Unified
Unified data across 20+ countries and multiple business models
How a global industrial pioneer built one connected CRM ecosystem that drives visibility, predictability and growth
As Envac continues to grow into a truly global company, the organisation needed to align its systems to gain better visibility into both sales performance and customers worldwide. With different regions using their own tools and definitions of success, it was nearly impossible to obtain a complete commercial picture or share a unified view across the organisation.
In close partnership with Invise, Envac implemented one scalable, global HubSpot CRM that unifies data, processes and teams across sales and marketing. The result is a single source of truth that improves sales efficiency, lead handling, customer insight and cross-regional collaboration – supporting and accelerating Envac’s global growth.
With one global CRM platform in place, Envac has moved from isolated regional views to a cohesive, global commercial perspective – supporting smarter decisions, closer collaboration, and more sustainable growth.
Through a close partnership with us at Invise, Envac now runs a fully integrated HubSpot environment connecting sales and marketing worldwide. The result is a global CRM that not only supports the company’s growth, but accelerates it.
About Envac Group
Envac is a global leader in automated waste collection systems; a technology that’s reshaped how cities and businesses manage waste. Headquartered in Stockholm and operating in more than twenty countries, the company is part of the Stena Sphere group and employs over 700 people worldwide.
Since pioneering pneumatic waste collection in the 1960s, Envac has become a cornerstone in modern smart infrastructure. Its systems are found in dense urban areas, hospitals, airports and large industrial facilities, and are all designed to improve efficiency, hygiene and sustainability.
As the company expanded, so did its complexity. Regional markets across EMEA, Asia and North America had developed their own sales processes, data structures and customer management systems. When Envac acquired the US-based company Precision AirConvey (PAC), another layer of disconnected tools was added to the mix.
In 2023, a new leadership team came in with a clear vision: unify global sales and marketing under one scalable platform and create data-driven predictability across every region. That mission became the starting point for our collaboration with Envac, to design and implement a single global CRM ecosystem powered by HubSpot.
From fragmented systems to one source of truth
When we first met Envac, its commercial operations mirrored its global reach: impressive, but fragmented. Each region had built its own setup, its own definitions of a “lead,” a “deal,” or even a “customer.”
North America ran sales through GoldMine CRM, manually connected to QuoteWerks and the ERP system Alliance. North Europe used Lime. Other markets tracked projects in spreadsheets, OneNote, or local databases, none of which communicated with each other.
The result was a disjointed sales ecosystem
- No consolidated view of global pipeline or forecasting
- No shared reporting standards
- No unified customer or deal history
- Repetitive manual data entry and missed insights
At the same time, Envac was running a global ERP transformation, and leadership had set a bold goal: to establish one CRM foundation before the next fiscal year.
To get there, we needed to:
- Map every existing process across continents
- Design a scalable data model for both B2B and project-based sales
- Define one global sales process that worked in North America, Europe and Asia
- Secure adoption through training and clear ownership structures
Building a global CRM the right way
We built a structured, phased program rather than a one-off implementation. The mission was to create one global CRM ecosystem that unites sales and marketing while respecting local differences and driving adoption from day one.
It started with a global pre-study to map every system, process and dependency. Workshops with regional stakeholders revealed both technical variations and differences in how success was defined. Forecasting models varied across markets. Sales cycles ranged from short industrial deals to multi-year public projects.
By combining strategic analysis with technical design, we developed a scalable framework built on four cornerstones:
- Process alignment. One global sales process flexible enough to handle regional nuances, but measurable in a single system.
- Data architecture. A unified data model connecting deals, projects, facilities, development areas, companies and contacts, creating the foundation for reliable reporting.
- Technology design. HubSpot Sales Hub as the central platform, integrated with QuoteWerks and aligned with ongoing ERP development for end-to-end visibility.
- Adoption and change. Structured training, governance and ownership to ensure long-term success.
Risk & mitigation
Throughout the pre-study, we identified project risks early and planned mitigation actions: phased data mapping and testing for migration quality, local CRM champions to drive user adoption, and parallel development tracks to minimise integration delays.
Our cross-functional team - CRM strategists, HubSpot engineers, solution architects and change specialists - worked closely with Envac’s global leadership to translate the framework into actionable blueprints for each region. The outcome: a step-by-step roadmap connecting technology, people and process.
Turning pilots into proof
Together, we decided to roll out the new CRM region by region, starting with a pilot in North America and expanding across EMEA, North Europe and Asia. Each rollout combined technical implementation with structured change management, ensuring every market not only used the system but embraced it.
North America – proving the model
The first pilot took place in the US and Canada. We replaced GoldMine with HubSpot Sales Hub and built the integration with QuoteWerks. This phase focused on creating a complete sales process inside HubSpot – from lead to quote to project handover – while migrating historical data and improving forecast accuracy. Weekly sessions with sales teams turned into continuous feedback loops that refined the setup for future rollouts.
EMEA and North Europe – scaling adoption
Once the model was proven, we led the rollout across Europe. Data migration from Lime ran in parallel with a large-scale training program for sales and management teams. North Europe also became the first region to use our structured change management framework, with hands-on workshops, clear user roles and local CRM champions driving adoption.
China and Southeast Asia – expanding the ecosystem
In 2025, the rollout continues in Asia. HubSpot is now being introduced to new markets and integrated into local sales structures, built on standardized data, consistent KPIs and a proven training model.
At every stage, we stayed close. This wasn’t a handoff project. We were part of the team, designing and adjusting as Envac expanded.
The results: visibility, predictability, growth
The transformation changed how Envac manages its entire commercial operation. What was once a mix of disconnected tools is now a single connected environment where every market works within the same structure, speaks the same data language and reports in real time.
Tangible results
Defined
Standardised global sales process with clear stage definitions
Visibility
Full pipeline visibility across all regions and divisions
Accuracy
Forecast accuracy improving month by month
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Adoption
Active user adoption in all pilot regions within the first quarter after go-live
Strategic impact
For the first time, leadership has a consolidated view of every deal and project worldwide. Forecast meetings have moved from spreadsheets to live HubSpot dashboards. Managers can now compare regional performance, conversion rates and deal velocity instantly without any manual reporting.
At the strategic level, the CRM became much more than a sales tool. It’s now the central hub connecting sales, marketing and finance. In other words, the single source of truth for operational and commercial growth.
A partnership built to evolve
After the global rollout, Envac chose to keep us as its long-term partner. Together, we shifted focus from implementation to continuous optimization where we refine data, dashboards and user experience across regions.
We now support Envac with governance, onboarding new users and ongoing improvements in automation and reporting. And always with measurable impact in focus: better forecast reliability, higher data quality and consistent adoption as new markets come online.
The collaboration has also expanded beyond CRM. Envac entrusted us with rebuilding its global website, including the technical architecture and HubSpot integrations connecting the site with regional marketing workflows. It’s a natural next step in aligning brand, web and CRM into one cohesive digital ecosystem.
Today, the partnership works as joint ownership. Envac’s internal teams manage daily operations while we provide expertise, challenge and guidance when strategic or technical questions arise.
With further expansion in Asia and the introduction of AI-driven insights on the horizon, Envac’s foundation is ready. The HubSpot ecosystem we built together continues to grow with the company, further connecting people, data, processes, and decisions across continents.
Looking ahead
From fragmented systems to one unified CRM, Envac now runs a connected commercial ecosystem that delivers predictability and growth.
This is what happens when technology, strategy and people successfully align; a clear vision executed with precision and trust. Together with Envac, we turned a complex transformation into a model for global commercial excellence.
