Fixing Conflicting Revenue Numbers With a HubSpot RevOps Migration
How a SaaS company moved off Dynamics 365, tied its ERP to HubSpot, and got one trusted view of revenue.
Migration at a Glance
Client
A growing SaaS business moving from Microsoft Dynamics 365 to HubSpot while switching to a modern cloud ERP.
Challenge
Revenue figures differed between systems, so ARR, MRR, renewal, and churn reports had no single source of truth.
Solution
Unboxx migrated the CRM to HubSpot, built revenue automation, and connected ERP invoice and payment data through an API integration.
Outcomes
Cleaner CRM records, fewer revenue discrepancies, more accurate ARR reporting, and far less manual reconciliation work.
A SaaS Business Changing Two Core Systems at Once
The client was replacing Microsoft Dynamics 365 with HubSpot and moving to a new cloud ERP at the same time. Both systems held part of the revenue story, and neither could be paused while the other changed. Sales, finance, and operations all depended on the same figures to plan renewals and report on growth.
Leadership needed accurate ARR, MRR, renewal, churn, and expansion numbers throughout the switch. So the migration had to keep data quality intact while the records moved.
Where the Revenue Numbers Drifted Apart
Two systems, two versions of revenue
Revenue data in the CRM did not match the figures in connected systems. Teams could not tell which ARR or MRR number to trust, and reconciling them by hand made each discrepancy harder to trace.
Deals reaching the ERP without checks
Deal data moved toward the ERP without strong validation. Errors that started in the pipeline showed up later in billing and revenue reports.
Renewals and churn tracked by hand
Renewal, churn, and expansion processes had no automation and no consistent revenue rules. Invoice and payment data also stayed in the ERP, out of view for CRM users.
Before the migration, revenue dashboards in separate systems rarely showed the same numbers.
Building the HubSpot RevOps Foundation
Unboxx planned the move from Microsoft Dynamics 365 to HubSpot field by field. The team mapped every CRM field, imported the records, and validated them against the legacy system before anyone relied on them.
Data model and controls
HubSpot custom objects, properties, and calculated and rollup properties gave revenue data a clear structure. Pipeline validation rules now check each deal before it can sync to the ERP.
Revenue automation
HubSpot workflows and custom-coded actions in HubSpot Operations Hub now handle renewals, churn, and expansion. Automated renewal workflows cut renewal tracking effort by 69%.
ERP connection and reconciliation
An integration built on REST APIs and webhooks brings ERP invoice and payment data into HubSpot. SQL-based reconciliation keeps the numbers checkable, backed by documented data flows, field mappings, and SOPs. Automated data workflows cut manual revenue reconciliation by 72%.
Revenue Results After the Move to HubSpot
Once the data, rules, and ERP sync were in place, the client measured the change across its revenue process.
more accurate ARR reporting
improvement in CRM data accuracy
more consistent RevOps processes
more accurate deal approvals
fewer revenue data discrepancies
better ERP data visibility
The finance and sales teams now work from one set of revenue numbers, so they spend less time checking figures. Leadership reviews ARR and MRR in HubSpot instead of comparing reports from separate systems.
What Other SaaS Teams Can Take From This
- Validate migrated records against the old CRM before retiring it, so reporting starts from clean data.
- Put validation rules on deals before they reach the ERP, because billing errors are cheaper to stop at the source.
- Document field mappings and data flows as you build, so future changes do not reopen old discrepancies.