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How Deckard Technologies Turned an Abandoned HubSpot Into a CRM Its Team Trusts

When Deckard switched off Salesforce, HubSpot became the system of record — half-configured, undocumented, and abandoned by the one person who understood it. Fifty thousand deals carried no name beyond ‘Rentalscape.’ We've spent 22 months fixing that on an ongoing HubSpot Maturity Model retainer — and we're still not done.

Learn More About Our Process

The Client

Deckard Technologies Deckard Technologies

GovTech compliance software that 400+ US city and county governments run on — tracking short-term rentals, tax revenue and licensing.

400+ jurisdictionsOn Rentalscape 250,000+Rental properties tracked
The Project

Project Details

THE CLIENT
  • Deckard Technologies
SERVICES USED
  • HubSpot Maturity Model Retainer (12-pillar)
  • CRM Data Cleanse & Property Governance
  • Deal- & Lead-Source Attribution Build
  • Sales Pipeline & Object-Model Redesign
  • Client Success & Renewal Automation
  • CMS Website + Service Hub Enterprise
LOCATION
  • United States
  • Colombia
PROJECT MANAGERS
  • RedPandas HubSpot Team

The problem

Team

Roughly 50,000 deal and renewal records carried no name beyond ‘Rentalscape,’ so the VP of Sales had to open each one just to know which city it belonged to.

More than 5,000 duplicate contact and company records sat in the database, plus 825 companies with no name at all — from a legacy CRM setting nobody had traced.

No deal-source or lead-source attribution existed in the system. Sales was ‘playing a guessing game’ on every forecast, and marketing had no way to prove which campaigns were working.

Client success got ‘nothing’ useful from a newly won deal, and re-entered the same information by hand for every renewal.

A custom ‘contract’ object inherited from the migration broke finance’s revenue reporting whenever a field was left blank.

What RedPandas Did

What RedPandas did

A three-month audit that became a standing retainer, run on RedPandas' own HubSpot Maturity Model — a 12-pillar scorecard, with one or two priority pillars tackled each quarter rather than trying to fix everything at once.

01 First — the clean-up

Data hygiene & a pipeline rebuild

Before anything could be trusted, the inherited mess had to go — duplicates, nameless records, and a flat Salesforce-era pipeline with no attribution.

  • An ongoing dedup programme that cut duplicate records from over 5,000 to around 20
  • Root-caused the 825-nameless-company bug to a legacy setting, not bad data
  • Deal-source and lead-source tracking built from scratch — the foundation marketing needed
  • The flat inherited pipeline rebuilt into staged nurture tracks, with a ‘Bucket of Shame’ stage to force overdue clean-up
  • ~$2M in stale, unclassified deal value moved out of the pipeline into HubSpot's Leads object
02 Then — build & coach

Automation, and a team that owns it

New client-success and renewal automation, a new website and Service Hub — and, deliberately, coaching Deckard's own admin to run it rather than handing back a black box.

  • A new client-success object and pipeline with an automated sales-to-service handover
  • Escalating re-engagement and renewal-reminder workflows — including Deckard's first-ever automated mid-market CSM territory assignment
  • A new HubSpot CMS website, launched without a single reported bug
  • Service Hub Enterprise (ticketing, SLAs, self-service portal) going live September 2026
  • Coached HubSpot admin Paula Mancera Perdomo to make the calls herself — ‘almost above my skill set now’
  • Every significant change sandboxed before it reached the live sales team

The Results

What Deckard achieved

The sharpest number is support; the clearest long-run proof is Deckard's own Maturity Model scorecard, climbing quarter after quarter.

A CRM the team finally trusts

55–60%

of support tickets now resolved without escalation, up from ~20%

75%lift in paid-search click-through (~4% → ~7%), once attribution existed to measure it
4Platform Mastery score out of 10 — up from 0–1

The inherited mess, cleared

Before5,000+
After20

99.6% duplicate records eliminated

32 → 39composite Maturity Model score of 120, climbing each quarter
38,600AU$/yr in admin time recovered (projected estimate)
See Our Case Studies
Meet Deckard Technologies

About the Client

Meet Deckard Technologies

Deckard Technologies is a US-headquartered GovTech SaaS company with a Colombia-based operations hub. Its flagship product, Rentalscape, covers short-term and long-term rental compliance for more than 400 US jurisdictions and over 250,000 rental properties — alongside sibling products Propertyscape, Foreclosurescape and ATR. Deckard has been on an ongoing HubSpot Maturity Model retainer with RedPandas since November 2024, with the engagement expanding five times over as the business has grown.

400+US jurisdictions
250,000+Rental properties tracked
132Employees (Jan 2026)
GovTech SaaSUS city & county governments Maturity Model retainerWith RedPandas since Nov 2024

Everyone used to say ‘we don't like HubSpot.’ Now it's ‘we need HubSpot now.’

Chloe Sasson, Chief of Staff, Deckard Technologies

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See how RedPandas can help your SaaS or GovTech organisation build a CRM your whole team will actually trust.

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