CONVRG
platinum-horizontal-color
The No 1 HubSpot Growth Partners for Wales
HubSpot Flywheel

What the HubSpot Adoption Gap Is

 

The HubSpot Adoption Gap is the difference between what HubSpot is capable of doing and how much of that capability a business actually uses.

 

HubSpot is capable of running your entire revenue operation.
Most businesses only use a fraction of that capability.

Most businesses never close that gap.

Identify what’s actually blocking adoptionSee how your HubSpot really performs →

What the HubSpot Adoption Gap Is

See the management model that fixes the problem properly:  Why Explore Management-Led Adoption →  

 On the page:
 Why The Gap Appears | Example in practice | FAQ

Capability vs Adoption

HubSpot is designed to support an integrated revenue system. In a fully adopted environment the platform can support:

This includes:

Tick Lead generation

Tick Pipeline management

Tick Marketing attribution

Tick Customer lifecycle tracking

Tick Revenue forecasting

Tick Automation

However when adoption is incomplete, organisations may only use:

  • Contact storage
  • Basic deal tracking
  • Email sending

This represents only a small fraction of the platform's capabilities.

The difference between the two is the adoption gap.

 Why the Gap Appears

The adoption gap appears when technology is introduced without aligning leadership, processes and teams.

Common situations include:

Triangle ExclaimHubSpot implemented quickly to replace spreadsheets.
Triangle ExclaimDifferent teams using different workflows.
Triangle ExclaimProcesses that exist outside the CRM.
Triangle ExclaimLeadership relying on manual reporting instead of system dashboards.

 

In these situations HubSpot becomes a tool used by individuals, rather than a system that runs the business.

Example: The HubSpot Adoption Gap in Practice

A company invests in HubSpot to improve visibility across marketing and sales.

The platform is configured and users are trained.

However over time:

Triangle Exclaim Sales teams update deals inconsistently
Triangle Exclaim Forecasts become unreliable
Triangle Exclaim Marketing attribution becomes unclear
Triangle Exclaim Leadership still relies on manual reporting

The system technically exists, but it is not fully adopted across the organisation.

This is the HubSpot Adoption Gap in practice → 

Why It Matters

When the adoption gap appears, organisations often assume the CRM platform is the problem.

In most cases this is not true.

HubSpot is capable of running marketing, sales and revenue operations in one system. The real issue is usually how the platform was introduced and adopted across leadership, processes and teams.

Understanding the HubSpot Adoption Gap is the first step toward fixing it.

Understanding the HubSpot Adoption Gap is the first step toward improving CRM adoption and restoring reliable visibility across marketing, sales and revenue. 

To understand the causes in more detail see: Why HubSpot Adoption Fails →

Four types of business we really know

Sport

We have a lot of friends in the world of Sports so if you are looking for an agency that understands sports marketing sponsorship and hospitality sales we might be the one! From professional teams to NGO's we help your team win.

Bath Rugby LOGO
Cardiff Blues LOGO

Not For Profit

We have worked with Charities, arms-length bodies and Foundations of many types and understand the pressures of the third sector as well as anyone. we can help with your data, fundraising and events management

CDPS-1
Keep Wales Tidy

Technology

From high-tech manufacturing to SAAS Startups. we've worked with lots of businesses in this arena. We can help with audience building, monetisation, sales process and so on. It helps to be a technology business ourselves!

Frontier Medical
logo-Bulb

Media

The roots of Real Inbound run deep into the world of media and the music industry, and always with a commercial aspect driven by the acquisition and monetisation of huge audiences through first-rate content strategies.

Advendio
Tribe Fire

 

FAQs About the HubSpot Adoption Gap

The HubSpot Adoption Gap is the difference between what HubSpot is capable of doing and how much of that capability a business actually uses.

It usually occurs when HubSpot is implemented as a tool rather than adopted as a management system that aligns leadership, processes and teams.

In most cases the platform is not the issue. The gap usually appears because the organisation has not fully embedded HubSpot into how the business operates.

 

Fix the problem at the root

This usually is not a software issue - it is an operating issue

See how your HubSpot really performs →

 Explore Management-Led Adoption →