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First HubSpot Partner in Denver · Est. 2004 · 500+ professional services firms served Get Your Friction Score →
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Migration Scorecard

Measure the friction before moving it.

Switching CRMs is a rare clean slate. Find out what’s slowing your firm down today, so it doesn’t follow you into HubSpot.

The Migration Scorecard

A new CRM won’t fix an old process.

If handoffs depend on memory, reports need a spreadsheet to make sense, and admin work keeps growing, moving that setup into HubSpot just moves the problem. The fix starts with knowing where the friction is.

The Migration Scorecard measures how your firm markets, sells, serves, and reports today. It asks about your process, not your software, so you’ll take it twice: once before your migration and again about 90 days after launch. The difference between the two scores shows what the move was worth.

It takes under five minutes. Choose “Before migration” or “After migration” at the start so your answers land in the right place.

Admin burden compounds
Documentation gets skipped. HubSpot gets messy. The team works harder at the expense of visibility and profitability.
Admin burden compounds
Documentation gets skipped. HubSpot gets messy. The team works harder at the expense of visibility and profitability.
Who It's For

Built for firms moving to HubSpot from another CRM.

This scorecard is for Brightlark clients migrating from Salesforce or another CRM to HubSpot. It gives you a baseline before the move and a clear comparison after it.

It’s most useful when several people take it: the firm owner or managing partner, operations leaders, and the people who live in the CRM every day. Different seats see different friction.

Why It Matters

Don’t migrate the friction.

The Problem

Growth should not make your firm harder to manage.

Most CRM migrations copy the old system into a new one. Same fields, same workarounds, same blind spots, just with a better interface.

Measuring friction first changes that. When we know which handoffs break, which reports nobody trusts, and where admin work piles up, we can design HubSpot around how your firm actually works.

Every build decision gets one test: does this remove friction or just relocate it?

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What the Scorecard Assesses

Six areas of operational friction.

The scorecard looks at six areas that decide whether your CRM helps your firm grow or quietly works against it. The questions describe outcomes, not features, so they work in any CRM.

1

CRM Structure

Does your CRM reflect how your firm actually markets, sells, serves, and manages clients? This looks at whether your records, deal stages, and client statuses are organized clearly enough to support how the business operates — not just how the system was set up years ago.

2

Marketing → Sales Handoff

Do qualified prospects reach sales with enough context, urgency, and ownership? This looks at lead source, qualification, engagement history, and whether sales can quickly tell if a prospect is worth pursuing — or has to dig to find out.

3

Sales → Service Handoff

Does closed work move cleanly into onboarding and delivery? This looks at whether scope, client promises, stakeholders, timelines, and risks reach the delivery team in a usable form — or arrive as a one-sentence deal note and a wing and a prayer.

4

Workflow Automation

Is your system reducing manual admin across marketing, sales, and service — or adding to it? This looks at whether follow-ups, notifications, tasks, and status updates happen on their own, and whether anyone can fix them when they break.

5

Reporting & Visibility

Can leadership see what’s happening across demand, pipeline, delivery, and client health without rebuilding the data in a spreadsheet first? This looks at whether your dashboards answer real business questions — and whether the team trusts the numbers enough to use them.

6

Admin Load & Data Hygiene

Does the team trust and maintain the system consistently? This looks at duplicate records, messy fields, unclear data rules, low adoption, and how much cleanup it takes just to make the CRM useful on a given Tuesday.

Your Results

A baseline now. A comparison later.

After each round, you’ll get an overall Friction Score, category scores across all six areas, and your strongest and weakest spots.

Your before-migration score shapes the build. It shows us which areas to fix first and which ones already work. Your after-migration score shows how far you’ve come and what to focus on next.

Each score places your firm in one of four categories:

Score Category What It Means
0–39 High Friction Your CRM is likely creating significant admin drag, visibility gaps, and handoff failures across the business.
40–59 Operational Drag Your CRM is working in places, but too much still depends on manual effort, memory, and cleanup.
60–79 Scaling Ready Your CRM supports parts of the business well, but several friction points may limit how far you can scale.
80–100 Frictionless Firm Your CRM is operating as a reliable source of truth across marketing, sales, and service.
Take the Scorecard

Take it twice. Compare the results.

Take the scorecard at kickoff to set your baseline, then again about 90 days after launch. Answer based on how work actually gets done that day. It takes less than five minutes, and you don’t need to know what’s broken before you start. That’s kind of the point.

Business Growth
What Comes Next

Your Day 90 review starts with this score.

About 90 days after launch, we’ll sit down with both scores side by side. You’ll see where friction dropped, where it held, and what’s worth fixing next.

That conversation becomes your Frictionless Roadmap: a short, prioritized plan for keeping HubSpot working as your firm grows.

Business Planning

Ready to set your baseline?

The Migration Scorecard takes about five minutes and shows where your current process is costing you time, money, and the occasional good night’s sleep.

Take the Migration Scorecard
Get Your Frictionless Roadmap