Integration Syncs
SCALABLE REVENUE SYSTEM BUILT FOR KEES WITH NETSUITE–HUBSPOT INTEGRATION
7900+
20K
CRM Records
HVAC Manufacturing
Industry
The Challenge
HVAC manufacturer KEES operates a high-volume B2B sales process where quotes range from quick-turnaround orders to six-figure, multi-month engineering projects.
NetSuite managed the official quote record, but the sales team had no reliable way to track pipeline movement, follow up consistently, or forecast with confidence.
HubSpot was in place but wasn't being leveraged as a sales tool. The two systems weren't talking. High-value quotes sat without follow-up. Deal owners had no structured workflow to act on. And without a defined integration, leadership couldn't see where revenue was at risk or where opportunities were stalling.
The goals were clear: establish a single source of truth for quote data, sync qualifying NetSuite quotes into HubSpot automatically, and build structured follow-up workflows so no meaningful opportunity went cold.
The Solution
Market Veep partnered with KEES to design and implement a full integration strategy spanning native HubSpot–NetSuite sync, a coordinated Celigo-powered quote-to-deal flow, and a suite of follow-up workflows and sales process tools ready for the team to activate.
Rather than forcing both systems to do the same job, the strategy gave each tool a clear mandate: NetSuite as the source of truth for quote creation and record management; HubSpot as the engine for pipeline visibility, follow-up, and sales activity.
The result is a connected revenue architecture where the native integration is live, qualifying quotes are positioned to flow automatically into HubSpot via Celigo, and the KEES team has everything they need — workflows, pipeline structure, documentation, and training — to run a consistent, scalable sales process.
Key Results:
- Creating missing HubSpot properties for Contacts and Companies, configuring property types and dropdown values, and validating HubSpot's readiness for data import
- Field mapping, property configuration, and record association logic built across contacts, companies, and deals to support accurate, relationship-linked pipeline data
- Migrating two-plus years of historical NetSuite contact and company records into HubSpot, enabling the historical data sync, and validating data accuracy and record relationships
- Setting up and confirming the ongoing sync between both platforms
- Follow-up workflows built and ready to activate, designed to trigger tasks, contact outreach, and pricing feedback sequences without rep involvement
- Three pipelines consolidated into one streamlined pipeline with defined deal stages, weighted values, and documented next steps
- Sales team equipped with recorded training sessions and written SOPs for both platforms
- Provided documentation and a plan for a third-party Celigo integration to expand upon the native integration capabilities
A Defined System Architecture
Before the engagement, KEES lacked an easy-to-understand and maintained view of its quote pipeline. Market Veep established a clear system-of-record framework: NetSuite owns quote creation and official record management; HubSpot owns sales visibility, follow-up, and pipeline reporting. With defined ownership, the team has a clear foundation to build on as the full system comes online.
Pipeline and Sales Process Strategy
KEES entered the engagement with three separate deal pipelines and an inconsistently applied process for managing quotes across their sales process. Market Veep reviewed the existing pipelines, assessed how the new integration would affect deal flow, and developed a strategy to consolidate everything into one streamlined pipeline. The recommended KEES Quote Pipeline was designed with deal stages that reflect clear, completed milestones, reducing interpretation, eliminating confusion, and giving every rep and manager a consistent view of where each opportunity stands. Each stage was paired with defined next steps for both NetSuite and HubSpot, so when the team is ready to move, the process is already documented and waiting.
Native Netsuite HubSpot Integration
Market Veep completed the foundational integration work required to connect NetSuite and HubSpot using the native integration. This phase focused on preparing HubSpot to receive synchronized contact and company data and confirming that the overall system was correctly configured and live.
Celigo-Powered Quote Sync
The native HubSpot–NetSuite integration does not support quote-to-deal sync. Market Veep evaluated the available options and developed the integration plan and technical documentation that KEES's Celigo partner used as the foundation for configuring the deal flow. Once the Celigo implementation activated, qualifying quotes sync into HubSpot every 15 minutes as deals, complete with customer data, amount, project type, sales engineer assignment, and deal stage. Market Veep also produced post-integration documentation, so the KEES team was prepared to work within the connected system when it went live.
Workflows Built for Consistent Follow-Up
Market Veep designed and built a set of follow-up workflows ready for the KEES team to activate. For high-value quotes, a structured sequence triggers on quote value and status, sending outreach emails, creating tasks for the quote owner, and following up on pricing feedback, job award status, and project scheduling over the following weeks. For standard leads and quotes, tiered workflows are calibrated to lead type: QDF leads with a 37-day sequence, Quick Ship quotes on an accelerated 7-day cadence, and sample requests on a 30-day check-in schedule. Each workflow is built and configured; the team can switch them on when ready.
THE BUILDING BLOCKS OF A
Connected Revenue System
Deal Pipeline Strategy
Three existing pipelines consolidated into one streamlined KEES Quote Pipeline, with defined deal stages, weighted values, and system-specific next steps documented for day-to-day use.
Native HubSpot NetSuite Integration
Foundational integration connecting NetSuite and HubSpot, including property creation, field mappings, sync settings, data migration, and confirmed ongoing sync.
HubSpot Data Model
New properties, field types, and dropdown values created in HubSpot to support accurate deal, contact, and company records synced from NetSuite.
Data Migration and Validation
Two-plus years of NetSuite contact and company records migrated into HubSpot and validated for accuracy.
Record Association Logic
Deal sync configuration established so deals will link to matching company and contact records using NetSuite identifiers, ensuring the pipeline reflects real account relationships.
Lead Nurture Workflows
Tiered follow-up sequences designed and configured in HubSpot, calibrated to opportunity size and lead type, ready for the team to turn on.
HubSpot Training
Group and individual training sessions on the integration, CRM, and HubSpot Sales Hub features.
SOP Documentation
Recorded training sessions and written SOPs so the KEES team can operate both systems correctly and consistently when fully live.
CONNECT YOUR SYSTEMS FOR
Predictable Pipeline Visibility
Market Veep works with B2B manufacturers and industrial companies to build the sales and marketing systems that drive predictable revenue growth.
We architect customized HubSpot solutions that include:
- CRM configuration
- System integration
- Automated workflows
- Pipeline reporting
- Inbound lead generation
If you're ready to get control of your forecast and give your sales team the tools they need to close more deals, we'd love to be your partner.
Contact us today for your free proposal.
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