How a Canadian industrial plastics manufacturer transformed chaotic Excel tracking into a unified HubSpot system with real-time pipeline visibility.
A Canadian industrial plastics manufacturer managed its pipeline in a patchwork of spreadsheets. Each regional sales rep tracked deals differently, which meant leadership had no single source of truth. Preparing a monthly forecast required chasing down files, merging data, and still yielded unreliable results.
Deals were slipping through the cracks — some opportunities were never followed up because reps forgot, and marketing couldn’t tie campaigns to revenue. The VP of Sales described the process as “guesswork with Excel.”
Each rep used different spreadsheets
Leadership couldn’t see full pipeline
Days spent chasing and merging files
Deals forgotten with no follow-up
Through the HubSpot Revenue Enablement System, the sales process was moved into a structured HubSpot pipeline. Deal stages were standardized, required fields were enforced, and ownership was clearly assigned.
The system transformed chaotic Excel files into a single, reliable source of truth that everyone could trust. Every deal now follows a consistent process with automatic reminders and clear accountability.
Forecast preparation that once took days of manual merging now takes minutes with live dashboards. Reps no longer manage spreadsheets — they work entirely from HubSpot, which ensures every opportunity is tracked.
Accurate revenue planning
The company saw a 20% improvement in pipeline coverage and significantly faster follow-up on new leads. Most importantly, leadership now trusts the numbers, making revenue planning more accurate and less stressful.
