S
SmartBug.
Elite HubSpot Partner · 2024 & 2025 NA Partner of the Year
Proposal date
July 2026
Prepared for Kenco

Kenco’s Connected
Revenue Platform

Salesforce → HubSpot CRM Migration & Revenue Process Transformation

Kenco is already using HubSpot Marketing Hub Enterprise and is evaluating a move from a long-standing, highly customized Salesforce Unlimited environment into a unified HubSpot platform. The proposed program combines a controlled CRM/data migration with a flexible bank of strategy and configuration hours to rebuild sales processes, reporting, governance, and adoption around 20–40 new Sales Hub users.

Existing HubSpot Marketing Hub Enterprise customerSalesforce in production since 2009~1.56M in-scope source records20–40 planned Sales Hub licensesOne unified customer and revenue platform
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S
SmartBug.
Section 1 · Prepared for

Kenco

Engagement
Salesforce-to-HubSpot CRM migration, integration re-platforming, and revenue process optimization
Current HubSpot footprint
Marketing Hub Enterprise
Planned expansion
20–40 Sales Hub users
Proposal date
July 2026
Migration scope Investment
Executive overview

Kenco’s migration is complex primarily because of the depth of its Salesforce data model and record history — not because of custom Apex or active legacy workflow code. The current sales pipeline is a relatively clean six-stage process, while the core objects contain extensive field customization, historical activity, custom objects, files, and third-party integrations.

SmartBug’s approach is to rationalize what should move, migrate the data that matters, rebuild the logic that still supports the business, and use the existing HubSpot portal as the foundation for a unified marketing and sales platform.

This is a migration into an existing HubSpot portal, not a blank-slate implementation. A HubSpot/Salesforce marketing sync is already active, so deduplication and overlap reconciliation are central to the plan.

800 hrs
Migration program
250 hrs
Optimization bank
~6–7 mo
Planning range
Section 2 · Current-state profile

What we’re migrating

A Salesforce environment in production since 2009, with a clean six-stage sales pipeline sitting on top of a deep, heavily customized data model. These figures frame the scope, sequencing, and rationalization decisions ahead.

43
In-scope objects
~1,563,302
Total records
~837
Custom fields across 4 core objects
318
Salesforce users (many inactive)
Custom fields by core object
Opportunity311
Lead190
Account190
Contact146

Approximately 837 custom fields across Opportunity, Lead, Account, and Contact.

Core records

Contacts
55,556
Leads
103,933
Accounts
20,000
Cases
39
Campaigns
943

Activity & engagement

Tasks
1,034,178
Call-type Tasks
106,346
Events (+ group/proposed)
2,907 + 605
Email Messages
10,825
Notes
5,949
Feed Items / Comments (Chatter)
121,147 / 1,315

Commercial data

Products
47
Price Book / Entries
1 / 45
Opportunity Line Items
3,481
Quotes / Quote Line Items
572 / 1,428

History & archive candidates

Snapshot records
74,009
Opportunities Historical
7,739
Attachments
1,495
Content Versions
55
Matching consideration

Approximately 10,600 Leads and 6,900 Contacts are missing email addresses and cannot be automatically matched by email. We’ll agree a treatment path for these records in discovery.

File volume to reconcile

The file report shows 1,495 Attachments and 55 Content Versions, while an earlier estimate suggested approximately 8 GB of content. This is reconciled before final file-migration execution.

Cleanup opportunity

Field-usage analysis shows a meaningful number of deprecated, test, duplicate, and low-use fields — a substantial field rationalization and cleanup opportunity. The program intentionally uses rationalization to avoid recreating unnecessary complexity in HubSpot.

Section 3 · Approach

Four migration principles

Principle 1

Migrate with intent

Move business-critical data, not every historical artifact.

Principle 2

Protect the existing portal

Reconcile records created by the current Salesforce/HubSpot sync before loading new data.

Principle 3

Rebuild for HubSpot

Translate business outcomes, permissions, calculations, and validation into HubSpot-native architecture instead of copying Salesforce one-for-one.

Principle 4

Validate before cutover

Reconcile counts, associations, properties, activities, files, and ownership before go-live.

Section 4 · Full migration scope

Ten delivery workstreams

615 delivery hours across ten workstreams, each with a clear objective and defined activities. Expand any workstream for the detail.

Section 5 · Object disposition

Where every object lands

The recommended direction for each source object — what moves, what requires a decision, what is archived, and what is intentionally left behind.

MigrateDecisionArchiveExclude
Accounts
Migrate
20,000
Smart Transfer to Companies
Contacts
Migrate
55,556
Smart Transfer to Contacts; dedupe on email
Leads
Migrate
103,933
Smart Transfer to Contacts; dedupe on email
Opportunities
Migrate
5,210
Smart Transfer to Deals plus custom-field fill-in
Cases
Migrate
39
Smart Transfer to Tickets
Tasks
Migrate
1,034,178
Smart Transfer to Tasks with cutoff
Call-type Tasks
Migrate
106,346
Map to Calls with cutoff
Events plus group events
Migrate
3,512
Smart Transfer to Meetings
Email Messages
Migrate
10,825
Smart Transfer to Email Activities
Notes
Migrate
5,949
Smart Transfer to Notes
Campaigns / members
Migrate
943 campaigns / high membership volume
One-time lists
Products / Price Book / line items
Migrate
47 / 1 / 3,481
Custom migration to product library and deal line items
Quotes / Quote Line Items
Decision
572 / 1,428
Disposition decision required
Native custom objects
Migrate
~11 in scope
Custom-object / target-model migration
Snapshot
Archive
74,009
Archive/export unless otherwise selected
Opportunities Historical
Archive
7,739
Archive/export unless otherwise selected
Feed Items / Feed Comments
Exclude
122,462
Exclude as Chatter
Managed-package objects
Exclude
—
Exclude
Attachments / files
Decision
Volume to reconcile
Reconcile volume, then one-time transfer plus dedicated migration as needed
Section 6 · Revenue process & reporting optimization bank

Build the Future-State Operating Model

The migration establishes data fidelity. The separate 250-hour bank gives Kenco the flexibility to redesign how Sales Hub actually works for the business — process, reporting, governance, enablement, and adoption.

This is a flexible bank, not a fixed checklist. Priorities are set jointly during discovery and re-prioritized in waves as the migration progresses.

250
Flexible hours
$175
Per hour
$43,750
Bank total

This bank is for HubSpot strategy, configuration, reporting, enablement, and process redesign. Highly custom development or net-new third-party integrations outside the migration scope would be separately evaluated if needed.

Examples of eligible work
  • Sales process and lifecycle redesign
  • Deal stages, required fields, playbooks, and guided selling
  • Lead routing, assignment, SLAs, and follow-up automation
  • Workflow and task rationalization
  • Forecasting architecture and pipeline governance
  • Custom reports, dashboards, executive scorecards, and attribution visibility
  • Team and permission redesign across divisions
  • Marketing-to-sales handoff alignment within the existing Marketing Hub Enterprise portal
  • Sales Hub onboarding and role-based training for 20–40 users
  • Data governance, naming conventions, property standards, and operating documentation
  • User acceptance support, launch enablement, and post-go-live stabilization
  • Additional HubSpot configuration priorities identified during discovery
Section 7 · Preliminary timeline

A phased roadmap, roughly 6–7 months

Sequencing is preliminary and will be finalized at kickoff. The overall planning range depends on activity retention, file volume, field-pruning decisions, integration findings, Kenco availability, and UAT turnaround. Optimization work runs in parallel with migration delivery.

Phase 0Weeks 1–4
Discovery, access, sync analysis, architecture, and decisions
Phase 1Weeks 3–8
Field rationalization, object design, owner mapping, and migration planning
Phase 2Weeks 7–18
Standard/custom data migration builds, products, activity, files, and integrations
Phase 3Weeks 17–24
Validation, UAT, delta migration, and cutover
Phase 4Weeks 8–28
Revenue process/reporting optimization — prioritized in waves, running in parallel

Illustrative sequencing only. Phase 4 optimization begins during architecture and continues through approximately week 28, prioritized in waves alongside migration delivery.

Section 8 · Investment

One program, two funding lines

A fixed-scope migration program plus a flexible optimization bank — so data fidelity and future-state process design are funded deliberately, not traded against each other.

Card 1

Salesforce → HubSpot Migration Program

$156,000
800 total hours · $195/hour
  • 615 delivery hours
  • 123 project-management hours (20% of delivery subtotal)
  • 62 contingency hours (10% of delivery subtotal, rounded as quoted)
Card 2

Revenue Process & Reporting Optimization Bank

$43,750
250 hours · $175/hour
  • Flexible allocation for HubSpot strategy, configuration, reporting, governance, training, and stabilization
Total

Total Proposed Investment

$199,750
1,050 total hours

Existing HubSpot subscription and 20–40 new Sales Hub licenses are purchased separately from HubSpot and are not included in SmartBug services pricing.

Migration hours breakdown
WS1 · Discovery, environment, integration reconciliation60
WS2 · Standard object migration / Smart Transfer70
WS3 · Field rationalization and property mapping100
WS4 · Calculated logic and business rule recreation80
WS5 · Custom object migration60
WS6 · Product, pricing, and quote data35
WS7 · Activity and engagement history60
WS8 · Files and attachments40
WS9 · Third-party integration re-platforming60
WS10 · Validation, reconciliation, and cutover50
Delivery subtotal615
Project Management (20%)123
Contingency (10%)62
Migration total800
Optimization bank250
Combined total1,050
Investment notes
  • All prices USD.
  • Migration work is quoted at $195/hour.
  • Optimization bank is quoted at $175/hour.
  • Final sequencing will be confirmed during kickoff.
  • Material scope changes, including confirmation of the larger file volume or new custom integration requirements, will be documented before additional work proceeds.
Section 9 · Prerequisites & decisions required

Nine decisions that shape the plan

These are resolved during discovery and the migration-decision workshop. Each one directly affects sequencing, effort, and the final shape of the HubSpot architecture.

1

Confirm target HubSpot subscriptions, hubs, tiers, and entitlements. Cases-to-Tickets requires the appropriate Service Hub capability. Smart Transfer custom-field mapping and custom objects depend on applicable HubSpot entitlements; confirm with HubSpot before execution.

2

Agree how aggressively to rationalize approximately 837 core-object custom fields.

3

Decide whether the current HubSpot/Salesforce sync continues, pauses, or is decommissioned during migration.

4

Set the activity-retention boundary for approximately 1.14M Task and call records.

5

Choose whether retained formulas and rollups become live HubSpot logic or static point-in-time values.

6

Confirm custom objects to keep/archive and confirm Snapshot and Opportunities Historical are archived rather than recreated live.

7

Reconcile file volume: approximately 1,550 file records versus the earlier approximately 8 GB estimate.

8

Decide Quote/Quote Line Item treatment and confirm Chatter exclusion.

9

Make retain/retire decisions for third-party tools and determine the purpose of the custom JWT integration.

Section 10 · Assumptions & out of scope

What this program does and doesn’t include

Section 11 · Why SmartBug

The partner teams choose for complex CRM migrations

Elite-tier HubSpot expertise paired with data migration and integration engineering — the combination this program requires.

5.0
Avg rating
800+
Five-star reviews
4×
Partner of the Year
View on HubSpot

World's largest and most decorated HubSpot partner

Depth of bench across every hub, with delivery experience spanning enterprise-scale portals.

HubSpot North America Partner of the Year, 2024 and 2025

A four-time Partner of the Year winner recognized for delivery quality and client outcomes.

800+ five-star reviews in the HubSpot ecosystem

Verified feedback published on the public HubSpot Solutions Marketplace listing.

Deep Salesforce-to-HubSpot migration expertise

CRM architecture, data migration, and integration specialists who have run this exact motion at scale.

Flexible delivery model

From strategic consulting through full white-glove implementation, scaled to how your team wants to work.

Cross-functional delivery team

HubSpot strategy, data migration, technical architecture, integration, enablement, and project management under one roof.

Ratings and review counts reflect the public HubSpot Solutions Marketplace listing.

Move Kenco to one connected growth platform.

SmartBug will begin by validating access, confirming HubSpot entitlements, reconciling the active sync, and finalizing the migration decisions that most affect sequencing. From there, the team will execute the migration in controlled waves while jointly prioritizing the 250-hour optimization bank around the processes and reporting that matter most to Kenco.

Step 1
Confirm HubSpot products and planned Sales Hub seat count (20–40)
Step 2
Provide read-only Salesforce and integration access
Step 3
Complete migration-decision workshop
Step 4
Finalize SOW and launch kickoff
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Proposal date: July 2026
HubSpot Elite Solutions Partner
2024 & 2025 NA Partner of the Year
CRM + Data Migration Accredited