HubSpot configured for a long B2B cycle

AED 18,000 to AED 120,000 covers most of what we are asked to build. The number moves on how complex the sales process is, whether custom objects are needed, how many integrations, and whether existing data needs restructuring at account level. Anything quoted before those are known is a guess. We scope first, then price, and the scope document is yours whether or not you proceed. These are market ranges rather than a fixed rate card — the proposal carries the real figure.

Yes, with configuration. Out of the box it leans towards a shorter, single-contact journey, which is why complex B2B teams sometimes conclude it is not for them. The gap is almost always configuration rather than capability: account-level reporting, committee roles, exit criteria and a longer attribution window.

Salesforce is more configurable and expects a dedicated administrator. HubSpot is faster to get running and keeps marketing in the same system, which matters if the two teams need shared data. For most Dubai mid-market B2B, the deciding question is whether you will have an administrator, not which platform is more capable.

Sometimes, and less often than people expect. If your business revolves around something that is not a contact, company or deal — tenders, sites, vessels, subscriptions — then yes. Otherwise custom objects add complexity that has to be maintained. We will push back before building them.

Use them only if marketing and sales genuinely agree on the definitions, in writing. In practice we more often see them causing arguments than creating clarity, and replacing them with stages defined by observable events works better.

Only if it is configured for it. Default attribution windows will not credit a first touch from nine months earlier, so the channel that started the deal appears to produce nothing. Extending the window is straightforward and rarely done.

Roles recorded against the deal — decision maker, user, technical evaluator, procurement — captured as part of the rep's normal workflow rather than as extra admin. Then reporting on committee coverage, which shows where a deal is exposed.

Four to ten weeks depending on how much existing data needs restructuring. Mapping the real sale takes the first week or two and determines everything after.

Forecast accuracy over a quarter, and whether the pipeline report survives a challenge from the sales director. Those two together are the honest test.

Yes, though it usually needs restructuring at account level and deduplicating. We audit it first and tell you what is worth keeping, because migrating everything for completeness is how a fresh configuration inherits an old problem.

Yes. We run the LinkedIn, ABM, content and paid programmes that generate B2B demand, and having the same team on both sides means the reporting and the campaigns are built against the same definitions.