Kappler is a protective apparel manufacturer with global reach, serving industries where safety is critical. Despite multiple CRM attempts, their sales and marketing teams lacked visibility into actual sales performance because their Sage X3 ERP system and CRM were completely disconnected. PIC built a custom Hubspot integration that finally bridged that gap.
The Goal: Unify ERP and CRM Into a Single Source of Truth
Kappler’s goal was clear. Cconnect their ERP system to HubSpot so marketing and sales could operate from the same truth. Without access to real sales data, marketing strategies lacked insight, and sales teams worked in isolation. An existing integration didn’t exist for their ERP setup, and past CRM efforts had failed for this reason.
The Challenge: No Native Sage X3 HubSpot Integration Exists
Kappler’s Sage X3 ERP system wasn’t natively supported by any available HubSpot integrations. That left them with manual data handling, incomplete records, and zero visibility into how marketing efforts impacted revenue. CRM adoption had stalled, not from lack of intent, but from lack of connection.
The only path forward was a custom ERP to HubSpot integration built specifically for Kappler's Sage X3 environment.
The “Walk With You” Solution: A Custom ERP-to-HubSpot Integration Pipeline
PIC's development team designed and built a custom integration pipeline that automated the flow of company and deal data from Sage X3 into HubSpot. Working closely with Kappler's team through every phase of onboarding, we built a system that finally gave sales and marketing a shared, accurate view of the pipeline.
Implementation Highlights
- Excel Integration Workflow: Built a Node.js app to read and validate data from exported spreadsheets
- HubSpot Sync: Used the HubSpot API to search, create, or update company and deal records with accuracy
- Error Handling: Integrated checks to prevent duplicates and flag inconsistencies
- Email Notifications: Used SendGrid to notify users of sync status and errors for quick response
- Collaborative Iteration: Ongoing improvements and reporting enhancements as needs evolve
Results: Kappler's First Successful CRM Implementation
During the first season:
- First successful CRM adoption in company history: After multiple failed attempts, Kappler's sales team finally adopted HubSpot because it reflected real pipeline data from their ERP.
- Sales and marketing alignment: Both teams now operate from a single source of truth, with shared visibility into which deals are open, closing, or won.
- Marketing-to-revenue attribution: For the first time, Kappler's marketing team can connect marketing efforts to actual closed revenue, enabling data-driven budget decisions.
- Foundation for growth: The integration pipeline set the stage for advanced HubSpot reporting, workflow automation, and deeper sales enablement.
- Ongoing partnership: PIC continues to enhance reporting capabilities and expand the integration as Kappler's business evolves.
The PIC Perspective:
This project wasn’t about flashy tech. It was about solving a core disconnect that had stalled growth for years. Helping Kappler see their full picture was a major win.
Struggling With Disconnected Systems? Let’s Walk Together
If your ERP data isn't reaching your CRM, or your CRM keeps failing because it doesn't reflect the data you need it to, we can help. PIC builds custom integrations between HubSpot and ERP systems like Sage X3, QuickBooks, and proprietary platforms. Let's talk about connecting your systems.
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