Enterprise CRM implementation with migration from legacy systems, ERP integration, and scoring rules and pipeline automation.
A CRM implementation that works is not the one with the most features, but the one that fits the team's real sales process. If the business is inbound and marketing generates most of the opportunities, HubSpot organises the handover from marketing to sales better because it was built for that flow.
If the organisation is large, with several product lines and a long, complex sales cycle, Salesforce scales better thanks to its customisation depth and its department-level approval rules. And if the company already lives in the Microsoft ecosystem — email, Teams, Dynamics 365 Business Central —, Dynamics 365 Sales avoids duplicating tools and shares users, permissions and data with the rest of the suite.
Choosing the wrong platform before looking at the sales process is the most common reason a CRM ends up half-empty six months after go-live.
| Platform | Best fit | Why we implement it there |
|---|---|---|
| HubSpot | Inbound-led sales, SMEs | Visual pipeline, email sequences and lead scoring integrated with the marketing front door |
| Salesforce | Large enterprises, complex processes, multiple product lines | Advanced reporting, territories and Flow automation |
| Dynamics 365 Sales | Companies already on Microsoft 365 / Dynamics 365 Business Central | Natively integrated with Outlook, Teams and Power BI |
Beyond the platform itself, three concrete variables are worth checking before deciding:
Choosing the platform matters as much as the implementation itself. We work with HubSpot for integrated marketing-and-sales deployments, where the visual pipeline, email sequences and lead scoring need to coexist with the marketing front door.
We work with Salesforce in organisations with complex sales processes, multiple product lines and large sales teams that need advanced reporting, territories and Flow automation. And, as a Microsoft partner, we implement Dynamics 365 Sales natively integrated with Outlook, Teams and Power BI for companies already running on Microsoft 365 or on Dynamics 365 Business Central as their ERP.
What really sets one CRM implementation apart from another is the integration with the ERP. Without that connection, the salesperson lives in the CRM while the order, the invoice and the stock live in another system, and someone ends up typing the same data twice or living with doubt about which version is correct.
We synchronise customer, contact and opportunity in the CRM with customer, order and invoice in the ERP — Sage 200 and X3, Business Central, Odoo, Holded or whatever the company already uses —, so the sales team sees the billing history without leaving the CRM and administration sees the real state of the pipeline without asking for it by email.
This connection with the ERP is, in fact, what sets a CRM implementation by Summum Sistemas apart from a pure CRM implementer: we do not just configure the sales platform, we marry it to the system that already runs the company's accounting, stock and billing.
Migration is the part that causes the most concern, and the one that should cause the least when it is done properly. We start from an export of the previous system — a spreadsheet, a legacy CRM or the ERP itself — and clean up duplicates, normalise fields and rebuild the opportunity history before loading it.
The complexity is not the same in the two most common cases:
In both cases, the goal is for the sales team to open the new CRM on day one and find it already clean and organised, rather than relying on someone tidying it up gradually afterwards.
When we talk about a bespoke CRM, we mean adapting an existing platform — fields, funnels, scoring rules, automations — to the company's real sales process, not building a CRM from scratch. It is a distinction worth making clear, because the two needs are easily confused.
If what you need is to configure HubSpot, Salesforce or Dynamics 365 Sales to speak the language of your sales funnel — your stages, your required fields, your rules for who sees what —, that is exactly the scope of a properly built bespoke CRM.
If, on the other hand, the business does not fit any existing sales platform and needs an application built from scratch for a process that is not sales-related, or that goes far beyond what any CRM on the market covers, that is the territory of Custom development, another Summum Sistemas service.
The methodology we follow avoids the most common mistake in these projects: configuring the CRM before the sales process it needs to support is clear. That is why we always start with the process, continue with the technical implementation and the ERP integration, and close with training by sales role, not one generic session for the whole team.
An enterprise CRM is not the first tool every business needs. If the sales team is one or two people and the volume of opportunities fits in a well-kept calendar and notes, the problem is probably not the platform but follow-up discipline, and a full CRM platform would be oversized for that case: it costs more to implement and maintain than it delivers.
The implementation starts to pay off once the typical symptoms of outgrowing informal tools appear: opportunities lost because nobody followed up, salespeople who do not know what marketing told the customer before they call, or administration unable to invoice because it does not know what was closed.
From there, the more people and departments that touch the same customer, the more the full platform earns its keep.
We design the sales process before touching the CRM: what happens when a lead comes in, who qualifies it, at what point it becomes an opportunity, and what information each role needs to move it forward. If the process is not clear, no CRM will clarify it on its own.
We configure the chosen platform — HubSpot, Salesforce or Dynamics 365 Sales — with the company's real fields, pipelines and roles, import the already-clean data, and activate the scoring and automation rules agreed in the previous stage.
We connect the CRM with the ERP, telephony, email and the marketing tools the company already uses, so customer, order and invoice travel in both directions with no manual double entry.
We train by sales role — not one generic session —: field sales, account management, sales leadership and administration each see only what they need for day-to-day work.
The operational detail: what we deliver as part of the engagement and what we keep active afterwards.
HubSpot for inbound and SMEs
We work with HubSpot when marketing generates most of the opportunities: visual pipeline, email sequences and lead scoring integrated with the marketing front door.
Salesforce for large enterprises
We work with Salesforce in complex sales processes, with multiple product lines, sales territories and a need for advanced reporting and Flow automation.
Dynamics in the Microsoft ecosystem
As a Microsoft partner, we implement Dynamics 365 Sales natively integrated with Outlook, Teams, Power BI and Dynamics 365 Business Central.
Migration from legacy systems
Export, duplicate clean-up and rebuilding the opportunity history before loading, so the team finds it already clean from the first login.
Scoring and pipeline rules
Tailored to your actual sales cycle and to the signals that genuinely predict a won opportunity, not to a generic template.
ERP integration
Customer, contact and opportunity in the CRM synchronised with customer, order and invoice in the ERP: sales sees billing without leaving the CRM.
CRM connects with ERP, marketing and data.
It depends on your process, marketing and ERP. A 45-minute call for the diagnosis.
HubSpot starts free; Salesforce is paid from the first user, with no free plan. Licence pricing is set by each vendor according to the plan chosen; we quote implementation as a fixed figure, not by the hour.
We handle it: clean data, full history, no loss.
It depends on how many things you want living in the same place. A full CRM platform brings sales, marketing, customer service and after-sales together on the same customer record, and it makes sense when those teams get in each other's way: sales does not know which campaign reached the customer, or support cannot see there is an open quote.
If you are two salespeople and the pain is not knowing where each deal stands, a simpler CRM does the job and goes live in weeks rather than months. The implementation differs a lot between the two cases: the full platform forces you to agree upfront who owns the data and how it connects to the ERP, and that is where the project is won or lost.
The initial diagnosis decides which of the two you need, with no obligation.
Between 2 and 4 months depending on the number of users, the complexity of the sales process, and whether there is data migration from a previous system.
Yes: we synchronise customer, contact and opportunity in the CRM with customer, order and invoice in the ERP — Sage 200, Business Central, Odoo, Holded or whichever you use — with no manual double entry.
Adapting an existing platform — HubSpot, Salesforce or Dynamics 365 Sales — to your real sales process: the fields you actually use, your funnel stages and the automations that make sense for your business. It is not building a CRM from scratch: if you need an application that does not fit any commercial platform on the market, that is covered by our Custom development service, not this one.
It is the most common reason a CRM fails, and it does not depend on the software but on two prior decisions: that the process is defined before configuring the platform, and that training is delivered by sales role — field sales, account management, leadership — rather than one generic talk nobody remembers the next day. That is why we always start with the sales process, not the configuration screen, and close with training specific to each profile.
It depends on the volume and state of the data, but as a rough guide:
In both cases, the sales team does not see the new CRM until the data is clean.
The catalogue is broad. We implement the modules your operations require.
Free CRM + premium modules. Inbound and SMEs.
Large enterprise. Complex processes, long cycle.
When you live in Microsoft 365.
Scoring rules tuned to your actual sales.
Follow-up workflows, email cadence.
Customer–order–invoice with no double entry.
Operational notes from real implementations.
Clean pipeline in 4 weeks. Improved MQL→SQL conversion rate.
Import of historical opportunities with recalculated scoring.
Approvals from Outlook. Meetings logged automatically.