Clay Lacy Aviation Accelerates Pipeline by 40% with HubSpot Sales Hub
Founded in 1968 by legendary aviator Clay Lacy, the company is now the world’s most experienced private jet operator, trusted by Fortune 500 leaders and prominent individuals for aircraft management, charter, maintenance, and FBO services.
Facing inefficiencies from fragmented tools—including a partially adopted Salesforce CRM—Clay Lacy partnered with New Breed to migrate to HubSpot Sales Hub. This customized implementation unified their sales teams, automated critical workflows, and embedded their unique aircraft-tracking needs directly into the CRM.
CHALLENGES
Clay Lacy Faced Two Operational Roadblocks
Fragmented Sales Tools
Teams used multiple platforms (including partially adopted Salesforce) without integration, causing visibility gaps and process inefficiencies. The lack of a unified CRM led to missed follow-ups and duplicated efforts.
Unreliable Recurring Revenue
While their inside sales team excelled at one-time charter bookings, the outside sales team struggled to build sustainable pipelines for high-value aircraft management contracts.
SOLUTION
A Tailored HubSpot Implementation
New Breed delivered a three-phase transformation:
Custom CRM Architecture
We migrated Clay Lacy from Salesforce to HubSpot Sales Hub, solving their unique need to track aircraft (both owned and leased) alongside deals. Our team designed a custom aircraft object with properties like tail number and ownership status, then mapped its one-to-many relationships to contacts and companies using an entity-relationship diagram. To overcome HubSpot’s workflow limitations, we created proxy properties that automatically updated associated records—ensuring data consistency when deal stages changed.
Sales Enablement Overhaul
To empower sales, we automated lead distribution based on aircraft and territory, designed pipeline-stage tasks to prompt specific actions, and integrated third-party tools for charter scheduling and financial tracking to connect HubSpot with Clay Lacy's operations.
Adoption Acceleration
Interactive training sessions and step-by-step video guides were created to drive user adoption. The operations team received ongoing support and quarterly check-ins to ensure long-term success as the business scaled.
“We needed more than a software swap—we needed a strategic partner to rethink our sales foundation.”
