and business confidence:

Organisational Adoption:

80 active users are operational across three locations
Three distinct teams (real estate, accounts/programs, marketing) actively using a unified system
Zero revenue disruption during phased rollout
Government confidentiality protocols embedded by design
Clean data foundation enabling reliable reporting across a dual business model

Operational Wins:

Real estate team managing workspace sales and asset utilisation in a unified system
Accounts/programs tracking government/corporate partnerships separately from transactional sales
Marketing is integrated across both business models with full attribution visibility
Multi-location coordination is functional without data silos

Financial Impact:

Annual cost savings from Salesforce → HubSpot migration
Operational efficiency gains from consolidated tooling (replaced multiple disconnected marketing platforms)

The Business Win:
Leadership validated their decision to proceed through strong user adoption, positive cross-organisational feedback, and the ability for teams to continue implementation independently—moving at speed without total reliance on external consultants.

Strategic Advantage Created

The engagement didn't just migrate platforms, it rebuilt Plexal's operational foundation around a system designed for how the organisation actually works.

This shifted Plexal from "another failed CRM implementation" to a scalable, adopted revenue operations system that 80 users across complex workflows actively trust and use.

Plexal left the program with:

An adopted CRM system that 80 users across three teams actively use because they helped design it

A clean data foundation with government-grade security protocols embedded, enabling trusted reporting across dual business models

Organisational capability to continue evolving the platform independently, without external consultant dependency

Proven phased rollout methodology that protected revenue operations while building momentum through early wins

Leadership confidence restored in CRM as an organisational enabler, not a technology burden

Cross-functional visibility into real estate sales, partnership delivery, and marketing impact—unified for the first time

Case Study: Enterprise CRM Adoption at Scale

How We Turned 80 Salesforce Licenses Nobody Used Into Full-Organisation HubSpot Adoption Across Three Locations

Overview

Our Approach

1. Diagnose the Adoption Failure Before Touching Technology

2. Clean Data Foundation Before Migration

3. Collaborative Workflow Design

4. Strategic Phased Rollout to Protect Revenue

Testimonial - Jennifer Underwood

Head of Sales & Member Experience

Execution Highlights

Testimonial - Dan Moskovenko

Marketing Manager

Results

Strategic Advantage Created

Transform CRM Skepticism Into Organisational Adoption

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