TL;DR
Use a scorecard: depth, location, no subcontracting, proven methods, integrations, data models, change, support, clear commercials.
Introduction: a scorecard that enterprises can follow
When enterprise organisations evaluate HubSpot partners, they rarely start with glossy marketing sites. They start with a scorecard. Procurement, IT, and marketing leadership draw up a grid with criteria that matter most: delivery depth, industry experience, data handling, governance, and cost. Vendors are then measured against those benchmarks.
The wrong choice creates unacceptable risk — overruns, compliance gaps, poor adoption, or fragmented data. The right choice enables global adoption, measurable ROI, and systems that scale.
This article expands each scorecard line item into a practical framework. For each, we explain why it matters to enterprise buyers, what to look for when grading partners, and how Huble demonstrates the maturity, governance, and global capability enterprises demand.
Depth of Partner Resources
Why it matters:
Global enterprises cannot afford single points of failure. If a key solution architect or project manager leaves mid‑programme, momentum halts and risk escalates. CMOs worry about campaigns stalling across multiple markets. CTOs worry about under‑resourced teams failing to deliver integrations on time. CSOs worry that CRM adoption projects collapse if sales enablement specialists aren’t available.
What to look for:
A partner should demonstrate depth across solution architecture, integration, change management, and project management. Not just a small “A‑team,” but a bench of certified experts ready to rotate without disruption if called upon.
Huble’s position:
Huble employs 150+ HubSpot‑certified consultants across disciplines. Each programme is assigned a core team (solution architect, project manager, developers, change consultants) with documented backfill plans. Global delivery centres ensure coverage. ISO 9001 and ISO 27001 certifications underpin quality and information security. Depth means resilience — continuity of delivery even if individual resources rotate.
Location of Partner Resources
Why it matters:
Enterprises need both local presence and global reach. CMOs need onshore consultants to run in‑person discovery workshops and executive readouts. CTOs demand alignment between regional IT functions. Global operations benefit from follow‑the‑sun support so issues raised in North America can be addressed while teams in EMEA and APAC are active.
What to look for:
Check whether partners have local consultants available for key phases while also maintaining global coverage for extended support.
Huble’s position:
Huble provides consultants for in‑person workshops across the UK, DACH, Benelux, North America and APAC, supported by delivery teams in South Africa and South America. This ensures global consistency while allowing sensitive discussions — such as compliance reviews — to happen face‑to‑face in the relevant region. For CMOs tasked with aligning global and regional teams, this dual model ensures nothing is lost in translation.
Use of third‑party contractors
Why it matters:
Billion‑dollar businesses cannot tolerate opaque subcontracting chains. Subcontractors add risk: variable quality, onboarding lag, and reduced accountability. For regulated industries (healthcare, finance, senior living), subcontractors complicate compliance audits and data privacy assessments.
What to look for:
Ask for the proportion of full‑time staff versus contractors. Require that named resources are employed directly by the partner.
Huble’s position:
Huble does not subcontract implementation work. All delivery is handled by full‑time, HubSpot‑certified employees. This protects governance, simplifies procurement checks, and aligns with ISO certifications. For CTOs anxious about compliance breaches and tool overload, this assurance removes a key layer of risk.
Ways of working
Why it matters:
CMOs and CSOs want agility, but not chaos. Sprints without governance cause scope drift; heavy governance without iteration delays adoption. Enterprises need a balance: structured programme management plus agile rituals that keep stakeholders engaged.
What to look for:
A delivery lifecycle that combines discovery, sprint execution, and strong governance (risk registers, milestones, reporting). Partners should demonstrate visibility of progress and accountability across global teams.
Huble’s position:
Huble delivers in structured phases — from Initiation to Post‑Launch Support — with sprint ceremonies, retrospectives, and governance. Risks and milestones are tracked centrally. Delivery is managed in TeamLeader Orbit to give enterprises visibility. This model aligns global marketing ops, sales enablement, and IT across regions. Leaders can see progress without micromanagement, reducing anxiety about cross‑regional misalignment.
Implementation team
Why it matters:
Senior leaders don’t want to meet only pre‑sales representatives. They want confidence in the team who will actually deliver. CSOs need reassurance that sales enablement specialists know how to scale a team of hundreds. CTOs need to see evidence of technical expertise. CMOs want to know their project manager can orchestrate marketing automation across geographies.
What to look for:
Require introductions to key roles (project manager, key account manager, solution architect, integration developer, CX/marketing consultants). Review CVs and certifications.
Huble’s position:
Huble provides named resources at mobilisation. All team members are HubSpot‑certified, with enterprise experience. CVs and bios are shared so enterprises know who is responsible. This transparency addresses common C‑suite concerns about capability and continuity.
Industry experience
Why it matters:
Every vertical has unique challenges. Healthcare requires HIPAA‑compliant systems. Financial services demand auditable data flows. Real estate requires regional alignment across dozens of offices. SaaS requires scaling enablement across global teams.
What to look for:
Evidence of successful delivery in adjacent industries with regulatory or operational complexity.
Huble’s position:
Huble has proven delivery across a number of key industries. This track record shows the ability to anticipate compliance risks, manage sensitive data, and design sector‑specific CRM solutions. For CMOs and CTOs balancing compliance with innovation, this is a critical differentiator.
Size of projects undertaken
Why it matters:
Large programmes bring unique risks. Multi‑region rollouts require governance across time zones. Integrations with legacy systems demand resilience. Adoption at scale requires structured change management.
What to look for:
Seek evidence of large, multi‑system, multi‑region programmes with measurable outcomes.
Huble’s position:
Huble has delivered:
- British Council: rollout across 35 countries, integrated with Azure and Salesforce
- Avison Young: consolidation of 12+ CRMs with adoption increasing from 23% to 90%
Integration development experience
Why it matters:
Enterprises run dozens of systems. Value comes from stitching them together: finance, marketing, identity, e‑commerce, product, warehouse, and niche industry tools. CMOs demand unified views of customers. CTOs need reliable pipelines into data warehouses. CSOs want sales enablement linked to CPQ and ERP systems.
What to look for:
Partners should show a catalogue of integrations across mainstream and specialist systems, with clear methodology for data mapping and testing.
Huble’s position:
Huble has integrated HubSpot with tools such as Salesforce, SAP, NetSuite, Microsoft Azure, Okta, Stripe, Shopify, ON24, Yardi, Sherpa, DealHub CPQ, and more. Methodology includes data‑flow mapping, ERDs, sandbox testing, UAT, and phased rollout. For CTOs struggling with tool overload, this breadth proves Huble can rationalise and unify tech stacks.
Data model knowledge
Why it matters:
A flawed data model undermines everything: duplicate records, broken reporting, and privacy risks. CMOs suffer from fragmented data and poor attribution. CSOs can’t track pipeline. CTOs can’t trust data to feed AI initiatives.
What to look for:
Request sample ERDs and architecture maps. Review approaches to deduplication, consent, and custom object design.
Huble’s position:
Huble documents ERDs, system workflows, and architecture designs. Data models manage consent, deduplication, and cross‑system sync. This expertise supports CMOs demanding single customer views and CTOs building data foundations for AI.
Change management methodology
Why it matters:
Technology only delivers ROI if people use it. CMOs worry about marketing teams resisting new automation tools. CSOs worry about sales reps reverting to spreadsheets. CTOs worry about transformation fatigue.
What to look for:
A partner with a defined change framework, role‑based training, and adoption metrics.
Huble’s position:
Huble embeds change management in every programme. This includes role‑specific training, SOPs, governance guides, and adoption tracking. Results include Avison Young adoption jumping from 23% to 90%. Huble leadership has presented its business change framework and gamification techniques at HubSpot’s annual conference, Inbound. For enterprises anxious about transformation stalling, Huble’s track record demonstrates sustained adoption.
Post go‑live support
Why it matters:
The riskiest period is immediately after launch. CMOs fear automation degrading if no one monitors campaigns. CSOs need pipeline reporting to stay accurate. CTOs need ongoing governance and data quality checks.
What to look for:
Expect structured early life support followed by continuous improvement.
Huble’s position:
Huble’s two‑tier model includes:
- Hypercare: ~3 months of intensive support post‑launch with daily monitoring, issue resolution, and reinforcement training.
- Flex Continuous Improvement: retained services for optimisation, training, and integrations prioritised through Huble’s SPARK framework.
This ensures enterprises sustain adoption and extract ongoing value.
Commercial offer
Why it matters:
CFOs and procurement leaders demand clarity. Vague estimates increase financial risk. CMOs need defensible ROI. CSOs need confidence in sales enablement investment. CTOs need alignment between scope and effort.
What to look for:
Transparent costs broken down by workstream and benchmarked against similar projects.
Huble’s position:
Huble presents costs by workstream (discovery, architecture, integration, training, change, support). Estimates are benchmarked to similar enterprise projects. Transparency ensures CFOs can defend investment and procurement can audit contracts.
Soundness of commercial offer
Why it matters:
Enterprises want confidence that estimates are rooted in realistic planning, not optimistic guesses. Otherwise, scope creep and overruns follow.
What to look for:
Work Breakdown Structures (WBS) and assumptions logs to validate estimates.
Huble’s position:
Huble uses a structured WBS model validated by risk and assumption registers. Benchmarking against healthcare and global rollouts ensures estimates are realistic. For procurement teams, this reduces risk and simplifies approval.
Payment terms
Why it matters:
Enterprises want flexibility without losing accountability. CFOs seek predictable cashflow. Procurement requires terms aligned with enterprise processes.
What to look for:
Partners willing to align terms to milestones or monthly cycles.
Huble’s position:
Huble typically works on monthly invoicing with 30‑day terms for work performed, but is flexible to align terms with enterprise needs. This flexibility reduces friction in procurement processes.
Closing: How to use this scorecard
Treat each section above as a line item in your evaluation. Ask for evidence that proves scale, governance, adoption, and transparency. Grade partners on more than certification badges.
For CMOs, this means a partner who fixes fragmented data and enables global campaigns. For CSOs, it means sales enablement that sticks. For CTOs, it means integrations and data models that scale securely. Huble has delivered all of this: global programmes, adoption success, ISO‑certified governance, and transparent commercials.
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