The CRM Overhaul That United 55 Branches and 120 Reps Nationwide
Client Overview
Yellowstone Landscape is one of the largest commercial landscaping providers in the United States, serving more than 5,000 customers across corporate campuses, resorts, multi-family communities, schools, hospitals, and municipalities. The company delivers landscape maintenance, design, and installation services nationwide with a commitment to operational excellence and customer satisfaction.
Client: Yellowstone Landscape
Industry: Commercial Landscaping Services
Solution Delivered: Enterprise CRM implementation, data migration, and sales process enablement
HubSpot Products Used: HubSpot Enterprise CRM Suite
Timeline: October 2022 – August 2023
Key Outcomes
Seven Systems Consolidated Into One CRM
A unified HubSpot CRM replaced multiple disconnected tools, creating a single source of truth.
Sales Visibility Improved Across 55 Branches
Every branch gained clearer insight into pipeline activity and performance.
Faster Deal Management and Reporting Accuracy
Streamlined processes enabled quicker updates and more reliable reporting.
Performance Tracking Enabled for 120 Sales Users
Sales teams can now monitor activity and results consistently across the organization.
Higher CRM Adoption and Daily Engagement
Company-wide usage increased as the platform became easier, faster, and more valuable to use.
Jerry Unger
CRM Administrator
The Challenge
As Yellowstone Landscape scaled nationwide, its sales and operations teams relied on a patchwork of disconnected tools — including Salesforce, Excel, Dynamics, and a partial HubSpot setup. Only a small fraction of the sales team was actively using CRM software, leading to fragmented processes, limited visibility, and inconsistent reporting.
Disparate Systems and Limited Adoption
Multiple CRM and spreadsheet tools created inefficiencies across 55 branches. With only 15% of the sales team using a CRM, leadership lacked a unified view of sales performance, pipeline health, and branch-level goals.
Inconsistent Reporting and Forecasting
Each branch tracked sales metrics differently, creating gaps in forecasting and difficulty evaluating business development performance. Reporting was manual and time-consuming, relying heavily on individual spreadsheets.
Redundant Data Entry and Process Overlap
Sales reps and administrators were duplicating data across systems, wasting time and increasing the risk of errors. Misaligned workflows made it difficult to maintain accurate records across sales and operations.
Limited Insight into Sales Goals and Commissions
Branch managers and leadership had no reliable way to calculate performance against quotas, measure shared opportunities, or monitor contribution toward company-wide revenue goals.
Key Deliverables
CRM Implementation
Deployed HubSpot Enterprise CRM to unify sales and operations within a single scalable platform.
Data Migration
Consolidated data from fifty five branches into one system of record to improve accuracy and team alignment.
Integrations
Connected HubSpot with Aspire and Proposify to streamline workflows and eliminate manual data movement.
Reporting Dashboards
Delivered real time visibility into sales activity and performance trends for faster decision making.
Automation
Simplified deal management and commission tracking through workflows that reduce manual effort.
Team Enablement
Trained one hundred twenty users and IT leads to ensure confident adoption and long term operational success.
The Solution
Mole Street partnered with Yellowstone Landscape to architect and implement a unified CRM ecosystem on HubSpot Enterprise CRM Suite. The engagement focused on aligning technology, data, and sales operations under one standardized process. This enabled the organization to scale efficiently while empowering users through adoption and insight.
Enterprise CRM Implementation
Mole Street deployed a HubSpot CRM tailored to Yellowstone’s sales and operations workflows. Custom pipelines were created for each line of business, and a unified architecture for deals, contacts, and companies ensured consistency across all 55 branches.
Data Migration Across 55 Branches
Data from Salesforce, Excel, and Dynamics was migrated and consolidated into a single HubSpot instance. This centralized system preserved historical insights, cleaned fragmented records, and established a reliable foundation for accurate reporting.
System Integrations for Operational Efficiency
Key tools like Aspire and Proposify were integrated with HubSpot to streamline quoting, production workflows, and data sharing. This eliminated duplicate entry, improved data accuracy, and created a scalable framework for future system expansion.
Reporting and Performance Dashboards
Leadership gained real-time visibility into forecasting, pipeline health, and branch performance. Centralized dashboards simplified reporting, aligned metrics, and enabled faster, data-driven decisions across the organization.
Team Enablement and Adoption
Mole Street trained IT leads and over 120 sales users on HubSpot best practices through a phased rollout. Teams were equipped to manage data, track performance, and build reports independently, with ongoing support provided to ensure long-term platform success.
Before and After Mole Street
CRM Usage
Before
15% adoption
After
100% adoption across 120 users
Impact
Unified sales engagement
Data Systems
Before
Salesforce, Excel, Dynamics
After
Centralized in HubSpot
Impact
Single source of truth
Deal Management
Before
Manual entry
After
Automated workflows
Impact
Reduced time and error
Reporting
Before
Inconsistent, manual
After
Real time dashboards
Impact
Instant performance insights
Commission Tracking
Before
Spreadsheet based
After
Automated in HubSpot
Impact
Accurate and transparent
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