Airtech: Enterprise HubSpot–Navision 365 Integration Integration

The Challenge

Aligning enterprise-grade ERP data with a modern CRM.

• Navision 365 held authoritative product, pricing, and order data
• Sales teams lacked real-time visibility inside HubSpot
• Region-based pricing and currency conversion added complexity
• Orders were created across both systems
• Marketplace integrations lacked flexibility and control

While a prebuilt HubSpot–Navision integration existed, it failed to meet Airtech’s scale, sales logic, and customization requirements.

Our Solution

1. Custom Middleware Architecture

We designed and built a fully custom middleware system that acts as a real-time bridge between Microsoft Navision 365 and HubSpot.

Architecture Overview

• Built using Django
• Event-driven using webhooks
• Centralized sync engine for all regions
• Fully configurable field mapping

Key Capabilities of the Middleware

🔁 Real-Time Sync

• Any change in Navision triggers immediate updates in HubSpot
• Products, pricing, orders, and customer data stay in sync

🧩 Flexible Field Mapping

• Custom mappings per object
• Region-specific logic without duplication
• Future-proofed for schema changes

🔄 Resync & Recovery

• Manual and automated resync triggers
• Error logging and retry mechanisms
• Safe handling of large data volumes

2. HubSpot Implementation at Scale

CRM Customization & UI Extensions

To support the sales team's workflow, we extended HubSpot beyond native capabilities.

• Custom Deal Creation UI Extension
• CRM cards displaying:
  • Navision product data
  • Sales reports
  • Embedded reporting windows (iframes)
• Tailored layouts per role and region

3. Sales Automation & Workflows

We implemented dozens of workflows to eliminate manual effort:

• Pipeline stage automation
• Sales reminders and follow-ups
• Order status updates
• Sales value calculations
• Region-specific workflow logic

Each workflow was designed to mirror real sales behavior, not generic CRM logic.

4. Advanced Reporting & Datasets

HubSpot's native reporting was extended using:

• Custom datasets
• Calculated properties (not available out of the box)
• Sales-rep-specific dashboards
• Manager-level performance views

This allowed sales teams to see exactly the numbers they cared about, without manual reporting.

5. Multi-Region Setup Using HubSpot Brands

To support Airtech's global operations, we leveraged HubSpot Brands:

• Separate processes for US, UK, IN, LU
• Region-specific products and pricing
• Distinct pipelines and dashboards
• Shared infrastructure, isolated logic

6. Access Control & User Roles

• Role-based access across CRM
• Controlled visibility of pricing and reports
• Permissions aligned with real-world responsibilities

This ensured data security without slowing teams down.

Scale & Impact

Current System Scale

• 29,999+ Contacts
• 15,000+ Companies
• 224,000+ Deals
• Region-specific product catalogs
• Real-time price conversion from Navision

Business Impact

• Faster deal creation
• Reduced data errors
• Higher CRM adoption
• Unified sales operations across regions

What Makes This Project Stand Out

This wasn't just an integration — it was a platform.

The middleware itself is extensible and robust enough to be treated as a standalone system, capable of powering future integrations beyond HubSpot.