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Enterprise HubSpot partner designing and scaling CRM, integration, and revenue systems across marketing, sales, and service. Our Accreditations
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Case Study

American Pest Unifies Sales & Leads with HubSpot + PestPac

Case Study Badge-Mar-19-2026-02-48-11-9506-PM
Group 97

2

Salesforce and PestPac consolidated into HubSpot

100%

Inbound leads automated routing across teams

1

Centralized CRM established as system of record

UNIFY & SCALE:

HubSpot CRM for Multi-Team Pest Control Operations

AmericanPest_logo 1

The Client

American Pest is a regional pest control provider operating under Anticimex, serving residential and commercial customers across Maryland, Virginia, and Washington, D.C. As the organization expanded, teams relied on a combination of Salesforce for CRM and PestPac for field service operations. While both systems supported core functions, they operated independently, creating gaps in visibility, inefficiencies in lead management, and inconsistencies across sales and operational workflows. To support continued growth, American Pest partnered with Aptitude 8 to consolidate systems, implement HubSpot as a centralized CRM, and standardize revenue operations across teams.

The Challenge

Discovery surfaced several operational and technical gaps as American Pest scaled its sales and operational infrastructure:

  • Disconnected systems: Salesforce and PestPac operated independently, creating fragmented customer, deal, and service data across teams
  • Manual lead routing: Lead assignment relied on manual processes, leading to delays, inconsistencies, and unclear ownership
  • Limited pipeline visibility: Sales teams lacked a unified view of lifecycle stages and deal progression
  • Inconsistent data structure: Differences between systems created reporting challenges and misalignment across teams
  • Operational inefficiencies: Sales, call center, and field teams were not aligned on standardized processes or handoffs
  • Lack of scalable CRM foundation: Existing systems could not support automation, reporting, or long-term growth

Without a centralized CRM and standardized processes, American Pest risked continued inefficiencies, delayed follow-up, and limited scalability across revenue operations.

  • Limited_Control

    Limited Control

  • Limited_Control

    Limited Control

  • Limited_Control

    Limited Control

Group 92-2

The Solution

Aptitude 8 led a structured HubSpot implementation and RevOps engagement focused on centralizing CRM operations, integrating PestPac data, and standardizing lead management.

Phase 1: Discovery & Process Mapping

  • Conducted stakeholder interviews across sales, call center, and operations teams
  • Mapped current-state workflows and identified gaps in lead management and handoffs
  • Documented lifecycle stages and lead routing requirements
  • Aligned cross-functional teams on future-state processes

Phase 2: HubSpot CRM Implementation

  • Implemented HubSpot as the centralized system of record
  • Defined lifecycle stages, pipelines, and deal structures
  • Established data governance and object relationships
  • Configured reporting to support pipeline visibility

Phase 3: Salesforce Migration

  • Migrated CRM data from Salesforce into HubSpot
  • Cleaned and standardized records during migration
  • Preserved historical activities and deal data
  • Aligned migrated data to the new HubSpot structure

Phase 4: PestPac Integration

  • Designed integration between PestPac and HubSpot
  • Synced customer and service-related data into HubSpot
  • Mapped key objects and fields across systems
  • Enabled visibility into operational data within the CRM

Phase 5: Lead Assignment Automation

  • Built automated lead routing workflows in HubSpot
  • Defined assignment logic by region, service type, and team
  • Eliminated manual lead distribution processes
  • Standardized ownership across all inbound leads

Phase 6: Enablement & QA

  • Conducted UAT and workflow validation across teams
  • Delivered documentation for lead routing and CRM usage
  • Trained internal teams on HubSpot processes
  • Provided post-launch support and optimization guidance
Group 96

The Outcome

American Pest now operates on a centralized HubSpot CRM with integrated PestPac data and fully automated lead management processes.

  • HubSpot established as the system of record across teams
  • Salesforce successfully migrated and deprecated
  • Lead routing fully automated across all inbound channels
  • Pipeline visibility improved across lifecycle stages
  • Data structure standardized for reporting and scalability
  • Cross-team processes aligned and documented

Strategic Impact

  • Centralized Operations: HubSpot serves as a single source of truth across sales and operations
  • Increased Efficiency: Automated lead routing eliminates manual work and reduces delays
  • Improved Visibility: Unified data enables accurate reporting and pipeline tracking
  • Scalable Architecture: CRM and integration design support future growth and expansion
2

Systems Unified

Salesforce and PestPac consolidated into HubSpot.

 

100%

Automated Routing

All inbound leads assigned through workflows.

1

Centralized CRM

HubSpot established as system of record.

 

The Tools

New Tech Stack

Group 37-1

HOW WE SET YOU UP FOR SUCCESS

Next Steps

Through a structured implementation and RevOps engagement, Aptitude 8 helped American Pest consolidate systems, automate lead management, and establish HubSpot as a scalable CRM foundation. With unified data, standardized workflows, and automated processes, American Pest is now positioned to operate more efficiently and scale revenue operations with confidence.





About Aptitude 8

Implement. Integrate. Optimize.

Aptitude 8 is a technical consulting firm that helps companies make their business process, and the tools they use to deliver it, a competitive advantage. In today's business environment, the experience your customers have when buying from you is just as important as what you're selling. We build it better.

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