How a PropTech Startup Increased Trial-to-Paid Conversion from 9% to 31%

"Celumai did not just implement HubSpot features. They understood our conversion problem from a business perspective and designed a system that actually solved it. The ROI was visible within 6 weeks."

— CEO, PropTech SaaS Platform

With 800 new trial signups per month, the sales team of 6 had no way to prioritise outreach. All trials received the same generic email sequence. There was no visibility into in-product behaviour. Reps spent 60% of their time on trials that never converted.

We connected HubSpot to their product analytics platform via API, built a PQL (Product Qualified Lead) scoring model based on 18 months of conversion data, created automated sequences that adapt based on in-product behaviour, and implemented a tiered routing model that gives high-intent trials to senior reps within 4 minutes.

Trial-to-paid conversion increased from 9% to 31% in 90 days. Revenue per sales rep increased by 2.4x. The team stopped hiring and redirected headcount budget to product.

Is this familiar?

HubSpot challenges in Real Estate — what we see most often

Businesses in Real Estate running HubSpot often face the same underlying issues: data quality problems that compound over time, automation configurations that worked at launch but have not kept pace with the business, and adoption gaps that mean the CRM captures only a fraction of what it should.

The challenge is rarely the platform itself. HubSpot is capable of handling this complexity. The challenge is the implementation — the data model decisions, the integration architecture, and the process design that determine whether the platform works for the business or against it.

Celumai specialises in HubSpot implementations and rescues for Real Estate businesses. If the issues described in this case study are familiar, the causes and solutions are likely similar.