Streamlining Processes with Salesforce to HubSpot Migration

Background

Airfinity is a life sciences and data analytics company specialising in forecasting and insights for global health. During the COVID-19 pandemic, the organisation became widely recognised for its infectious disease forecasting models, with this data-driven approach forming the heartbeat of the company’s work.

Internally, Airfinity relied on Salesforce as the central CRM for its sales operations, while the marketing team used Pardot to manage campaigns and lead engagement. Salesforce served as the primary system for tracking sales activity and customer relationships across the business. However, over time the platform became increasingly over-engineered, ultimately prompting Airfinity to look for a more streamlined solution.

Challenges

Airfinity began to encounter several challenges with their existing systems, which made it increasingly difficult for teams to work efficiently and maintain clear visibility across sales and marketing activities:

• Over-engineered system: Over time, the Salesforce setup had become heavily customised and complex, making it difficult for teams to navigate and manage day-to-day tasks.
• Lack of alignment between sales and marketing: With sales operating in Salesforce and marketing in Pardot, teams struggled to maintain a fully aligned view of leads, engagement, and pipeline activity.
• Clunky user experience: The overall system felt inconvenient, requiring multiple steps and workarounds to complete relatively simple actions.
• Data blind spots: Disconnected processes and limited visibility meant that important insights around customer engagement and performance were often difficult to access or fully trust.

Solution

To address these challenges, Airfinity decided to migrate from their existing Salesforce and Pardot setup to HubSpot, selecting a platform that could unify their sales and marketing operations within a single system. Their goal was to simplify processes, improve visibility across teams, and create a more intuitive environment that would support both day-to-day operations and long-term growth.

To support the transition, Airfinity partnered with BBD Boom as their HubSpot implementation partner, working to manage the migration and platform setup within a three-month timeframe. During this process, Salesforce and Pardot data were consolidated into HubSpot, enabling the organisation to move away from fragmented systems and towards a more streamlined, connected CRM environment.

Outcomes

Following the migration to HubSpot, Airfinity gained a more streamlined and connected CRM environment, enabling both sales and marketing teams to operate from a single, unified platform. By consolidating their systems, the organisation eliminated many of the inefficiencies and silos that previously existed between Salesforce and Pardot, allowing teams to access the same data, insights, and processes in one place.

Airfinity also benefited from a more intuitive and user-friendly platform, which made it easier for teams to adopt and use the system in their daily work. Simplified workflows reduced administrative friction and enabled users to focus more on strategic activities such as nurturing prospects, analysing performance, and strengthening customer relationships.

With clearer reporting and more reliable data, the team gained greater visibility into performance and engagement, helping them identify trends and support more informed decision-making. By bringing together sales, marketing, and CRM data, Airfinity was able to eliminate previous blind spots and build a stronger, more scalable foundation for growth.

Reflecting on the transition, Karan Sharma, Sales Operations, at Airfinity noted how seamless the implementation process felt for the team:

“There wasn't any post implementation blues, you know, this isn't working, that isn't working… Everything felt smooth.”

Conclusion

By migrating from Salesforce to HubSpot with the support of BBD Boom, Airfinity was able to simplify their systems and create a more intuitive platform to support their growing organisation. The transition delivered a smoother user experience, clearer visibility across the customer journey, and a CRM foundation better suited to collaboration and future scalability.

Karan Sharma, Sales Operations, at Airfinity shared:

“I feel at ease suggesting anyone to get in touch with yourselves at BBD Boom, I think you are extremely experienced in migrations and the actual engineering of HubSpot.”

Thinking about moving from Salesforce to HubSpot?
Our team specialises in seamless CRM migrations that bring your teams together. Get in touch with BBD Boom today to see how we can support your transition.