Your organization is unique. Your onboarding plan should be too. The experienced team at Kayak provides tailored objective-based onboarding services for HubSpot customers using the full HubSpot suite of tools, including Marketing, Sales, Service, Operations, CMS, and the CRM.
Objectives-based onboarding incorporates practical exercises that advance your agenda. It's doing in addition to learning. Leverage Kayak's expertise to implement long-term strategic planning, apply best practices, and make HubSpot work for you.
Kayak goes beyond regular HubSpot onboarding by diving deeper into strategy, while also incorporating practical tools training.
- Oscar Zamorano (Principal Channel Consultant, HubSpot)
Helping 600+ organizations attract leads and grow sales since 2011.
On this page: Objectives-based Onboarding | Hub-related Tasks | Sample Plan | Service Request
We offer Objective-based Onboarding. Another advantage HubSpot users have when working with Kayak.
Objectives-based Onboarding (OBO) helps you get set up and achieving your initial goals fast. It's one way to see results while building your familiarity with HubSpot software.
It's strategic, collaborative, and you achieve results faster.
One-size-fits all project plans don't work, because they force us both to work within a rigid framework. That's backwards because it seldom aligns with your goals, blurs what success looks like, and wreaks havoc on making real progress.
The sample plan lower on this page lists tasks, sure. But, each section includes topical discusisons that impact the tasks to be done. Our plans guide the process, offer flexibility, and keep your most important business goals in focus.
You may be wondering when to call HubSpot support, when to utilize the Academy, and when to contact Kayak.
- Call HubSpot Support when you have a short-term technical quesiotn.
- Visit HubSpot's Academy or Knowledge Base for self-learning.
- Contact Kayak when you have longer-term strategic, planning, and best practices questions, and to help you make HubSpot work for your business.

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MARKETING HUB ONBOARDING |
STARTER | PRO | ENT |
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Lead capture and conversion paths | ![]() |
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Segmenting your data | ![]() |
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Email marketing | ![]() |
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Traffic and website analytics | ![]() |
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Content strategy | ![]() |
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Automated lead nurturing and internal lead assignment setup | ![]() |
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Consulting to migrate/import data from your CRM | ![]() |
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Campaign setup and analysis | ![]() |
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Calculated properties and custom reporting | ![]() |
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Permissions, team setup, and managing multiple brands in HubSpot | ![]() |
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Technical Consulting | ![]() |
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Business Consulting & Coaching | ![]() |
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SALES HUB ONBOARDING |
STARTER | PRO | ENT |
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Productivity tools | ![]() |
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Overview of your custom sales process in HubSpot | ![]() |
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Customization of the CRM for your processes | ![]() |
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Baseline reporting setup and review | ![]() |
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Onboarding your team (invite, permissions, and resources) | ![]() |
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Standard sales automation setup | ![]() |
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Turning on standard integrations (App Marketplace/native) | ![]() |
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Consulting to migrate/import data from your CRM | ![]() |
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Routing and managing multiple teams | ![]() |
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Business process mapping | ![]() |
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Custom integration consulting (APIs) | ![]() |
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Technical Consulting | ![]() |
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Business Consulting & Coaching | ![]() |
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SERVICE HUB ONBOARDING |
STARTER | PRO | ENT |
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Set up intake channels | ![]() |
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Service meetings setup | ![]() |
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Create a customized ticket pipeline | ![]() |
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Knowledgebase setup | ![]() |
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Reporting on productivity and closed tickets | ![]() |
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Live chat implementation | ![]() |
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Standardized email and chat responses | ![]() |
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Ticket automation | ![]() |
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Measuring customer experience | ![]() |
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Managing multiple teams | ![]() |
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Developing support playbooks | ![]() |
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Creating custom dashboards | ![]() |
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Business Consulting & Coaching | ![]() |
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Your Tailored HubSpot Objectives-based Onboarding Plan will cover a lot.
This is an example plan. Your plan may look different depending on your business goals, budgets, challenges, opportunities, and priorities.
1. Account and Technical Setup
What we’ll cover:
- Invite your team members and set user roles/permissions
- Connect your subdomains and configure your settings
- Install the HubSpot tracking code and filter out your internal traffic
- Set up your email sending domain and CAN-SPAM, CASL, GDPR (you provide the legal verbiage)
- Import your contacts, companies, deals, tickets, and notes
- Import your marketing opt-out lists
- Configure email types
- Connect your social accounts
- Discuss potential integrations
2. Capture and Convert Leads
What we’ll cover:
- Your customer personas (ideal buyers and their companies if applicable)
- Your current customers (are they segmented by type or persona?)
- How you currently capture leads on your website
- Best practices for lead capture forms on your website
- The type of information you are collecting
- Lead qualification and disqualification
We’ll discuss and set goals with you on:
- Creating better personas based on psychographics (how they think)
- Exploring the implementation of advanced forms to pre-segment leads
- Creating custom properties that help you qualify leads when filling out forms
- Setting up HubSpot's automated lead scoring
- Implementing lead scoring based on their sense of urgency
3. Engage and Nurture Your Leads
What we’ll cover:
- How you currently assign leads to team members
- Your current email automation approach
- Contact segmentation
- Account-based marketing
We’ll discuss and set goals with you on:
- Defining lifecycle stages and ensuring contacts go through appropriate nurturing tracks depending on their stage
- Creating your first welcome flow series for a new lead
- Adhering to CAN-Spam, CASL, and GDPR laws
4. Automate and Personalize Your Marketing
What we’ll cover:
- Review your current email automation efforts
- Review your current marketing efforts and campaigns
- Review any planned marketing campaigns you have coming up
- Review how you currently segment contacts
- Review the different segments needing unique information
We’ll discuss and set goals with you on:
- Finding manual tasks that can be automated in HubSpot. Developing workflows, lists, and smart content
- Connecting your social and advertising tools, and automating tasks
- Using custom properties to build target lists
Coaching, Onboarding, Automation, and Web Development Services
As we approach the completion of your onboarding, we'll work with you to determine what your next goals will be. If you’re looking for more hands-on strategic or technical consulting help after onboarding, check out our Coaching Services.