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Turning HubSpot into a True Quoting and Revenue Platform
How Hubjoy Aligned Complex Project-Based Sales with Clean Processes and Real-Time Margin Visibility
INTRODUCTION
Highway Three Solutions partnered with Hubjoy to rebuild their HubSpot Sales Hub from the ground up. The goal was to replace fragmented quote management and manual processes with a streamlined, data-driven system that connects sales, operations, and finance. Within three months, Hubjoy delivered a complete end-to-end rebuild, aligning their complex project management quoting structure to a modern HubSpot workflow.
CLIENT BACKGROUND
Highway Three Solutions (H3) is an Atlassian Platinum Solution Partner with over 20 years of experience helping organizations implement, optimize, and scale their use of Jira, Confluence, and Jira Service Management across enterprise environments.
Before engaging Hubjoy, H3 managed its quoting and sales operations primarily in Confluence and email, which made CRM visibility, accuracy, and pipeline reporting difficult as the business scaled. They needed a structured HubSpot environment that could reflect their real-world quoting lifecycle, including deal tracking, multi-currency sales, and coordination between account executives and the internal quoting team.
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WHY HUBJOY?
Hubjoy designed a custom Sales Hub architecture tailored to H3’s quoting process. The engagement began with a discovery and mapping phase, followed by a full rebuild of their sales pipeline, automation, and data structure inside HubSpot.
The new setup was built to:
Centralize opportunity and quote management in HubSpot.
Create a unified process for deal-to-quote handoffs between sales and operations.
Track sales of products and services across both CAD and USD currencies, with margin calculations.
Replace manual workflows with structured ticketing, notes, and property syncing.
Provide reporting visibility for pipeline management and deal metrics.
Hubjoy implemented more than 40 custom properties, 8 core automations, and a fully formula-driven currency model, all designed to deliver accurate, real-time data without manual intervention.
The project also included targeted enablement: live user training, documentation, and process handover. These resources reduced onboarding time for new AEs by 50%, helping H3’s team adopt HubSpot quickly and confidently. It also informed the process by which the sales workflow was implemented and structured.
CHALLENGES
H3’s sales process was highly nuanced, shaped by years of growth in both product lines and team members, which resulted in a complex process. Key challenges included:
Multi-currency management: Balancing license purchases in USD and service revenue in CAD.
Quote standardization: Each quote followed a unique format, with no consistent naming or version control.
Process adoption: Transitioning from manual habits (like editing deals backwards or calculating margins each time) to structured HubSpot workflows.
Automation limitations: Without Service Hub Pro, certain file-handling and approval features required creative configuration.
Hubjoy approached each challenge with a focus on usability and transparency, ensuring every solution worked for H3’s real-world processes while keeping future scalability in mind.
OUR SOLUTIONS
Hubjoy’s engagement spanned discovery, implementation, and enablement.
Key deliverables included:
1. Sales Hub Rebuild
Redesigned sales pipeline aligned to H3’s quoting stages.
Introduced custom quote request tickets linked to deals for tracking revisions, statuses, and approvals.
2. Automation and Data Design
Dynamic margin and multi-currency calculations using HubSpot’s new Dynamic Currency Framework, fully workflow-free and instantly recalculating across four currency fields.
Automated deal-to-ticket transitions and internal notifications.
Standardized properties for product lines, service categories, and quoting criteria.
3. Collaboration Framework
Centralized notes and templates for quote revisions and internal handoffs.
Implemented Trello-based task management for visibility across teams.
Delivered AE and admin documentation to ensure consistent usage.
4. Reporting Foundation
Configured properties and filters for future dashboards.
Enabled segmentation by service type, quote status, and margin performance.
RESULTS
In less than a quarter, Highway Three fully transitioned from a non-functioning sales workspace with manual quoting to a live, automated HubSpot Sales Hub.
Key outcomes:
Time savings: Centralized visibility and streamlined handoffs saved the team an estimated 10–15 hours per week, previously lost to email threads and manual tracking.
Process alignment: Clear ownership between sales and operations reduced quoting turnaround time by 40–50% and improved AE-admin collaboration.
Data reliability: Data completeness in HubSpot improved from roughly 65% to over 95%, with real-time updates replacing manual entry.
Scalability: The rebuilt system can now support up to 3x more quoting volume without additional administrative overhead.
Financial accuracy: The new Dynamic Currency Calculation Framework eliminated workflow failures and achieved 100% real-time accuracy for USD and CAD conversions.
Visibility: Provided AEs with a deal stage pipeline that was accurate and easily updated, eliminating process work by 2-3 hours weekly.
The rebuild not only modernized H3’s internal systems, but also gave leadership real-time clarity into sales performance, quoting velocity, and margin reporting, all from within HubSpot.
CONCLUSION
Hubjoy helped Highway Three Solutions evolve from a manually managed quoting process into a RevOps-aligned HubSpot system built for visibility and scale. By combining strategic design, technical precision, and enablement training, Hubjoy created a system that streamlined operations, increased adoption, and empowered the H3 team to make data-driven decisions.
Today, Highway Three’s sales, quoting, and operations functions are fully connected, and the foundation is in place for future phases focused on automation, reporting, and integration.
“Hubjoy translated our complicated quoting and sales workflows into a beautiful HubSpot pipeline that functions as it should: with all stakeholders driving sales for our business. We no longer waste time in meetings discussing our upcoming deals, since we can see each one as they advance, along with their quotes and profitability metrics. The best news is our sales team loves it, and can strategically serve customers instead of being bogged down by internal processes.”
Natasha Martens, Highway Three Solutions, Director of Finance & Operations
