Everpeak modernized Intelliguard’s legacy HubSpot environment—standardizing account structure, centralizing quoting, and introducing pricing controls—so teams could work from one reliable system and leadership could see what was really happening.

About Intelliguard

Intelliguard is a healthcare technology company that supports hospitals and health systems with medication management and operational visibility. Their solutions help teams improve inventory accuracy, strengthen control over critical medications, and operate more efficiently across departments and locations.

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The Challenge

Intelliguard had been on HubSpot for years, but as teams changed and processes expanded, the CRM became cluttered with legacy data, duplicate records, outdated fields, and inconsistent account structures. Workflows no longer matched how Sales and Finance actually operated, making the system harder to trust and easier to work around.

The result: Sales and Finance relied heavily on manual work and disconnected tools, while leadership lacked a clear, consistent view of performance.

Primary challenges Everpeak addressed:

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1. Quoting was manual and hard to control Quotes were built in Excel with no standardization, no approval workflows, and no consistent rules for managing discounts at scale. Finance had limited visibility into margin impact and pricing patterns, making it difficult to govern decisions without slowing Sales down.

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2. No single source of truth across teams HubSpot, Salesforce, QuickBooks, spreadsheets, and email were each being used to track different parts of the customer and sales process. The overlap created duplicate effort, inconsistent data, and a reliance on informal "side systems" to understand what was actually happening.

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3. Account structure didn't reflect how hospitals buy Health systems and their facilities weren't consistently mapped in the CRM. This caused downstream confusion around pricing tiers, discounting logic, and commission eligibility — particularly when deals spanned multiple locations under the same health system.

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Leadership lacked reliable visibility Because critical steps lived outside the CRM, basic questions were hard to answer with confidence: What's in the pipeline? Where are deals stalling? Are discounts being applied consistently? Which accounts are putting pressure on margins?

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The Solution

Everpeak helped Intelliguard modernize HubSpot without starting over — preserving what was working, eliminating what wasn't, and rebuilding the system around how the business actually sells today.

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1. Standardized the healthcare account hierarchy 5,000 accounts were restructured into a consistent health system → facility model, giving Sales clear visibility into account relationships and enabling pricing rules to be applied at the right level — reducing confusion on complex, multi-site deals.

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2. Cleaned up the legacy portal and improved usability Duplicate records, unused fields, and outdated data were removed. Navigation was simplified, and role-based views were refined so Sales and Finance each saw what was relevant to them — making the system easier to adopt and easier to trust.

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3. Centralized products, pricing, and quoting inside HubSpot Quoting was moved out of Excel and into a structured, self-service workflow built on a shared product and pricing catalog. Sales reps can now generate quotes directly from deals in minutes, reducing turnaround from 1–3 days to same-day delivery. Discount approval steps were embedded directly into the process — keeping deals moving while giving Finance the oversight they needed.

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Established HubSpot as the primary system of record Five disconnected tools were replaced with CRM-native workflows and reporting, giving leadership a consistent view of pipeline activity and pricing trends — while laying the foundation for broader platform consolidation, including forecast-to-actual reporting and a future migration of Service operations into HubSpot.

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The Impact

With a cleaner system and core workflows consolidated into one platform, Intelliguard's teams gained the visibility, efficiency, and control needed to operate with more confidence.

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• 800+ hours saved annually — with quoting at the center Automating the quoting process eliminated an estimated 250–550 hours of manual quoting work each year, with total time savings across the engagement exceeding 800 hours annually.
• Quote turnaround reduced from 1–3 days to same-day delivery Sales reps can now generate accurate quotes directly from deals in minutes, replacing a multi-step Excel process that often required multiple approval cycles before a quote could go out.
• Stronger pricing governance without slowing down Sales Discount approvals are now embedded in the quoting workflow — giving Finance real-time visibility and control while allowing Sales to move quickly without going off-process.
• Clearer visibility into deals, pricing, and account performance Standardized account structure and improved reporting made it possible to track pricing history, spot discount patterns, and identify where margins may be eroding — by account or health system — giving leadership a more reliable basis for decisions.
• A scalable foundation for continued growth HubSpot is now the primary system for Sales and Marketing, with a structure that supports expanding adoption, improving forecast accuracy, and consolidating additional operations over time.

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