Connecting Systems, Unlocking Agility:

How Enable Accelerated ‘Time to Revenue’ with HubSpot Integration 

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The Client

Enable.

Enable is a fibre broadband provider on a mission to connect Christchurch and the greater Christchurch area with world-class internet. Enable delivers ultra-fast fibre to more than 155,000 homes, businesses and schools. 

The Challenge

Too many systems, not enough clarity

Enable had a fractured ecosystem: Sales data lived in multiple systems, including HubSpot and Microsoft Business Central, while Operations ran through Zendesk, SharePoint and still occasionally email. This led to data duplication, manual entry, and delays between teams.

“We kept deal data in two places. Teams were re-entering information, which caused errors and wasted time. We needed to streamline the flow,” says Jo Suszko, Business Analyst at Enable.

The goal wasn’t just integration for convenience — it needed to align with Enable’s evolving, event-driven architecture for long-term scalability.

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 Image: www.enable.net.nz              

The integration aimed to streamline workflows across three key service areas and ensure consistent, up-to-date data across platforms. A major driver was enabling faster, more confident decision-making through real-time data and improved visibility post-sale — allowing teams to remove blockers before they impacted delivery.

With just ten weeks to go-live, the project was both complex and time-sensitive, and had to meet Enable’s rigorous security standards.

The Solution

Designing for the future

Concentrate and Enable co-designed a modular, event-driven architecture to support long-term scalability and integration goals.

“Detailed architecture was essential to meet Enable’s documentation and security standards while delivering the integration outcomes,” says Vinni John, Project Manager at Concentrate. “With so many moving parts, having a clear map for our teams was crucial.”

To resolve system fragmentation and limited visibility, the teams implemented a custom-built Deal Model — a serverless microservice that streamlines deal event processing.

This architecture enables real-time updates (e.g. project status, customer details) to flow across systems without direct dependencies. By decoupling applications, Enable now has a scalable, agile, and fault-tolerant ecosystem.

Key benefits include:

  • Synced data across platforms
  • Reduced manual effort and error
  • Better sales visibility post-sale
  • Faster identification and resolution of blockers

Deal events are triggered manually and sent via HTTPS POST to systems like HubSpot and Zendesk, with Confluent Kafka managing real-time processing. This foundation tightly integrates sales and service delivery, enabling responsive, secure operations at scale.

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Image:  Enable Integration Project Architecture Plan

Project Implementation

 

Project success hinged on robust technical planning, strong project management, and a secure, phased rollout. It began with defining coding standards, deployment patterns, and error handling practices. A joint kick-off workshop aligned priorities early, and staggered internal/external testing ensured quality at every phase. Twice-weekly check-ins maintained momentum, keeping the project on track.

Concentrate provided subject matter experts, clear training documentation, and a low-friction, high-trust integration experience — essential for Enable’s security-sensitive environment. Jo says “We had a clear architectural direction. Concentrate quickly understood our approach and delivered something sustainable, creative, and simple — all while adapting to our quirks.”

Technical Achievements:

  • Multi-object and/or bidirectional integration through custom development
  • Resolution of complex customer requirements and process gaps
  • Custom ticket integration model for seamless data flow
  • Object-oriented redesign of the Deal Model for greater flexibility
  • Operations Hub Professional for data standardisation and workflow-level logic
  • Leveraged an existing integration hub to connect with financial systems, supporting cloud migration
  • Real-time error handling with dual-message feedback via Kafka
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Photo Credit:  Envato Elements

“We had a clear architectural direction. Concentrate quickly understood our approach and delivered something sustainable, creative, and simple — all while adapting to our quirks.”
Jo Suszko

Business Analyst at Enable

The Results

Tangible outcomes for Enable

Concentrate delivered optimised processes, a future-proof integration, and alignment with Enable’s long-term migration strategy. Key outcomes included:

  • Empowered operations teams to manage workflows directly in HubSpot, reducing backend dependency and increasing agility
  • A scalable integration framework to support current needs and future growth
  • Improved efficiency through better alignment between system design and business goals
  • Smooth, on-track delivery aligned with Enable’s wider business objectives
“The Concentrate team were responsive and willing to pick up what was thrown at them —especially around event-driven architecture and AWS. Even though we were quite prescriptive, it felt like a true partnership. We got what we needed, and they added real HubSpot expertise along the way.”
Jo Suszko

Business Analyst at Enable

Impact

Real Business Gains, Reduced Errors, and Frictionless Sales Support

The integration had an immediate and measurable effect — simplifying processes, eliminating double handling, and improving the experience for both internal teams and customers.  According to Jo, the most noticeable wins were:

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Onboarding More Teams into HubSpot

“By eliminating double entry, our ops teams could finally start using HubSpot properly. It’s made it so much easier to support the BDMs during the sales process.”

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Streamlined Invoicing – With Real Financial Value

“Integrating invoicing from HubSpot to Business Central delivered a huge benefit. It removed errors and rework, and replaced a clunky spreadsheet-based process with one-click automation. This was the biggest gain in terms of real impact – time saving and accuracy.”

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Frictionless Customer Experience

“Customers love having contracts sent for e-signature directly from HubSpot. In construction, most people are on the move — so no more printing, signing, scanning. It’s made a big difference to how quickly we get things signed and moving.”

Looking Ahead:

Building on a Strong Foundation

Enable is now advancing into the next phase with Concentrate, targeting enhancements that improve data accuracy and streamline invoicing. One key refinement — optimising data flow into the finance system which Enable believe could unlock significant savings. These improvements build on a solid foundation, reinforcing the long-term value of the HubSpot integration.

Conclusion
Enable set out to unify disconnected systems and streamline its sales-to-service operations. With tight timelines and a clear digital vision, success relied on smart architecture, close collaboration, and a scalable approach.

Partnering with Concentrate, Enable didn’t just integrate HubSpot — it built the foundation for more agile operations, better visibility, and a future-ready tech stack.

The result: a connected digital ecosystem that reduces friction, empowers teams, and supports Enable’s mission to deliver world-class connectivity.

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Photo Credit:  Envato Elements