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IT services

People-process-B2b

& software

People-process-B2b

You sell expertise. Your CRM should too. MSAs with dozens of projects underneath, practices competing for the same accounts, a new acquisition every year. We build HubSpot around how IT services firms actually sell, so leadership sees margin per service line instead of a cluttered pipeline.

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Growth breaks the CRM before it breaks the market

What we see in almost every IT services portal.

IT services firms rarely outgrow their market. They outgrow their CRM. Framework contracts, siloed practices and acquired entities each add their own logic, until nobody trusts the pipeline and margin per service line becomes a spreadsheet exercise.

HubSpot can carry that complexity. It just has to be designed for how you sell.

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Six patterns that stall IT services growth

Framework contracts hide deal value
An MSA, a SOW, ten call-offs. Without a parent/child model, total contract value and renewals stay invisible.

Service lines work in silos
Cloud, data, AI and development each run their own pipeline. Cross-sell depends on who knows whom, not on the system.

Every acquisition adds a CRM dialect
New entities bring their own stages, properties and workflows. Group-level reporting turns into guesswork.

Discovery isn’t tracked as revenue
Paid assessments lead to build and support contracts, but the chain from first workshop to recurring revenue is never measured.

Utilisation lives outside the CRM
Bench, utilisation and secondments sit in the PSA or a spreadsheet. Sales commits capacity it can’t see.

Tenders and renewals arrive as surprises
Framework agreements expire and tenders open without warning, because contract end dates live in contracts, not in HubSpot.

The IT Services Revenue Blueprint

Purpose-built for IT services: six building blocks that turn HubSpot into one commercial engine across practices, entities and contracts.

MSA parent/child deals
Framework agreements as the parent pipeline, projects and call-offs as associated child deals. Contract value rolls up and renewals are forecast.

Service-line data model
Practice, partner technology and industry on every deal and line item. Report margin per practice, region and vertical.

Discovery → build → support
Paid discovery as its own deal; build and support deals are created automatically on close. Recurring revenue with contract-end alerts.

Consultant routing & ICP scoring
Leads scored on fit and intent, then routed to the right consultant with SLAs. Quality time for quality people.

Acquisition playbook
A documented standard to onboard every new entity into one lifecycle, pipeline and reporting model. In weeks, not quarters.

Integrations & AI agents
Power BI, Azure, Dynamics 365, PSA tools (Autotask, ConnectWise, HaloPSA) and ERP via n8n and APIs. Plus data, prospecting and deal-loss agents on HubSpot.

Scan. Blueprint. Build. Steer.

We start with a RevOps Scan of your portal, deliver a blueprint in weeks, build it with your team and stay on as your RevOps partner. Technology isn’t the goal. Adoption is.

RevOps Scan
the good, the bad and the ugly across every Hub, including the revenue cost of doing nothing.

Blueprint
lifecycle, pipelines and data model designed for IT services.

Build & adopt
implementation, integrations and role-based training.

RevOps as a Service
QBRs, monthly steering and sprints tied to commercial outcomes.

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We speak IT services. Your vocabulary is our data model.

No translation layer between how your partners talk and how HubSpot is built. Every term below maps to an object, pipeline, property or report we configure.

  • MSAs, SOWs and call-offs
  • Time & materials vs. fixed price
  • Practices and service lines
  • Utilisation, bench and secondment
  • Managed services and SLAs
  • Partner technology (Microsoft, AWS, Google Cloud)
  • Tenders and framework agreements
  • PSA: Autotask, ConnectWise, HaloPSA
  • ISO 27001 and GDPR

Built by an IT services operator

Founder Rogier Duin spent 17 years scaling IT services firm Incentro from 10 to 500 people, leading brand, marketing and sales. He has lived the MSAs, the practice politics and the post-acquisition CRM mess.

We’ve sat in your seat. That’s why we build HubSpot for how IT services firms really grow.

Rogier

FAQ: HubSpot for IT services firms

Can HubSpot handle MSAs, SOWs and call-offs?

Yes. We model framework agreements as parent deals, with projects and call-offs as associated child deals. Total contract value rolls up and renewals show up in your forecast.

How do you report margin per practice or service line?

We add practice, partner technology and industry to every deal and line item, then build dashboards that show revenue and margin per practice, region and vertical.

We acquire a company every year. How do we keep one CRM?

With our acquisition playbook: a documented standard that brings each new entity into one lifecycle, pipeline and reporting model within weeks.

Do you integrate with our PSA, ERP and Microsoft stack?

Yes. We connect Power BI, Azure, Dynamics 365, PSA tools such as Autotask, ConnectWise and HaloPSA, and your ERP via n8n and APIs.

Where do we start?

With a RevOps Scan of your portal: the good, the bad and the ugly across every Hub, including the revenue cost of doing nothing. From there we deliver a blueprint in weeks.