Healthcare & MedTech · Case Study
Building a multi-entity HubSpot foundation for a specialized medical distributor.
How Sector Growth rebuilt Remington Medical's CRM across two business entities, retiring Salesforce, ActiveCampaign and Webflow, and standing up all six HubSpot Hubs plus a second portal for its U.S. sister brand Vale Medical.
- Industry
- Medical Equipment & Device Distribution
- Client
- Remington Medical (+ Vale Medical)
- HubSpot Products
- Marketing · Sales · Service · CMS · Operations
- Migrations
- Salesforce · ActiveCampaign · Webflow
- Scope
- Multi-phase implementation & optimization
- 6
- HubSpot Hubs deployed end-to-end
- 2
- Portals stood up (Remington + Vale)
- 10K
- Legacy contacts curated & deduplicated
- 3
- Custom ticket pipelines (CS, Repair, CPM)
01 · The challenge
A 20-year-old distributor running on a CRM nobody trusted.
A previous implementation had bulk-imported two decades of ERP history into HubSpot, 10,000 contacts, thousands of duplicates, and 8,000 'pro' records with no usable email. Sales ran on Outlook, service ran on a shared inbox, and two business entities lived tangled in the same database.
Sales: no adoption, no visibility
- Reps working from Outlook, sticky notes and tribal memory.
- Long capital-equipment cycles with no pipeline forecasting.
- Three sales channels (web, distributor, independent reps) working the same accounts.
Service: running on email
- Three-person team on one shared Outlook inbox.
- No SLA enforcement, no ticket tracking, no CSAT.
- International spam polluting the queue.
Two entities, one mess
- Remington (Canada) and Vale (U.S. shockwave) in one database.
- CASL and U.S. lead-routing logic conflicting inside one portal.
- Freight, trials and dealer-tier pricing with no fit in default HubSpot.
“We have a complex model that does not fit in the standard "out-of-the-box" solution. Nijat and Sean were able to help us build the foundation we needed to scale properly.”
02 · The solution
Two portals. Six Hubs. Built around how the business actually sells.
We ran the engagement in two phases, foundation first, then Vale expansion and Remington optimization, treating it as a CRM strategy program, not a migration.
- 01
Foundation across all six Hubs
Retired Salesforce and ActiveCampaign. Migrated Webflow to HubSpot CMS. Configured DNS, SPF, DKIM and sending infrastructure end-to-end.
- 02
Custom sales & trial pipelines
Capital-equipment pipeline with freight, tracking, payment and delivery properties. Dedicated trial pipeline with automated stage progression. 90-day-no-activity → house-account routing.
- 03
Service Hub rebuild
Three ticket pipelines (Customer Service, Service & Repair, CPM Rentals), knowledge base at knowledge.remingtonmedical.com, live chat with after-hours ticket creation, spam-filter pipeline and 3-day auto-close.
- 04
Vale Medical portal
A separate U.S. portal with its own users, pipelines, forms and country-based routing. Curated migration of U.S. contacts, companies and deals, respecting the independent-rep resale model.
- 05
Optimization & integrations
Shopify ↔ HubSpot for tiered pro/dealer pricing, ERP-to-HubSpot monthly pipeline for out-of-CRM orders, 25-day inactivity workflow for marketing-contact cost control, and pro/list discount-group automation.
03 · The outcome
One platform, two entities, three sales channels, finally aligned.
Centralised customer record
Sales, service and marketing share a single source of truth. Emails, tickets, deals, chat, ERP orders, all on one contact.
Service off email, onto SLAs
Help-desk workflow with SLAs, three ticket pipelines, stale-ticket auto-close and a customer-success workspace as the team's daily home.
Database integrity restored
10K inherited records curated, deduplicated and segmented into clean pro/list categories with active discount-group automation.
Two portals, zero conflict
Vale operates in its own portal with U.S. rep workflows; Remington's Canadian motion runs cleanly next door. Country-based form routing keeps them separate at the point of capture.
“We will be sure to use your team again for more complex CRM and API projects down the road.”
04 · Stack
Products & integrations used.
| HubSpot Marketing / Sales / Service | Full-platform implementation across both portals. |
|---|---|
| HubSpot CMS & Content Hub | Webflow retired. Site rebuilt on HubSpot CMS with knowledge base. |
| HubSpot Operations Hub | Data-sync integrations, custom-coded workflows and CBS ERP data pipeline. |
| Shopify integration | Tiered pro / dealer pricing storefront synced to HubSpot orders and contacts. |
| Salesforce & ActiveCampaign migration | Both legacy systems retired and consolidated into HubSpot. |
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