The Client
Transportation and logistics is a big industry. Companies range in size from 1 employee to 100,00 employees. Some companies help people travel, other companies move products and goods. There are niches and specialties in warehousing, logistics, last mile, scheduling, staffing and more. Our client found a very specific niche in this space several years ago and has since grown up to several hundreds of employees and a rapidly growing list of big client contracts.
From the outside, the company had traction. But behind the scenes, their internal systems told a different story.
They used HubSpot, Salesforce, and Outreach to run marketing and sales. And despite being connected, there were still a lot of missing pieces. Marketing reports lived in HubSpot. Sales reports lived in Salesforce. And the siloed data was barely usable for what they needed. The whole team, from the founders to those on the ground, knew they had to demonstrate their value to grow. But without integrated systems or reliable reporting, it was clear they couldn’t.
The Problem
As things were set up, leads came into HubSpot, but they were all treated the same. Even if someone filled out a request form, the system didn’t update their lifecycle stage to help the teams decide on priorities. Filtering by email domain and vertical helped push some leads into Salesforce, but it wasn’t enough. Notifications were going to inboxes, not the tools the team actually used. And because of all of this, important leads were getting missed.
Meanwhile, the backend connections left a lot to be desired. Nearly 100 workflows were running, and most of them were conflicting, undocumented, or outdated. Some had been built by people who no longer worked at the company. Lead data wasn’t syncing cleanly, sales didn’t know which leads mattered, and marketing didn’t have the full picture. On top of that, reports were built with out-of-the-box templates that didn’t reflect real buyer journeys or expected revenue.
They needed clear, accurate data. And they needed systems that could support how they actually worked. That's when they reached out to ClearPivot.
The Solution
Before anything could change, ClearPivot and the logistics provider's team needed to understand the current state. That meant documenting exactly what was happening across HubSpot and Salesforce. That's when the process of mapping out the whole customer lifecycle journey and integrations took place. Once the team had everything spelled out, the priorities became clear.
First: clean up the workflows. From nearly 100 competing automations, ClearPivot reduced the system to just over a dozen clean, purpose-built workflows. Each was documented, tested, and built to last.
Next: fix the integration. The Salesforce–HubSpot sync had been pushing unnecessary data back and forth, causing errors and duplications. ClearPivot realigned the systems, cleaned up fields, and ensured the stages matched on both sides.
Lead scoring came next. The company needed a way to separate high-budget opportunities from lower-priority leads, especially for their ICP (ideal customer profile) prospects. The new scoring model pulled in data from public sources and engagement signals to help sales focus on the right accounts faster.
Then came the reports. ClearPivot replaced generic dashboards with tailored ones that showed the team exactly what they needed to see. These included customer journey analytics, helping the team finally see how leads moved through the pipeline and where things stalled.
The Results
For our client, the difference was immediate. For the first time, sales and marketing finally spoke the same language. Leads were routed properly and the integration no longer introduced errors. And the dashboards gave the team exactly what they needed: answers to real business questions that help them make better choices.
Marketing could track how leads moved from initial inquiry to contract. Sales could prioritize districts with real budgets. And leadership could trust their reporting instead of questioning murky data.
What started as a workflow cleanup became something bigger. Our client didn’t just fix their tools. They built a foundation for better collaboration, better data, and better decisions. Just like their drivers, their team finally had a system that knew exactly where to go next.
