Guide
Salesforce to HubSpot Migration, Done Once and Done Right
Whether you’re migrating from Salesforce to HubSpot entirely or keeping Salesforce alongside HubSpot, we handle the data, the workflows, and the training — so the CRM your reps open on Monday morning is one they’ll actually use.
Most Salesforce projects don’t fail on the data
They fail on everything around it. The records come across fine, and then nobody can find the report they used to run. The workflows were rebuilt by someone who never sat in the pipeline. The sync runs one direction and marketing stops trusting the numbers. The team quietly goes back to spreadsheets.
We’ve been on both sides of this — as the consultants running the project, and years earlier as the sales leader who had to live in the CRM afterward. That’s the difference between moving data and building something that holds.
Three ways this usually goes
Not everyone needs to leave Salesforce. Before we recommend anything, we find out which of these you actually are.
You’re migrating off Salesforce. You’ve decided HubSpot is the system of record and you want everything in one place — records, history, pipelines, reporting, automation. This is the most common project we run, and most of this page is about it. Learn more about HubSpot migrations.
You’re keeping Salesforce and adding HubSpot. Maybe Salesforce is entrenched with your enterprise sales team, or ops won’t move, but marketing needs what HubSpot does well. We help you choose the right HubSpot package for the job, then connect the two so both teams work from the same truth.
You already have both, and they aren’t talking. Or they’re technically connected and the sync is a mess — duplicate records, fields overwriting each other, lifecycle stages that don’t mean anything. This is fixable, and it’s usually faster than people expect.
Not sure which one you are? That’s what the discovery call is for. We’ll tell you honestly, including when the answer is “don’t migrate.”
If you’re migrating: what comes across
Your records. Accounts, contacts, leads, opportunities, and activity history — including the notes, calls, and emails that give a rep context on a deal they’re picking up cold.
Your custom fields and objects. Mapped deliberately, not dumped. Most Salesforce instances have accumulated fields nobody has used in three years, and a migration is the right moment to decide what earns its place.
Your pipelines and process. Stages, probabilities, and the rules your team actually sells by — rebuilt natively in HubSpot rather than forced into a Salesforce-shaped hole.
Your automation. Workflows, assignment and routing rules, sequences, and notifications.
Your reporting. This is the part most migrations shortchange. We rebuild the dashboards leadership depends on before go-live, not after someone escalates that they’re missing.
Your integrations. Zapier, marketing tools, billing systems, and anything else wired into your old stack.
How Salesforce objects map to HubSpot
Most of Salesforce has a clear home in HubSpot. The judgment calls are in the rows where it doesn’t.
| Salesforce | HubSpot | Notes |
|---|---|---|
| Accounts | Companies | Parent/child account hierarchies carry over as parent/child company associations. |
| Contacts | Contacts | Matched on email, so duplicates get resolved before import, not after. |
| Leads | Contacts or Leads | Usually contacts with a lead lifecycle stage. Teams on Sales Hub Professional or Enterprise can use HubSpot’s Lead object for prospecting work. |
| Opportunities | Deals | Each sales process becomes its own deal pipeline. |
| Products and opportunity products | Products and line items | Price books have no direct equivalent and need a decision during mapping. |
| Cases | Tickets | Support queues become ticket pipelines. |
| Campaigns | Campaigns | Campaign membership usually becomes properties or lists. |
| Tasks, events, notes, logged calls and emails | Tasks, meetings, notes, calls, and emails | Brought across on the timeline of the record they belong to. |
| Record types | Pipelines or property-based segmentation | No one-to-one equivalent. This is where most of the design work happens. |
| Custom objects | Custom objects | Requires an Enterprise tier. Junction objects usually become association labels. |
| Users and owners | Users and owners | Owners are matched so every record lands with the right rep. |
What doesn’t migrate (and has to be rebuilt)
Data moves. Logic doesn’t. Anything that tells Salesforce how to behave has to be rebuilt in HubSpot, and this is where an honest scope matters most.
Flows, Process Builder, and workflow rules become HubSpot workflows. Usually simpler, and an opportunity to retire automation nobody remembers building.
Apex classes and triggers don’t come across. Most of what they did can be handled by HubSpot workflows, custom code actions in Operations Hub, or a small integration. Some of it turns out to be unnecessary.
Formula fields and roll-up summaries become calculation and rollup properties.
Validation rules become required fields, property validation, and conditional logic on records and forms. HubSpot is less strict here, so we decide together which rules actually protect your data.
Page layouts, profiles, and permission sets become record customization, teams, and permission sets in HubSpot.
Reports and dashboards are rebuilt, not exported. We start with the ones leadership checks every week.
AppExchange packages are replaced with HubSpot Marketplace apps or native features, case by case.
Coming from Pardot (Account Engagement)
If your marketing runs on Pardot, now called Marketing Cloud Account Engagement, the migration usually happens alongside the Salesforce move — or replaces Pardot while Salesforce stays.
Prospects and lists come across as contacts and lists in HubSpot.
Engagement Studio programs are rebuilt as HubSpot workflows.
Scoring and grading are rebuilt in HubSpot lead scoring, which is a good moment to fix a model nobody trusts anymore.
Forms, landing pages, and email templates are rebuilt in HubSpot. They don’t export cleanly, and the rebuild is usually an upgrade.
Engagement history is the limit. Not all prospect activity can be exported from Pardot, so we bring across what can be preserved and agree up front on what will be summarized.
If you’re keeping Salesforce: what a good integration looks like
A working Salesforce–HubSpot setup isn’t just switching the connector on. The decisions that matter get made before anything syncs.
Which records sync, and which don’t. Syncing everything is rarely right. We define inclusion rules so HubSpot gets the records it needs without importing a decade of closed-lost noise.
Which system wins. Every synced field needs an owner. Get this wrong and one system quietly overwrites the other for months before anyone notices.
What marketing hands to sales, and when. Lifecycle stages, lead status, and the handoff point between the two systems — defined as a process first, configured second.
Attribution that survives the handoff. If a lead is nurtured in HubSpot and closed in Salesforce, the revenue needs to trace back. This is where most two-system setups break down, and it’s fixable.
Reporting across both. So leadership isn’t reconciling two dashboards that disagree.
We work with HubSpot’s native Salesforce integration where it fits, and build custom or middleware solutions where it doesn’t.
How it works
- Discovery. We get under the hood of your current setup and find out how your team really works — which is rarely how the CRM is configured. You leave with a recommendation on migrate versus integrate, a clear scope, and an honest timeline.
- Mapping and cleanup. We map every object and field, and flag the data that shouldn’t come with you. Migrating a mess just relocates it; syncing a mess duplicates it.
- Build and test. We stand up HubSpot, rebuild your workflows and reporting, and run tests in a controlled environment so you see the result before it’s live.
- Go-live and training. We cut over or switch on the sync, then train your team — not a feature tour, but how to run their day in the new setup. We stay on after go-live, because the first week or two is when the real questions surface.
Why teams pick us for this
Our founder ran enterprise sales before starting KoiShark, then led a full Salesforce-to-HubSpot migration from the inside — the data, the training, the reporting build. Revenue grew afterward. He did it again at a second company, building and leading the sales department alongside it.
We’ve since moved tens of thousands of records for companies migrating off Salesforce, Pipedrive, Zoho, and Keap — and built integrations for teams running more than one system on purpose. We’re a certified HubSpot Solutions Partner based in New Hampshire, our client reviews are public in the HubSpot Solutions Directory, and we work with companies across the US and Canada, in English and Spanish.
We’re not a big agency and we don’t try to be. You work with the person doing the work. Learn more about choosing a HubSpot Partner.
Common questions
Do we have to leave Salesforce to use HubSpot?
No. Plenty of teams run both on purpose — Salesforce as the system of record for a complex sales org, HubSpot for marketing, service, or a specific business unit. The two integrate well when the sync rules are thought through. Migrating is one option, not the only one.
Should we migrate or integrate?
It usually comes down to how entrenched Salesforce is and who depends on it. If it’s mostly inertia and licensing costs, migrating is often cleaner and cheaper long-term. If you have heavy customization, compliance requirements, or a team that genuinely needs Salesforce’s depth, integrating is the better call. We give you a straight recommendation during discovery, including when that recommendation is to stay put.
How long does a Salesforce to HubSpot migration take?
Most run 4 to 8 weeks from kickoff to go-live. The variables are data volume, how many custom objects you’re carrying, and how many integrations need rebuilding. A lean instance with clean data can move faster; a heavily customized org with ten years of history takes longer. Integrations are typically faster — often 2 to 4 weeks, depending on how much cleanup the existing data needs.
Will we lose our historical data?
No. Activity history, notes, call logs, and email records come across with the records they belong to. Anything we recommend leaving behind — stale fields, duplicate records, unused objects — is your decision to make, and we flag it rather than deciding for you.
Can our Salesforce automations be moved to HubSpot workflows?
Not moved — rebuilt. Flows, Process Builder, and workflow rules don’t export, so we document what each one does, retire the ones nobody needs, and rebuild the rest as HubSpot workflows. Anything that relied on Apex gets handled with custom code actions or a small integration.
We already have Salesforce and HubSpot but they aren’t connected properly. Can you fix that?
Yes, and it’s one of the more common things we get called in for. Usually it’s duplicate records, fields overwriting each other, or a sync that was switched on without anyone defining which system owns what. We audit what’s actually happening, then rebuild the rules so both systems agree.
Can we run Salesforce and HubSpot at the same time during a migration?
Yes. Some teams cut over in a weekend; others run parallel for a period, or keep a two-way sync while a single department pilots HubSpot first. We’ll recommend an approach based on your team’s size and risk tolerance.
What happens to our Salesforce reports and dashboards?
We rebuild them in HubSpot as part of the migration, not as a follow-up project. If you’re keeping both systems, we build reporting that reconciles across them. Either way, if there are reports your leadership checks weekly, tell us in discovery and they’ll exist on day one.
What does this cost?
It depends on scope — record volume, custom objects, integrations, and how much training your team needs. A focused integration cleanup is a much smaller project than a full migration. We scope it during a free discovery call and give you a number before you commit to anything.
Do you train our team, or just handle the technical work?
Both. Training is included, and it’s the part that determines whether any of this actually worked. We tailor sessions to where your team is, from reps who’ve only ever known Salesforce to admins who need to run the system themselves.
Not sure which path is yours?
Tell us what you’re running now and what isn’t working — we’ll tell you honestly whether to migrate, integrate, or leave it alone.