{ "metadata": { "vendor": "HubSpot CRM", "package": "Deep Review", "language": "en", "date": "2026-06-29", "client": "DemoCo", "decision": "Renew HubSpot only under conditions. Do not sign a 24-month expansion until the quote, export/API test, governance gates, DPA/subprocessor handoff and alternative proof are closed.", "decision_short": "Renew under conditions", "status": "Example review with marked assumptions" }, "customer_layer": { "metadata": { "document_title": "HubSpot CRM Deep Review", "client_label": "DemoCo", "language": "en", "status_label": "Example review with marked assumptions", "primary_decision": "Renew under conditions", "decision_thesis": "HubSpot is probably the lowest-disruption operating path in the assumed state, but it is not an automatic Go. A longer renewal becomes ready for internal review only when quote, export/API, governance, DPA/subprocessor and alternative-proof gates are closed.", "customer_note": "This example shows how a Deep Review is structured. In a real client project, marked assumptions are replaced with the client contract, admin export, real quotes and approved legal/security artifacts." }, "use_case": { "title": "CRM renewal for a growing B2B revenue team", "summary": "DemoCo uses HubSpot as the operational CRM and Revenue Ops system for sales, marketing, customer success, management reporting and integrations. The question is not whether HubSpot has strong features. The question is whether a 12- to 24-month renewal is lower risk than switching to Salesforce, Pipedrive or Attio.", "operating_assumptions": [ "80 employees today, growing to roughly 120 employees within 24 months.", "42 regular HubSpot users, including 28 sales/service-near users and 4 admin/RevOps roles.", "Critical dependencies: custom properties, associations, activities, workflows, lists, dashboards, integrations and role model.", "Marked assumption: 40 active workflows, 18 critical lists, 12 management dashboards and 14 integrations.", "Data classes: contacts, companies, deals, tickets, activities, emails, notes, calls, meetings, custom properties, attachments and reports." ], "decision_question": "Should DemoCo renew HubSpot for the next cycle, extend briefly, renegotiate, or test an alternative before renewal?" }, "decision_conditions": [ { "id": "GATE-01", "gate": "Fixed written quote", "status": "Open", "condition": "Written 12/24/36-month quote including hubs, seats, contacts, add-ons, support, term, uplift and cancellation window is available.", "why_it_matters": "Without a quote, TCO remains a model and cannot support a renewal recommendation.", "owner": "Procurement / Finance" }, { "id": "GATE-02", "gate": "Export/API probe", "status": "Open", "condition": "Sample export/API pull for records, properties, associations, activities, attachments and reports has been completed successfully.", "why_it_matters": "Documented export paths are not enough to prove practical portability.", "owner": "RevOps / IT" }, { "id": "GATE-03", "gate": "Governance fit", "status": "Open", "condition": "SSO, SCIM, role model, permission history, admin offboarding and external-user handling are evidenced for the target plan.", "why_it_matters": "A CRM renewal for 80 to 120 employees is risky if governance is inferred only from feature pages.", "owner": "IT / Security" }, { "id": "GATE-04", "gate": "DPA/subprocessor handoff", "status": "Open", "condition": "DPA, subprocessors, transfers, deletion/return and data classes have been handed to the responsible privacy/legal owner.", "why_it_matters": "EvidenceOps prepares the decision basis but does not replace legal review.", "owner": "Legal / Privacy" }, { "id": "GATE-05", "gate": "Alternative proof", "status": "Open", "condition": "Salesforce, Pipedrive and Attio are scored against the same use case and exit/governance criteria.", "why_it_matters": "Alternatives are negotiation leverage only if they can carry the concrete operating state.", "owner": "Ops / RevOps" } ], "decision_findings": [ { "id": "FIND-01", "area": "Commercial / TCO", "verdict": "Conditional Go", "finding": "HubSpot can remain the rational path despite higher license cost if workflows, reports, integrations and data model are deeply embedded. A long renewal should not be accepted without a fixed written quote.", "evidence_basis": "HubSpot pricing pages, product catalog, customer terms and the marked-assumption TCO model.", "decision_effect": "Renewal remains viable, but only with written quote and 12/24/36-month TCO.", "next_verification": "Collect order form, quote, add-ons, contact volume, seat forecast and renewal deadline." }, { "id": "FIND-02", "area": "Export / Portability", "verdict": "Negative until tested", "finding": "Official export and API documentation is a positive signal, but it does not prove that DemoCo can migrate its actual tenant without losing context in activities, associations, attachments, custom properties or reports.", "evidence_basis": "HubSpot export/help pages and CRM/API documentation.", "decision_effect": "No 24-month Go before a real export/API sample succeeds.", "next_verification": "Run sample export/API pull and produce a migration gap log for the key data classes." }, { "id": "FIND-03", "area": "Governance / Admin controls", "verdict": "Conditional Go", "finding": "SSO, SCIM, permission history and role design are decisive for the target state. They must be verified against the exact target plan and tenant, not read from a generic checklist.", "evidence_basis": "HubSpot Help Center pages for permissions, permission history, SSO and SCIM plus target-plan/admin evidence.", "decision_effect": "Governance can support or block renewal depending on plan inclusion and tenant configuration.", "next_verification": "Review admin screenshots, role export, identity-provider requirements and offboarding process." }, { "id": "FIND-04", "area": "Privacy / DPA / Subprocessors", "verdict": "Handoff required", "finding": "DPA, subprocessors, security/trust artifacts and deletion/return questions are identifiable, but final approval belongs to the responsible legal/privacy owner.", "evidence_basis": "HubSpot DPA, subprocessor page, terms, trust/security pages and client data classes.", "decision_effect": "Renewal is not ready for final internal approval while DPA/subprocessor handoff remains open.", "next_verification": "Hand over data classes, transfer questions, subprocessors and deletion/return rights for privacy/legal decision." }, { "id": "FIND-05", "area": "Automation / Process lock-in", "verdict": "High lock-in risk", "finding": "Workflows, lists, dashboards and integrations are likely the largest hidden switching-cost surface. A CRM switch is not only a data export project; it is a process and reporting rebuild.", "evidence_basis": "Marked assumptions for workflows/lists/dashboards/integrations plus HubSpot workflow, list, report and integration sources.", "decision_effect": "Replacement should wait for an inventory and effort estimate; otherwise short renewal or renegotiation is safer.", "next_verification": "Pull workflow, list, dashboard and integration inventory with criticality and owners." }, { "id": "FIND-06", "area": "Alternatives", "verdict": "Negotiation leverage", "finding": "Salesforce, Pipedrive and Attio answer different risks. Salesforce is the enterprise-control path, Pipedrive the cost/sales-focus path, and Attio the flexible data-model path. None is better without use-case parity.", "evidence_basis": "Official pricing, security, legal, export and developer sources for the alternatives plus comparison criteria.", "decision_effect": "Alternatives strengthen negotiation and fallback, but replace HubSpot only after proof.", "next_verification": "Score each alternative against must-haves, migration, reporting, governance and 12/24/36-month TCO." } ], "alternative_scorecard": [ { "option": "HubSpot Renewal", "score": 78, "fit": "Strong operating fit if current embedding is high.", "risk": "TCO, bundle/add-on exposure, lock-in and exit proof.", "best_use": "Conditional renewal or short renewal if gates pass.", "evidence_need": "Quote, export/API test, governance evidence, DPA handoff." }, { "option": "Salesforce Sales Cloud", "score": 70, "fit": "Strong when enterprise control, complex roles and scaled governance matter more than speed.", "risk": "Implementation cost, admin load, change management and overengineering.", "best_use": "Serious alternative if HubSpot fails governance/TCO gates.", "evidence_need": "Implementation quote, edition fit, object model, reporting rebuild and admin capacity." }, { "option": "Pipedrive", "score": 57, "fit": "Good if the real use case is sales-led, lean and cost-driven.", "risk": "Potential gaps in multi-hub workflows, marketing/service, complex reporting and governance.", "best_use": "Cost fallback, not automatic replacement for an embedded RevOps system.", "evidence_need": "Marketing/service gap check, reporting parity, integration test and export/API probe." }, { "option": "Attio", "score": 62, "fit": "Interesting for flexible data model and modern CRM workflows.", "risk": "Maturity, enterprise governance, reporting coverage and migration safety must be proven.", "best_use": "POC candidate for data-model-driven CRM, but not main path without proof.", "evidence_need": "Workspace POC, API/export test, security/DPA review and workflow/reporting coverage." } ], "tco_quality_rules": [ "Every final TCO number must be marked as quote, public price source, client assumption or model assumption.", "Public pricing pages are price anchors only; they do not replace a client-specific quote.", "Implementation, migration, admin run cost, rebuild effort and risk contingency must be shown separately.", "Alternatives are ranked by 36M TCO plus use-case risk, not by license price alone." ], "tco_method": { "formula_rules": [ { "step": "12M TCO", "logic": "Y1 subscription + Y1 implementation + Y1 migration/rebuild + exit test + Y1 admin run cost + risk contingency." }, { "step": "24M TCO", "logic": "12M TCO + Y2 subscription after growth/uplift assumption + Y2 admin run cost." }, { "step": "36M TCO", "logic": "24M TCO + Y3 subscription after another growth/uplift assumption + Y3 admin run cost." }, { "step": "Client-specific inputs", "logic": "Subscription lines are replaced with quote/order form; implementation, migration and admin lines are replaced with partner offer or internal effort estimate." } ], "driver_explanations": [ { "driver": "Subscription", "meaning": "License/plan cost for the target scope. For HubSpot this includes hubs, seats, marketing contacts, add-ons and term; for alternatives it includes edition, users, add-ons and support." }, { "driver": "Implementation", "meaning": "One-time setup, partner, enablement or reconfiguration effort not included in license price." }, { "driver": "Migration/Rebuild", "meaning": "Data model, workflows, lists, reporting, integrations and training. This block explains why lower licenses do not automatically mean lower TCO." }, { "driver": "Admin run cost", "meaning": "Ongoing RevOps, IT and admin capacity after renewal or replacement." }, { "driver": "Risk contingency", "meaning": "Marked buffer for unproven items such as rebuild gaps, export quality, integration effort or plan-fit uncertainty." } ], "option_derivations": [ { "option": "HubSpot Renewal", "derivation": "EUR 66,000 Y1 subscription as renewal anchor for multi-hub/seat/contact exposure; plus EUR 12,000 optimization, EUR 6,000 exit test, EUR 18,000 admin run cost and EUR 8,000 risk contingency = EUR 110,000 12M TCO.", "why_it_matters": "HubSpot may look expensive versus lean CRMs, but it can still be cheaper than process/reporting rebuild if embedding is high.", "replace_with": "HubSpot quote, current order form, contact volume, add-ons, term, uplift and admin effort." }, { "option": "Salesforce Sales Cloud", "derivation": "EUR 72,000 Y1 subscription as enterprise-control anchor; plus EUR 55,000 implementation, EUR 30,000 migration/rebuild, EUR 36,000 admin run cost and EUR 18,000 risk contingency = EUR 211,000 12M TCO.", "why_it_matters": "Salesforce can strengthen governance, but value depends on implementation, admin and change load being acceptable.", "replace_with": "Salesforce quote, implementation partner offer, admin/owner model and migration plan." }, { "option": "Pipedrive", "derivation": "EUR 21,000 Y1 subscription as lower sales-CRM anchor; plus EUR 26,000 implementation, EUR 18,000 migration/rebuild, EUR 12,000 admin run cost and EUR 12,000 risk contingency = EUR 89,000 12M TCO.", "why_it_matters": "Pipedrive is cheaper only if marketing/service/reporting and governance gaps remain small.", "replace_with": "Pipedrive quote, must-have gap check, export/API probe and reporting/integration estimate." }, { "option": "Attio", "derivation": "EUR 24,000 Y1 subscription as modern CRM anchor; plus EUR 30,000 implementation, EUR 22,000 migration/rebuild, EUR 16,000 admin run cost and EUR 14,000 risk contingency = EUR 106,000 12M TCO.", "why_it_matters": "Attio may be attractive for data-model reasons, but maturity, governance, reporting and migration need POC proof.", "replace_with": "Attio quote, workspace POC, API/export test, security/DPA review and workflow/reporting coverage." } ] }, "score_model": { "method_note": "The score is a weighted decision model for this example use case. It is not a general market ranking and is updated with client artifacts, quotes and admin evidence in a real project.", "criteria": [ { "criterion": "Use-case coverage", "weight": 25, "why": "The CRM must support sales, marketing, customer success, reporting and integrations in the actual operating state, not only in a feature list." }, { "criterion": "Migration and rebuild risk", "weight": 20, "why": "The largest downside is usually not license price but lost data relationships, workflow rebuild and reporting breaks." }, { "criterion": "Governance and control depth", "weight": 20, "why": "At 80 to 120 employees, SSO, SCIM, roles, permission history, admin offboarding and third-party access become decision relevant." }, { "criterion": "36M TCO and commercial negotiability", "weight": 20, "why": "Renewal must consider 12/24/36 months, uplift, add-ons, implementation, migration and admin run cost together." }, { "criterion": "Portability and exit readiness", "weight": 15, "why": "A vendor is acceptable only if records, properties, associations, activities, attachments and reports are practically exportable or replaceable." } ], "option_scores": [ { "option": "HubSpot Renewal", "weighted_score": 78, "breakdown": { "Use-case coverage": 22, "Migration and rebuild risk": 16, "Governance and control depth": 14, "36M TCO and commercial negotiability": 12, "Portability and exit readiness": 14 }, "reason": "Strong fit from current embedding, but TCO and governance gates remain open." }, { "option": "Salesforce Sales Cloud", "weighted_score": 70, "breakdown": { "Use-case coverage": 20, "Migration and rebuild risk": 10, "Governance and control depth": 19, "36M TCO and commercial negotiability": 8, "Portability and exit readiness": 13 }, "reason": "Strong control path, but high implementation, admin and change load." }, { "option": "Pipedrive", "weighted_score": 57, "breakdown": { "Use-case coverage": 13, "Migration and rebuild risk": 14, "Governance and control depth": 9, "36M TCO and commercial negotiability": 14, "Portability and exit readiness": 7 }, "reason": "Cost-efficient sales fallback, but potentially weaker for multi-hub, governance and complex reporting." }, { "option": "Attio", "weighted_score": 62, "breakdown": { "Use-case coverage": 15, "Migration and rebuild risk": 13, "Governance and control depth": 10, "36M TCO and commercial negotiability": 12, "Portability and exit readiness": 12 }, "reason": "Modern data-model path, but maturity, reporting and governance need POC proof." } ] }, "evidence_resolution": { "summary": "The Deep separates resolved findings, open decision gates and expert handoffs. An open gate is not filler text; it is blocking evidence that must be closed before signature.", "resolved_findings": [ "The decision is a renewal/replacement question with lock-in, TCO and governance effects, not a feature comparison.", "HubSpot is operationally embedded in the example scenario and is therefore not easy to replace with a lower-cost CRM alternative.", "Export/API documentation is positive but not sufficient for exit readiness without a practical tenant test.", "Salesforce, Pipedrive and Attio are valid alternatives, but with very different risk profiles." ], "blocking_open_gates": [ "Quote and order form are missing for final TCO certainty.", "Tenant-specific export/API test is missing for practical portability.", "Governance evidence is missing for SSO, SCIM, roles, permission history and offboarding.", "Legal/privacy approval for DPA, subprocessors, transfers, deletion and return remains with the responsible expert.", "Alternative proof is missing until an alternative practically proves the same operating state." ] }, "tco_assumptions": [ { "input": "HubSpot Renewal Subscription", "value": "EUR 66,000 Year 1", "quality": "Marked assumption", "required_evidence": "HubSpot quote or current order form including hubs, seats, contacts, add-ons and term." }, { "input": "Salesforce Subscription", "value": "EUR 72,000 Year 1", "quality": "Marked assumption", "required_evidence": "Salesforce quote including edition, users, add-ons, support and implementation partner." }, { "input": "Pipedrive Subscription", "value": "EUR 21,000 Year 1", "quality": "Marked assumption", "required_evidence": "Pipedrive quote including plan, seats, add-ons, integrations and support." }, { "input": "Attio Subscription", "value": "EUR 24,000 Year 1", "quality": "Marked assumption", "required_evidence": "Attio quote including plan, seats, API/automation needs and support." }, { "input": "Implementation / Migration / Rebuild", "value": "EUR 12,000 to EUR 85,000 depending on path", "quality": "Estimate", "required_evidence": "Implementation offer, RevOps effort estimate, workflow inventory and reporting rebuild estimate." } ], "source_policy": { "customer_facing_rule": "Public sources, client inputs and open verification items are shown separately. This makes clear which statements are evidenced and which must still be confirmed before signature.", "demo_rule": "This example package marks assumptions and required client inputs. In a real project, central sources receive a dated archive note with title, access date and evidence copy." } }, "use_case": { "summary": "DemoCo is an 80-person B2B company growing toward roughly 120 employees. HubSpot is used as the CRM and Revenue Ops system for sales, marketing, customer success, management reporting and integrations. The decision is a renewal/expansion question before a longer contractual commitment.", "decision_question": "Is HubSpot the lowest-risk CRM path for the next contract cycle, or should DemoCo actively test Salesforce, Pipedrive or Attio before renewal?", "current_state": [ "80 employees today, target state around 120 employees within 24 months.", "42 regular HubSpot users, including 28 sales/service-near users and 4 admin/RevOps roles.", "HubSpot is used for pipeline, lifecycle status, marketing segments, customer handoffs, management dashboards and integrations.", "Marked assumption: 40 active workflows, 18 critical lists, 12 management dashboards and 14 integrations.", "Data classes: contacts, companies, deals, tickets, activities, emails, notes, calls, meetings, custom properties, attachments and reports." ], "decision_boundaries": [ "No legal advice, no contract redlining, no security certification and no penetration test.", "EvidenceOps provides the decision basis, risk framing, evidence workbook, comparison matrix and verification steps.", "Final approval for DPA, transfers and security artifacts remains with the responsible expert." ] }, "counts": { "sources": 58, "claims": 112, "risk_rows": 30, "scenarios": 6, "comparison_criteria": 13 }, "tco_model": { "note": "Illustrative model. In a real client project these cells are replaced with the vendor quote, order form, seat forecast and implementation estimate.", "quality_rules": [ "Every final TCO number must be marked as quote, public price source, client assumption or model assumption.", "Public pricing pages are price anchors only; they do not replace a client-specific quote.", "Implementation, migration, admin run cost, rebuild effort and risk contingency must be shown separately.", "Alternatives are ranked by 36M TCO plus use-case risk, not by license price alone." ], "method": { "formula_rules": [ { "step": "12M TCO", "logic": "Y1 subscription + Y1 implementation + Y1 migration/rebuild + exit test + Y1 admin run cost + risk contingency." }, { "step": "24M TCO", "logic": "12M TCO + Y2 subscription after growth/uplift assumption + Y2 admin run cost." }, { "step": "36M TCO", "logic": "24M TCO + Y3 subscription after another growth/uplift assumption + Y3 admin run cost." }, { "step": "Client-specific inputs", "logic": "Subscription lines are replaced with quote/order form; implementation, migration and admin lines are replaced with partner offer or internal effort estimate." } ], "driver_explanations": [ { "driver": "Subscription", "meaning": "License/plan cost for the target scope. For HubSpot this includes hubs, seats, marketing contacts, add-ons and term; for alternatives it includes edition, users, add-ons and support." }, { "driver": "Implementation", "meaning": "One-time setup, partner, enablement or reconfiguration effort not included in license price." }, { "driver": "Migration/Rebuild", "meaning": "Data model, workflows, lists, reporting, integrations and training. This block explains why lower licenses do not automatically mean lower TCO." }, { "driver": "Admin run cost", "meaning": "Ongoing RevOps, IT and admin capacity after renewal or replacement." }, { "driver": "Risk contingency", "meaning": "Marked buffer for unproven items such as rebuild gaps, export quality, integration effort or plan-fit uncertainty." } ], "option_derivations": [ { "option": "HubSpot Renewal", "derivation": "EUR 66,000 Y1 subscription as renewal anchor for multi-hub/seat/contact exposure; plus EUR 12,000 optimization, EUR 6,000 exit test, EUR 18,000 admin run cost and EUR 8,000 risk contingency = EUR 110,000 12M TCO.", "why_it_matters": "HubSpot may look expensive versus lean CRMs, but it can still be cheaper than process/reporting rebuild if embedding is high.", "replace_with": "HubSpot quote, current order form, contact volume, add-ons, term, uplift and admin effort." }, { "option": "Salesforce Sales Cloud", "derivation": "EUR 72,000 Y1 subscription as enterprise-control anchor; plus EUR 55,000 implementation, EUR 30,000 migration/rebuild, EUR 36,000 admin run cost and EUR 18,000 risk contingency = EUR 211,000 12M TCO.", "why_it_matters": "Salesforce can strengthen governance, but value depends on implementation, admin and change load being acceptable.", "replace_with": "Salesforce quote, implementation partner offer, admin/owner model and migration plan." }, { "option": "Pipedrive", "derivation": "EUR 21,000 Y1 subscription as lower sales-CRM anchor; plus EUR 26,000 implementation, EUR 18,000 migration/rebuild, EUR 12,000 admin run cost and EUR 12,000 risk contingency = EUR 89,000 12M TCO.", "why_it_matters": "Pipedrive is cheaper only if marketing/service/reporting and governance gaps remain small.", "replace_with": "Pipedrive quote, must-have gap check, export/API probe and reporting/integration estimate." }, { "option": "Attio", "derivation": "EUR 24,000 Y1 subscription as modern CRM anchor; plus EUR 30,000 implementation, EUR 22,000 migration/rebuild, EUR 16,000 admin run cost and EUR 14,000 risk contingency = EUR 106,000 12M TCO.", "why_it_matters": "Attio may be attractive for data-model reasons, but maturity, governance, reporting and migration need POC proof.", "replace_with": "Attio quote, workspace POC, API/export test, security/DPA review and workflow/reporting coverage." } ] }, "rows": [ { "option": "HubSpot Renewal", "year1": 110000, "year2": 93920.0, "year3": 104790.40000000001, "tco_24": 203920.0, "tco_36": 308710.4, "interpretation": "Likeliest operating path, but only with quote, export, governance and contract gates closed." }, { "option": "Salesforce Sales Cloud", "year1": 211000, "year2": 114320.0, "year3": 120899.2, "tco_24": 325320.0, "tco_36": 446219.2, "interpretation": "Stronger enterprise-control path, but with high implementation and admin load." }, { "option": "Pipedrive", "year1": 89000, "year2": 36260.0, "year3": 39595.600000000006, "tco_24": 125260.0, "tco_36": 164855.6, "interpretation": "Cost-efficient fallback if the real use case is sales-led and less cross-hub." }, { "option": "Attio", "year1": 106000, "year2": 43440.0, "year3": 46966.4, "tco_24": 149440.0, "tco_36": 196406.4, "interpretation": "Modern data-model fallback, but maturity, reporting and governance must be proven." } ], "inputs": [ { "option": "HubSpot Renewal", "year1_subscription": 66000, "annual_growth": 0.12, "year1_implementation": 12000, "year1_migration_rebuild": 0, "year1_exit_test": 6000, "year1_admin_run": 18000, "year2_admin_run": 20000, "year3_admin_run": 22000, "risk_contingency": 8000, "interpretation": "Likeliest operating path, but only with quote, export, governance and contract gates closed." }, { "option": "Salesforce Sales Cloud", "year1_subscription": 72000, "annual_growth": 0.06, "year1_implementation": 55000, "year1_migration_rebuild": 30000, "year1_exit_test": 0, "year1_admin_run": 36000, "year2_admin_run": 38000, "year3_admin_run": 40000, "risk_contingency": 18000, "interpretation": "Stronger enterprise-control path, but with high implementation and admin load." }, { "option": "Pipedrive", "year1_subscription": 21000, "annual_growth": 0.06, "year1_implementation": 26000, "year1_migration_rebuild": 18000, "year1_exit_test": 0, "year1_admin_run": 12000, "year2_admin_run": 14000, "year3_admin_run": 16000, "risk_contingency": 12000, "interpretation": "Cost-efficient fallback if the real use case is sales-led and less cross-hub." }, { "option": "Attio", "year1_subscription": 24000, "annual_growth": 0.06, "year1_implementation": 30000, "year1_migration_rebuild": 22000, "year1_exit_test": 0, "year1_admin_run": 16000, "year2_admin_run": 18000, "year3_admin_run": 20000, "risk_contingency": 14000, "interpretation": "Modern data-model fallback, but maturity, reporting and governance must be proven." } ] }, "sources": [ { "Source ID": "SCOPE-01", "Vendor": "Client", "Source type": "Scope assumption", "Title": "80-person B2B CRM renewal scenario", "URL": "internal://scope/hubspot-deep-use-case", "Primary use": "Defines use case and target decision", "Evidence strength": "High", "Review status": "Created" }, { "Source ID": "SCOPE-02", "Vendor": "Client", "Source type": "Required input", "Title": "Current HubSpot contract/order form", "URL": "customer-provided://hubspot-current-contract", "Primary use": "Required for exact TCO and renewal exposure", "Evidence strength": "High", "Review status": "Missing" }, { "Source ID": "SCOPE-03", "Vendor": "Client", "Source type": "Required input", "Title": "HubSpot admin export and screenshots", "URL": "customer-provided://hubspot-admin-evidence", "Primary use": "Required for workflow, permission and export validation", "Evidence strength": "High", "Review status": "Missing" }, { "Source ID": "HS-S01", "Vendor": "HubSpot", "Source type": "Pricing", "Title": "HubSpot pricing overview", "URL": "https://www.hubspot.com/pricing", "Primary use": "Pricing model and hub/plan anchor", "Evidence strength": "Primary", "Review status": "Opened/search verified 2026-06-29" }, { "Source ID": "HS-S02", "Vendor": "HubSpot", "Source type": "Pricing", "Title": "Sales Hub pricing", "URL": "https://www.hubspot.com/pricing/sales", "Primary use": "Sales seat/plan decision and renewal modeling", "Evidence strength": "Primary", "Review status": "Opened 2026-06-29" }, { "Source ID": "HS-S03", "Vendor": "HubSpot", "Source type": "Pricing", "Title": "Marketing Hub pricing", "URL": "https://www.hubspot.com/pricing/marketing", "Primary use": "Marketing contact and hub cost exposure", "Evidence strength": "Primary", "Review status": "Search verified 2026-06-29" }, { "Source ID": "HS-S04", "Vendor": "HubSpot", "Source type": "Pricing", "Title": "Service Hub pricing", "URL": "https://www.hubspot.com/pricing/service", "Primary use": "Service hub dependency and support use case", "Evidence strength": "Primary", "Review status": "Search verified 2026-06-29" }, { "Source ID": "HS-S05", "Vendor": "HubSpot", "Source type": "Legal/Product", "Title": "HubSpot Product and Services Catalog", "URL": "https://legal.hubspot.com/hubspot-product-and-services-catalog", "Primary use": "Product scope, service definitions, limits and catalog terms", "Evidence strength": "Primary", "Review status": "Opened 2026-06-29" }, { "Source ID": "HS-S06", "Vendor": "HubSpot", "Source type": "Legal", "Title": "HubSpot Customer Terms of Service", "URL": "https://legal.hubspot.com/terms-of-service", "Primary use": "Contract framework, customer obligations and service terms", "Evidence strength": "Primary", "Review status": "Search verified 2026-06-29" }, { "Source ID": "HS-S07", "Vendor": "HubSpot", "Source type": "Legal/DPA", "Title": "HubSpot Data Processing Agreement", "URL": "https://legal.hubspot.com/dpa", "Primary use": "DPA/AVV handoff and processing roles", "Evidence strength": "Primary", "Review status": "Search verified 2026-06-29" }, { "Source ID": "HS-S08", "Vendor": "HubSpot", "Source type": "Legal/Subprocessors", "Title": "HubSpot Sub-Processors Page", "URL": "https://legal.hubspot.com/sub-processors-page", "Primary use": "Subprocessor and transfer review input", "Evidence strength": "Primary", "Review status": "Existing verified source" }, { "Source ID": "HS-S09", "Vendor": "HubSpot", "Source type": "Security", "Title": "HubSpot Security and Compliance", "URL": "https://www.hubspot.com/security-and-compliance", "Primary use": "Security controls and compliance signal", "Evidence strength": "Primary", "Review status": "Search verified 2026-06-29" }, { "Source ID": "HS-S10", "Vendor": "HubSpot", "Source type": "Trust", "Title": "HubSpot Trust Center", "URL": "https://trust.hubspot.com/", "Primary use": "SOC/security artifacts and trust documentation request path", "Evidence strength": "Primary", "Review status": "Search verified 2026-06-29" }, { "Source ID": "HS-S11", "Vendor": "HubSpot", "Source type": "Status", "Title": "HubSpot Status", "URL": "https://status.hubspot.com/", "Primary use": "Operational availability context", "Evidence strength": "Primary", "Review status": "Existing verified source" }, { "Source ID": "HS-S12", "Vendor": "HubSpot", "Source type": "Help Center", "Title": "Export your records", "URL": "https://knowledge.hubspot.com/import-and-export/export-records", "Primary use": "Record export, properties and associations", "Evidence strength": "Primary", "Review status": "Search verified 2026-06-29" }, { "Source ID": "HS-S13", "Vendor": "HubSpot", "Source type": "Help Center", "Title": "Export your content and data", "URL": "https://knowledge.hubspot.com/account-management/export-your-content-and-data", "Primary use": "Account data/content export coverage", "Evidence strength": "Primary", "Review status": "Search verified 2026-06-29" }, { "Source ID": "HS-S14", "Vendor": "HubSpot", "Source type": "Help Center", "Title": "Export contact data", "URL": "https://knowledge.hubspot.com/import-and-export/export-contact-data", "Primary use": "Contact activities, custom properties and associations export", "Evidence strength": "Primary", "Review status": "Search verified 2026-06-29" }, { "Source ID": "HS-S15", "Vendor": "HubSpot", "Source type": "Developer docs", "Title": "CRM API overview", "URL": "https://developers.hubspot.com/docs/api-reference/latest/crm/understanding-the-crm", "Primary use": "API and migration surface", "Evidence strength": "Primary", "Review status": "Updated 2026-06-30 - dated source copy recommended" }, { "Source ID": "HS-S16", "Vendor": "HubSpot", "Source type": "Developer docs", "Title": "Understanding the CRM", "URL": "https://developers.hubspot.com/docs/guides/api/crm/understanding-the-crm", "Primary use": "CRM object/association context", "Evidence strength": "Primary", "Review status": "Dated source copy recommended" }, { "Source ID": "HS-S17", "Vendor": "HubSpot", "Source type": "Help Center", "Title": "Manage user permissions", "URL": "https://knowledge.hubspot.com/user-management/manage-user-permissions", "Primary use": "Role/permission governance", "Evidence strength": "Primary", "Review status": "Search verified 2026-06-29" }, { "Source ID": "HS-S18", "Vendor": "HubSpot", "Source type": "Help Center", "Title": "HubSpot user permissions guide", "URL": "https://knowledge.hubspot.com/user-management/hubspot-user-permissions-guide", "Primary use": "Granular permissions and access model", "Evidence strength": "Primary", "Review status": "Search verified 2026-06-29" }, { "Source ID": "HS-S19", "Vendor": "HubSpot", "Source type": "Help Center", "Title": "View user permission history", "URL": "https://knowledge.hubspot.com/user-management/view-user-permissions-history", "Primary use": "Permission audit evidence", "Evidence strength": "Primary", "Review status": "Existing verified source" }, { "Source ID": "HS-S20", "Vendor": "HubSpot", "Source type": "Help Center", "Title": "Set up single sign-on", "URL": "https://knowledge.hubspot.com/account-security/set-up-single-sign-on-sso", "Primary use": "SSO gate and identity control", "Evidence strength": "Primary", "Review status": "Search verified 2026-06-29" }, { "Source ID": "HS-S21", "Vendor": "HubSpot", "Source type": "Help Center", "Title": "Provision HubSpot users with SCIM through Okta", "URL": "https://knowledge.hubspot.com/user-management/provision-hubspot-users-with-scim-through-okta", "Primary use": "SCIM/offboarding evidence path", "Evidence strength": "Primary", "Review status": "Search verified 2026-06-29" }, { "Source ID": "HS-S22", "Vendor": "HubSpot", "Source type": "Help Center", "Title": "Create and edit properties", "URL": "https://knowledge.hubspot.com/properties/create-and-edit-properties", "Primary use": "Custom property data model risk", "Evidence strength": "Primary", "Review status": "Updated 2026-06-30 - dated source copy recommended" }, { "Source ID": "HS-S23", "Vendor": "HubSpot", "Source type": "Help Center", "Title": "Create workflows", "URL": "https://knowledge.hubspot.com/workflows/create-workflows", "Primary use": "Automation dependency and rebuild scope", "Evidence strength": "Primary", "Review status": "Updated 2026-06-30 - dated source copy recommended" }, { "Source ID": "HS-S24", "Vendor": "HubSpot", "Source type": "Help Center", "Title": "Create active or static lists / segments", "URL": "https://knowledge.hubspot.com/segments/create-active-or-static-lists", "Primary use": "Segmentation dependency and marketing/reporting logic", "Evidence strength": "Primary", "Review status": "Updated 2026-06-30 - dated source copy recommended" }, { "Source ID": "HS-S25", "Vendor": "HubSpot", "Source type": "Help Center", "Title": "Reports and dashboards", "URL": "https://knowledge.hubspot.com/reports", "Primary use": "Management reporting dependency", "Evidence strength": "Primary", "Review status": "Search verified 2026-06-29" }, { "Source ID": "HS-S26", "Vendor": "HubSpot", "Source type": "Help Center", "Title": "Install apps from the HubSpot Marketplace", "URL": "https://knowledge.hubspot.com/marketplace/install-apps-in-the-hubspot-marketplace", "Primary use": "Integration surface and dependency mapping", "Evidence strength": "Primary", "Review status": "Updated 2026-06-30 - dated source copy recommended" }, { "Source ID": "SF-S01", "Vendor": "Salesforce", "Source type": "Pricing", "Title": "Salesforce Sales pricing", "URL": "https://www.salesforce.com/sales/pricing/", "Primary use": "Sales Cloud alternative pricing anchor", "Evidence strength": "Primary", "Review status": "Search verified 2026-06-29" }, { "Source ID": "SF-S02", "Vendor": "Salesforce", "Source type": "Pricing", "Title": "Salesforce product pricing", "URL": "https://www.salesforce.com/pricing/", "Primary use": "Wider Salesforce product pricing context", "Evidence strength": "Primary", "Review status": "Search verified 2026-06-29" }, { "Source ID": "SF-S03", "Vendor": "Salesforce", "Source type": "Help", "Title": "Export backup data from Salesforce", "URL": "https://help.salesforce.com/s/articleView?id=xcloud.admin_exportdata.htm&language=en_US&type=5", "Primary use": "Salesforce export/backup comparison", "Evidence strength": "Primary", "Review status": "Search verified 2026-06-29" }, { "Source ID": "SF-S04", "Vendor": "Salesforce", "Source type": "Trailhead", "Title": "Data export methods", "URL": "https://trailhead.salesforce.com/content/learn/modules/lex_implementation_data_management/lex_implementation_data_export", "Primary use": "Export method explanation", "Evidence strength": "Primary", "Review status": "Search verified 2026-06-29" }, { "Source ID": "SF-S05", "Vendor": "Salesforce", "Source type": "Legal", "Title": "Salesforce Data Processing Addendum PDF", "URL": "https://www.salesforce.com/en-us/wp-content/uploads/sites/4/documents/legal/Agreements/data-processing-addendum.pdf", "Primary use": "DPA alternative review input", "Evidence strength": "Primary", "Review status": "Search verified 2026-06-29" }, { "Source ID": "SF-S06", "Vendor": "Salesforce", "Source type": "Trust", "Title": "Salesforce Trust", "URL": "https://trust.salesforce.com/", "Primary use": "Security/compliance artifact path", "Evidence strength": "Primary", "Review status": "Search verified 2026-06-29" }, { "Source ID": "SF-S07", "Vendor": "Salesforce", "Source type": "Compliance", "Title": "Salesforce Compliance", "URL": "https://compliance.salesforce.com/", "Primary use": "Compliance documentation path", "Evidence strength": "Primary", "Review status": "Search verified 2026-06-29" }, { "Source ID": "SF-S08", "Vendor": "Salesforce", "Source type": "Help", "Title": "Monitor setup changes with Setup Audit Trail", "URL": "https://help.salesforce.com/s/articleView?id=xcloud.admin_monitorsetup.htm&language=en_US&type=5", "Primary use": "Audit/admin change control comparison", "Evidence strength": "Primary", "Review status": "Search verified 2026-06-29" }, { "Source ID": "SF-S09", "Vendor": "Salesforce", "Source type": "Help", "Title": "Monitor setup changes with Setup Audit Trail", "URL": "https://help.salesforce.com/s/articleView?language=en_US&id=sf.admin_monitorsetup.htm&type=5", "Primary use": "Audit/admin change control comparison", "Evidence strength": "Primary", "Review status": "Updated 2026-06-30 - replaces developer URL that returned 403 to automated QA" }, { "Source ID": "PD-S01", "Vendor": "Pipedrive", "Source type": "Pricing", "Title": "Pipedrive pricing", "URL": "https://www.pipedrive.com/en/pricing", "Primary use": "Pipedrive TCO anchor", "Evidence strength": "Primary", "Review status": "Search verified 2026-06-29" }, { "Source ID": "PD-S02", "Vendor": "Pipedrive", "Source type": "Privacy/Security", "Title": "Pipedrive privacy and security context", "URL": "https://www.pipedrive.com/en/privacy", "Primary use": "Privacy/security comparison input", "Evidence strength": "Primary", "Review status": "Replaced broken security URL 2026-06-29 - request security artifacts if shortlisted" }, { "Source ID": "PD-S03", "Vendor": "Pipedrive", "Source type": "Legal/DPA", "Title": "Pipedrive Data Processing Addendum", "URL": "https://www.pipedrive.com/en/privacy/dpa", "Primary use": "DPA alternative review input", "Evidence strength": "Primary", "Review status": "Search verified 2026-06-29" }, { "Source ID": "PD-S04", "Vendor": "Pipedrive", "Source type": "Legal/Subprocessors", "Title": "Pipedrive Sub-processors", "URL": "https://www.pipedrive.com/en/subprocessors", "Primary use": "Subprocessor comparison", "Evidence strength": "Primary", "Review status": "Search verified 2026-06-29" }, { "Source ID": "PD-S05", "Vendor": "Pipedrive", "Source type": "Help Center", "Title": "Exporting data from Pipedrive", "URL": "https://support.pipedrive.com/en/article/exporting-data-from-pipedrive", "Primary use": "Export/portability comparison", "Evidence strength": "Primary", "Review status": "Search verified 2026-06-29" }, { "Source ID": "PD-S06", "Vendor": "Pipedrive", "Source type": "Help Center", "Title": "Permission sets", "URL": "https://support.pipedrive.com/en/article/permission-sets", "Primary use": "Permission model comparison", "Evidence strength": "Primary", "Review status": "Search verified 2026-06-29" }, { "Source ID": "PD-S07", "Vendor": "Pipedrive", "Source type": "Help Center", "Title": "Visibility and permissions overview", "URL": "https://support.pipedrive.com/en/article/visibility-and-permissions-overview", "Primary use": "Visibility/governance comparison", "Evidence strength": "Primary", "Review status": "Search verified 2026-06-29" }, { "Source ID": "PD-S08", "Vendor": "Pipedrive", "Source type": "Developer docs", "Title": "API reference", "URL": "https://developers.pipedrive.com/docs/api/v1", "Primary use": "API/migration comparison", "Evidence strength": "Primary", "Review status": "Search verified 2026-06-29" }, { "Source ID": "PD-S09", "Vendor": "Pipedrive", "Source type": "Developer docs", "Title": "Rate limiting", "URL": "https://pipedrive.readme.io/docs/core-api-concepts-rate-limiting", "Primary use": "API rate and migration feasibility", "Evidence strength": "Primary", "Review status": "Search verified 2026-06-29" }, { "Source ID": "PD-S10", "Vendor": "Pipedrive", "Source type": "Help Center", "Title": "Usage limits in Pipedrive", "URL": "https://support.pipedrive.com/en/article/usage-limits-in-pipedrive", "Primary use": "Plan limits and automation constraints", "Evidence strength": "Primary", "Review status": "Search verified 2026-06-29" }, { "Source ID": "AT-S01", "Vendor": "Attio", "Source type": "Pricing", "Title": "Attio pricing", "URL": "https://attio.com/pricing", "Primary use": "Attio TCO anchor", "Evidence strength": "Primary", "Review status": "Opened/search verified 2026-06-29" }, { "Source ID": "AT-S02", "Vendor": "Attio", "Source type": "Trust", "Title": "Attio Trust Center", "URL": "https://trust.attio.com/", "Primary use": "Security/compliance comparison", "Evidence strength": "Primary", "Review status": "Replaced redirecting security URL 2026-06-29 - dated source copy recommended" }, { "Source ID": "AT-S03", "Vendor": "Attio", "Source type": "Legal/DPA", "Title": "Attio Data Processing Addendum", "URL": "https://attio.com/legal/attio-data-processing-addendum", "Primary use": "DPA alternative review input", "Evidence strength": "Primary", "Review status": "Search verified 2026-06-29" }, { "Source ID": "AT-S04", "Vendor": "Attio", "Source type": "Legal", "Title": "Attio privacy policy", "URL": "https://attio.com/legal/privacy", "Primary use": "Privacy comparison", "Evidence strength": "Primary", "Review status": "Search verified 2026-06-29" }, { "Source ID": "AT-S05", "Vendor": "Attio", "Source type": "Legal", "Title": "Attio terms and conditions", "URL": "https://attio.com/legal/terms-and-conditions", "Primary use": "Contract comparison", "Evidence strength": "Primary", "Review status": "Search verified 2026-06-29" }, { "Source ID": "AT-S06", "Vendor": "Attio", "Source type": "Help Center", "Title": "Imports and exports", "URL": "https://attio.com/help/reference/imports-exports", "Primary use": "Export capability comparison", "Evidence strength": "Primary", "Review status": "Search verified 2026-06-29" }, { "Source ID": "AT-S07", "Vendor": "Attio", "Source type": "Help Center", "Title": "Export lists and views", "URL": "https://attio.com/help/reference/imports-exports/exporting-lists-and-views", "Primary use": "List/view export comparison", "Evidence strength": "Primary", "Review status": "Search verified 2026-06-29" }, { "Source ID": "AT-S08", "Vendor": "Attio", "Source type": "Help Center", "Title": "Back up your workspace data", "URL": "https://attio.com/help/reference/imports-exports/back-up-your-workspace-data", "Primary use": "Full workspace backup comparison", "Evidence strength": "Primary", "Review status": "Search verified 2026-06-29" }, { "Source ID": "AT-S09", "Vendor": "Attio", "Source type": "Developer docs", "Title": "REST API overview", "URL": "https://docs.attio.com/rest-api/overview", "Primary use": "API/migration comparison", "Evidence strength": "Primary", "Review status": "Search verified 2026-06-29" }, { "Source ID": "AT-S10", "Vendor": "Attio", "Source type": "Developer docs", "Title": "OpenAPI", "URL": "https://docs.attio.com/rest-api/endpoint-reference/openapi", "Primary use": "API object surface comparison", "Evidence strength": "Primary", "Review status": "Search verified 2026-06-29" } ], "public_sources": [ { "Source ID": "HS-S01", "Vendor": "HubSpot", "Source type": "Pricing", "Title": "HubSpot pricing overview", "URL": "https://www.hubspot.com/pricing", "Primary use": "Pricing model and hub/plan anchor", "Evidence strength": "Primary", "Access status": "Opened/search verified 2026-06-29", "Source quality": "Primary source", "Archive note": "Archive a dated source copy if the claim is central.", "Customer status": "Public/vendor source" }, { "Source ID": "HS-S02", "Vendor": "HubSpot", "Source type": "Pricing", "Title": "Sales Hub pricing", "URL": "https://www.hubspot.com/pricing/sales", "Primary use": "Sales seat/plan decision and renewal modeling", "Evidence strength": "Primary", "Access status": "Opened 2026-06-29", "Source quality": "Primary source", "Archive note": "Archive a dated source copy if the claim is central.", "Customer status": "Public/vendor source" }, { "Source ID": "HS-S03", "Vendor": "HubSpot", "Source type": "Pricing", "Title": "Marketing Hub pricing", "URL": "https://www.hubspot.com/pricing/marketing", "Primary use": "Marketing contact and hub cost exposure", "Evidence strength": "Primary", "Access status": "Search verified 2026-06-29", "Source quality": "Primary source", "Archive note": "Archive a dated source copy if the claim is central.", "Customer status": "Public/vendor source" }, { "Source ID": "HS-S04", "Vendor": "HubSpot", "Source type": "Pricing", "Title": "Service Hub pricing", "URL": "https://www.hubspot.com/pricing/service", "Primary use": "Service hub dependency and support use case", "Evidence strength": "Primary", "Access status": "Search verified 2026-06-29", "Source quality": "Primary source", "Archive note": "Archive a dated source copy if the claim is central.", "Customer status": "Public/vendor source" }, { "Source ID": "HS-S05", "Vendor": "HubSpot", "Source type": "Legal/Product", "Title": "HubSpot Product and Services Catalog", "URL": "https://legal.hubspot.com/hubspot-product-and-services-catalog", "Primary use": "Product scope, service definitions, limits and catalog terms", "Evidence strength": "Primary", "Access status": "Opened 2026-06-29", "Source quality": "Primary source", "Archive note": "Archive a dated source copy if the claim is central.", "Customer status": "Public/vendor source" }, { "Source ID": "HS-S06", "Vendor": "HubSpot", "Source type": "Legal", "Title": "HubSpot Customer Terms of Service", "URL": "https://legal.hubspot.com/terms-of-service", "Primary use": "Contract framework, customer obligations and service terms", "Evidence strength": "Primary", "Access status": "Search verified 2026-06-29", "Source quality": "Primary source", "Archive note": "Archive a dated source copy if the claim is central.", "Customer status": "Public/vendor source" }, { "Source ID": "HS-S07", "Vendor": "HubSpot", "Source type": "Legal/DPA", "Title": "HubSpot Data Processing Agreement", "URL": "https://legal.hubspot.com/dpa", "Primary use": "DPA/AVV handoff and processing roles", "Evidence strength": "Primary", "Access status": "Search verified 2026-06-29", "Source quality": "Primary source", "Archive note": "Archive a dated source copy if the claim is central.", "Customer status": "Public/vendor source" }, { "Source ID": "HS-S08", "Vendor": "HubSpot", "Source type": "Legal/Subprocessors", "Title": "HubSpot Sub-Processors Page", "URL": "https://legal.hubspot.com/sub-processors-page", "Primary use": "Subprocessor and transfer review input", "Evidence strength": "Primary", "Access status": "Existing verified source", "Source quality": "Primary source", "Archive note": "Archive a dated source copy if the claim is central.", "Customer status": "Public/vendor source" }, { "Source ID": "HS-S09", "Vendor": "HubSpot", "Source type": "Security", "Title": "HubSpot Security and Compliance", "URL": "https://www.hubspot.com/security-and-compliance", "Primary use": "Security controls and compliance signal", "Evidence strength": "Primary", "Access status": "Search verified 2026-06-29", "Source quality": "Primary source", "Archive note": "Archive a dated source copy if the claim is central.", "Customer status": "Public/vendor source" }, { "Source ID": "HS-S10", "Vendor": "HubSpot", "Source type": "Trust", "Title": "HubSpot Trust Center", "URL": "https://trust.hubspot.com/", "Primary use": "SOC/security artifacts and trust documentation request path", "Evidence strength": "Primary", "Access status": "Search verified 2026-06-29", "Source quality": "Primary source", "Archive note": "Archive a dated source copy if the claim is central.", "Customer status": "Public/vendor source" }, { "Source ID": "HS-S11", "Vendor": "HubSpot", "Source type": "Status", "Title": "HubSpot Status", "URL": "https://status.hubspot.com/", "Primary use": "Operational availability context", "Evidence strength": "Primary", "Access status": "Existing verified source", "Source quality": "Primary source", "Archive note": "Archive a dated source copy if the claim is central.", "Customer status": "Public/vendor source" }, { "Source ID": "HS-S12", "Vendor": "HubSpot", "Source type": "Help Center", "Title": "Export your records", "URL": "https://knowledge.hubspot.com/import-and-export/export-records", "Primary use": "Record export, properties and associations", "Evidence strength": "Primary", "Access status": "Search verified 2026-06-29", "Source quality": "Primary source", "Archive note": "Archive a dated source copy if the claim is central.", "Customer status": "Public/vendor source" }, { "Source ID": "HS-S13", "Vendor": "HubSpot", "Source type": "Help Center", "Title": "Export your content and data", "URL": "https://knowledge.hubspot.com/account-management/export-your-content-and-data", "Primary use": "Account data/content export coverage", "Evidence strength": "Primary", "Access status": "Search verified 2026-06-29", "Source quality": "Primary source", "Archive note": "Archive a dated source copy if the claim is central.", "Customer status": "Public/vendor source" }, { "Source ID": "HS-S14", "Vendor": "HubSpot", "Source type": "Help Center", "Title": "Export contact data", "URL": "https://knowledge.hubspot.com/import-and-export/export-contact-data", "Primary use": "Contact activities, custom properties and associations export", "Evidence strength": "Primary", "Access status": "Search verified 2026-06-29", "Source quality": "Primary source", "Archive note": "Archive a dated source copy if the claim is central.", "Customer status": "Public/vendor source" }, { "Source ID": "HS-S15", "Vendor": "HubSpot", "Source type": "Developer docs", "Title": "CRM API overview", "URL": "https://developers.hubspot.com/docs/api-reference/latest/crm/understanding-the-crm", "Primary use": "API and migration surface", "Evidence strength": "Primary", "Access status": "Updated 2026-06-30 - dated source copy recommended", "Source quality": "Primary source", "Archive note": "Archive a dated source copy if the claim is central.", "Customer status": "Public/vendor source" }, { "Source ID": "HS-S16", "Vendor": "HubSpot", "Source type": "Developer docs", "Title": "Understanding the CRM", "URL": "https://developers.hubspot.com/docs/guides/api/crm/understanding-the-crm", "Primary use": "CRM object/association context", "Evidence strength": "Primary", "Access status": "Dated source copy recommended", "Source quality": "Primary source", "Archive note": "Archive a dated source copy if the claim is central.", "Customer status": "Public/vendor source" }, { "Source ID": "HS-S17", "Vendor": "HubSpot", "Source type": "Help Center", "Title": "Manage user permissions", "URL": "https://knowledge.hubspot.com/user-management/manage-user-permissions", "Primary use": "Role/permission governance", "Evidence strength": "Primary", "Access status": "Search verified 2026-06-29", "Source quality": "Primary source", "Archive note": "Archive a dated source copy if the claim is central.", "Customer status": "Public/vendor source" }, { "Source ID": "HS-S18", "Vendor": "HubSpot", "Source type": "Help Center", "Title": "HubSpot user permissions guide", "URL": "https://knowledge.hubspot.com/user-management/hubspot-user-permissions-guide", "Primary use": "Granular permissions and access model", "Evidence strength": "Primary", "Access status": "Search verified 2026-06-29", "Source quality": "Primary source", "Archive note": "Archive a dated source copy if the claim is central.", "Customer status": "Public/vendor source" }, { "Source ID": "HS-S19", "Vendor": "HubSpot", "Source type": "Help Center", "Title": "View user permission history", "URL": "https://knowledge.hubspot.com/user-management/view-user-permissions-history", "Primary use": "Permission audit evidence", "Evidence strength": "Primary", "Access status": "Existing verified source", "Source quality": "Primary source", "Archive note": "Archive a dated source copy if the claim is central.", "Customer status": "Public/vendor source" }, { "Source ID": "HS-S20", "Vendor": "HubSpot", "Source type": "Help Center", "Title": "Set up single sign-on", "URL": "https://knowledge.hubspot.com/account-security/set-up-single-sign-on-sso", "Primary use": "SSO gate and identity control", "Evidence strength": "Primary", "Access status": "Search verified 2026-06-29", "Source quality": "Primary source", "Archive note": "Archive a dated source copy if the claim is central.", "Customer status": "Public/vendor source" }, { "Source ID": "HS-S21", "Vendor": "HubSpot", "Source type": "Help Center", "Title": "Provision HubSpot users with SCIM through Okta", "URL": "https://knowledge.hubspot.com/user-management/provision-hubspot-users-with-scim-through-okta", "Primary use": "SCIM/offboarding evidence path", "Evidence strength": "Primary", "Access status": "Search verified 2026-06-29", "Source quality": "Primary source", "Archive note": "Archive a dated source copy if the claim is central.", "Customer status": "Public/vendor source" }, { "Source ID": "HS-S22", "Vendor": "HubSpot", "Source type": "Help Center", "Title": "Create and edit properties", "URL": "https://knowledge.hubspot.com/properties/create-and-edit-properties", "Primary use": "Custom property data model risk", "Evidence strength": "Primary", "Access status": "Updated 2026-06-30 - dated source copy recommended", "Source quality": "Primary source", "Archive note": "Archive a dated source copy if the claim is central.", "Customer status": "Public/vendor source" }, { "Source ID": "HS-S23", "Vendor": "HubSpot", "Source type": "Help Center", "Title": "Create workflows", "URL": "https://knowledge.hubspot.com/workflows/create-workflows", "Primary use": "Automation dependency and rebuild scope", "Evidence strength": "Primary", "Access status": "Updated 2026-06-30 - dated source copy recommended", "Source quality": "Primary source", "Archive note": "Archive a dated source copy if the claim is central.", "Customer status": "Public/vendor source" }, { "Source ID": "HS-S24", "Vendor": "HubSpot", "Source type": "Help Center", "Title": "Create active or static lists / segments", "URL": "https://knowledge.hubspot.com/segments/create-active-or-static-lists", "Primary use": "Segmentation dependency and marketing/reporting logic", "Evidence strength": "Primary", "Access status": "Updated 2026-06-30 - dated source copy recommended", "Source quality": "Primary source", "Archive note": "Archive a dated source copy if the claim is central.", "Customer status": "Public/vendor source" }, { "Source ID": "HS-S25", "Vendor": "HubSpot", "Source type": "Help Center", "Title": "Reports and dashboards", "URL": "https://knowledge.hubspot.com/reports", "Primary use": "Management reporting dependency", "Evidence strength": "Primary", "Access status": "Search verified 2026-06-29", "Source quality": "Primary source", "Archive note": "Archive a dated source copy if the claim is central.", "Customer status": "Public/vendor source" }, { "Source ID": "HS-S26", "Vendor": "HubSpot", "Source type": "Help Center", "Title": "Install apps from the HubSpot Marketplace", "URL": "https://knowledge.hubspot.com/marketplace/install-apps-in-the-hubspot-marketplace", "Primary use": "Integration surface and dependency mapping", "Evidence strength": "Primary", "Access status": "Updated 2026-06-30 - dated source copy recommended", "Source quality": "Primary source", "Archive note": "Archive a dated source copy if the claim is central.", "Customer status": "Public/vendor source" }, { "Source ID": "SF-S01", "Vendor": "Salesforce", "Source type": "Pricing", "Title": "Salesforce Sales pricing", "URL": "https://www.salesforce.com/sales/pricing/", "Primary use": "Sales Cloud alternative pricing anchor", "Evidence strength": "Primary", "Access status": "Search verified 2026-06-29", "Source quality": "Primary source", "Archive note": "Archive a dated source copy if the claim is central.", "Customer status": "Public/vendor source" }, { "Source ID": "SF-S02", "Vendor": "Salesforce", "Source type": "Pricing", "Title": "Salesforce product pricing", "URL": "https://www.salesforce.com/pricing/", "Primary use": "Wider Salesforce product pricing context", "Evidence strength": "Primary", "Access status": "Search verified 2026-06-29", "Source quality": "Primary source", "Archive note": "Archive a dated source copy if the claim is central.", "Customer status": "Public/vendor source" }, { "Source ID": "SF-S03", "Vendor": "Salesforce", "Source type": "Help", "Title": "Export backup data from Salesforce", "URL": "https://help.salesforce.com/s/articleView?id=xcloud.admin_exportdata.htm&language=en_US&type=5", "Primary use": "Salesforce export/backup comparison", "Evidence strength": "Primary", "Access status": "Search verified 2026-06-29", "Source quality": "Primary source", "Archive note": "Archive a dated source copy if the claim is central.", "Customer status": "Public/vendor source" }, { "Source ID": "SF-S04", "Vendor": "Salesforce", "Source type": "Trailhead", "Title": "Data export methods", "URL": "https://trailhead.salesforce.com/content/learn/modules/lex_implementation_data_management/lex_implementation_data_export", "Primary use": "Export method explanation", "Evidence strength": "Primary", "Access status": "Search verified 2026-06-29", "Source quality": "Primary source", "Archive note": "Archive a dated source copy if the claim is central.", "Customer status": "Public/vendor source" }, { "Source ID": "SF-S05", "Vendor": "Salesforce", "Source type": "Legal", "Title": "Salesforce Data Processing Addendum PDF", "URL": "https://www.salesforce.com/en-us/wp-content/uploads/sites/4/documents/legal/Agreements/data-processing-addendum.pdf", "Primary use": "DPA alternative review input", "Evidence strength": "Primary", "Access status": "Search verified 2026-06-29", "Source quality": "Primary source", "Archive note": "Archive a dated source copy if the claim is central.", "Customer status": "Public/vendor source" }, { "Source ID": "SF-S06", "Vendor": "Salesforce", "Source type": "Trust", "Title": "Salesforce Trust", "URL": "https://trust.salesforce.com/", "Primary use": "Security/compliance artifact path", "Evidence strength": "Primary", "Access status": "Search verified 2026-06-29", "Source quality": "Primary source", "Archive note": "Archive a dated source copy if the claim is central.", "Customer status": "Public/vendor source" }, { "Source ID": "SF-S07", "Vendor": "Salesforce", "Source type": "Compliance", "Title": "Salesforce Compliance", "URL": "https://compliance.salesforce.com/", "Primary use": "Compliance documentation path", "Evidence strength": "Primary", "Access status": "Search verified 2026-06-29", "Source quality": "Primary source", "Archive note": "Archive a dated source copy if the claim is central.", "Customer status": "Public/vendor source" }, { "Source ID": "SF-S08", "Vendor": "Salesforce", "Source type": "Help", "Title": "Monitor setup changes with Setup Audit Trail", "URL": "https://help.salesforce.com/s/articleView?id=xcloud.admin_monitorsetup.htm&language=en_US&type=5", "Primary use": "Audit/admin change control comparison", "Evidence strength": "Primary", "Access status": "Search verified 2026-06-29", "Source quality": "Primary source", "Archive note": "Archive a dated source copy if the claim is central.", "Customer status": "Public/vendor source" }, { "Source ID": "SF-S09", "Vendor": "Salesforce", "Source type": "Help", "Title": "Monitor setup changes with Setup Audit Trail", "URL": "https://help.salesforce.com/s/articleView?language=en_US&id=sf.admin_monitorsetup.htm&type=5", "Primary use": "Audit/admin change control comparison", "Evidence strength": "Primary", "Access status": "Updated 2026-06-30 - replaces developer URL that returned 403 to automated QA", "Source quality": "Primary source", "Archive note": "Archive a dated source copy if the claim is central.", "Customer status": "Public/vendor source" }, { "Source ID": "PD-S01", "Vendor": "Pipedrive", "Source type": "Pricing", "Title": "Pipedrive pricing", "URL": "https://www.pipedrive.com/en/pricing", "Primary use": "Pipedrive TCO anchor", "Evidence strength": "Primary", "Access status": "Search verified 2026-06-29", "Source quality": "Primary source", "Archive note": "Archive a dated source copy if the claim is central.", "Customer status": "Public/vendor source" }, { "Source ID": "PD-S02", "Vendor": "Pipedrive", "Source type": "Privacy/Security", "Title": "Pipedrive privacy and security context", "URL": "https://www.pipedrive.com/en/privacy", "Primary use": "Privacy/security comparison input", "Evidence strength": "Primary", "Access status": "Replaced broken security URL 2026-06-29 - request security artifacts if shortlisted", "Source quality": "Primary source", "Archive note": "Create dated archive evidence with title, access date and source copy.", "Customer status": "Public/vendor source" }, { "Source ID": "PD-S03", "Vendor": "Pipedrive", "Source type": "Legal/DPA", "Title": "Pipedrive Data Processing Addendum", "URL": "https://www.pipedrive.com/en/privacy/dpa", "Primary use": "DPA alternative review input", "Evidence strength": "Primary", "Access status": "Search verified 2026-06-29", "Source quality": "Primary source", "Archive note": "Archive a dated source copy if the claim is central.", "Customer status": "Public/vendor source" }, { "Source ID": "PD-S04", "Vendor": "Pipedrive", "Source type": "Legal/Subprocessors", "Title": "Pipedrive Sub-processors", "URL": "https://www.pipedrive.com/en/subprocessors", "Primary use": "Subprocessor comparison", "Evidence strength": "Primary", "Access status": "Search verified 2026-06-29", "Source quality": "Primary source", "Archive note": "Archive a dated source copy if the claim is central.", "Customer status": "Public/vendor source" }, { "Source ID": "PD-S05", "Vendor": "Pipedrive", "Source type": "Help Center", "Title": "Exporting data from Pipedrive", "URL": "https://support.pipedrive.com/en/article/exporting-data-from-pipedrive", "Primary use": "Export/portability comparison", "Evidence strength": "Primary", "Access status": "Search verified 2026-06-29", "Source quality": "Primary source", "Archive note": "Archive a dated source copy if the claim is central.", "Customer status": "Public/vendor source" }, { "Source ID": "PD-S06", "Vendor": "Pipedrive", "Source type": "Help Center", "Title": "Permission sets", "URL": "https://support.pipedrive.com/en/article/permission-sets", "Primary use": "Permission model comparison", "Evidence strength": "Primary", "Access status": "Search verified 2026-06-29", "Source quality": "Primary source", "Archive note": "Archive a dated source copy if the claim is central.", "Customer status": "Public/vendor source" }, { "Source ID": "PD-S07", "Vendor": "Pipedrive", "Source type": "Help Center", "Title": "Visibility and permissions overview", "URL": "https://support.pipedrive.com/en/article/visibility-and-permissions-overview", "Primary use": "Visibility/governance comparison", "Evidence strength": "Primary", "Access status": "Search verified 2026-06-29", "Source quality": "Primary source", "Archive note": "Archive a dated source copy if the claim is central.", "Customer status": "Public/vendor source" }, { "Source ID": "PD-S08", "Vendor": "Pipedrive", "Source type": "Developer docs", "Title": "API reference", "URL": "https://developers.pipedrive.com/docs/api/v1", "Primary use": "API/migration comparison", "Evidence strength": "Primary", "Access status": "Search verified 2026-06-29", "Source quality": "Primary source", "Archive note": "Archive a dated source copy if the claim is central.", "Customer status": "Public/vendor source" }, { "Source ID": "PD-S09", "Vendor": "Pipedrive", "Source type": "Developer docs", "Title": "Rate limiting", "URL": "https://pipedrive.readme.io/docs/core-api-concepts-rate-limiting", "Primary use": "API rate and migration feasibility", "Evidence strength": "Primary", "Access status": "Search verified 2026-06-29", "Source quality": "Primary source", "Archive note": "Archive a dated source copy if the claim is central.", "Customer status": "Public/vendor source" }, { "Source ID": "PD-S10", "Vendor": "Pipedrive", "Source type": "Help Center", "Title": "Usage limits in Pipedrive", "URL": "https://support.pipedrive.com/en/article/usage-limits-in-pipedrive", "Primary use": "Plan limits and automation constraints", "Evidence strength": "Primary", "Access status": "Search verified 2026-06-29", "Source quality": "Primary source", "Archive note": "Archive a dated source copy if the claim is central.", "Customer status": "Public/vendor source" }, { "Source ID": "AT-S01", "Vendor": "Attio", "Source type": "Pricing", "Title": "Attio pricing", "URL": "https://attio.com/pricing", "Primary use": "Attio TCO anchor", "Evidence strength": "Primary", "Access status": "Opened/search verified 2026-06-29", "Source quality": "Primary source", "Archive note": "Archive a dated source copy if the claim is central.", "Customer status": "Public/vendor source" }, { "Source ID": "AT-S02", "Vendor": "Attio", "Source type": "Trust", "Title": "Attio Trust Center", "URL": "https://trust.attio.com/", "Primary use": "Security/compliance comparison", "Evidence strength": "Primary", "Access status": "Replaced redirecting security URL 2026-06-29 - dated source copy recommended", "Source quality": "Primary source", "Archive note": "Archive a dated source copy if the claim is central.", "Customer status": "Public/vendor source" }, { "Source ID": "AT-S03", "Vendor": "Attio", "Source type": "Legal/DPA", "Title": "Attio Data Processing Addendum", "URL": "https://attio.com/legal/attio-data-processing-addendum", "Primary use": "DPA alternative review input", "Evidence strength": "Primary", "Access status": "Search verified 2026-06-29", "Source quality": "Primary source", "Archive note": "Archive a dated source copy if the claim is central.", "Customer status": "Public/vendor source" }, { "Source ID": "AT-S04", "Vendor": "Attio", "Source type": "Legal", "Title": "Attio privacy policy", "URL": "https://attio.com/legal/privacy", "Primary use": "Privacy comparison", "Evidence strength": "Primary", "Access status": "Search verified 2026-06-29", "Source quality": "Primary source", "Archive note": "Archive a dated source copy if the claim is central.", "Customer status": "Public/vendor source" }, { "Source ID": "AT-S05", "Vendor": "Attio", "Source type": "Legal", "Title": "Attio terms and conditions", "URL": "https://attio.com/legal/terms-and-conditions", "Primary use": "Contract comparison", "Evidence strength": "Primary", "Access status": "Search verified 2026-06-29", "Source quality": "Primary source", "Archive note": "Archive a dated source copy if the claim is central.", "Customer status": "Public/vendor source" }, { "Source ID": "AT-S06", "Vendor": "Attio", "Source type": "Help Center", "Title": "Imports and exports", "URL": "https://attio.com/help/reference/imports-exports", "Primary use": "Export capability comparison", "Evidence strength": "Primary", "Access status": "Search verified 2026-06-29", "Source quality": "Primary source", "Archive note": "Archive a dated source copy if the claim is central.", "Customer status": "Public/vendor source" }, { "Source ID": "AT-S07", "Vendor": "Attio", "Source type": "Help Center", "Title": "Export lists and views", "URL": "https://attio.com/help/reference/imports-exports/exporting-lists-and-views", "Primary use": "List/view export comparison", "Evidence strength": "Primary", "Access status": "Search verified 2026-06-29", "Source quality": "Primary source", "Archive note": "Archive a dated source copy if the claim is central.", "Customer status": "Public/vendor source" }, { "Source ID": "AT-S08", "Vendor": "Attio", "Source type": "Help Center", "Title": "Back up your workspace data", "URL": "https://attio.com/help/reference/imports-exports/back-up-your-workspace-data", "Primary use": "Full workspace backup comparison", "Evidence strength": "Primary", "Access status": "Search verified 2026-06-29", "Source quality": "Primary source", "Archive note": "Archive a dated source copy if the claim is central.", "Customer status": "Public/vendor source" }, { "Source ID": "AT-S09", "Vendor": "Attio", "Source type": "Developer docs", "Title": "REST API overview", "URL": "https://docs.attio.com/rest-api/overview", "Primary use": "API/migration comparison", "Evidence strength": "Primary", "Access status": "Search verified 2026-06-29", "Source quality": "Primary source", "Archive note": "Archive a dated source copy if the claim is central.", "Customer status": "Public/vendor source" }, { "Source ID": "AT-S10", "Vendor": "Attio", "Source type": "Developer docs", "Title": "OpenAPI", "URL": "https://docs.attio.com/rest-api/endpoint-reference/openapi", "Primary use": "API object surface comparison", "Evidence strength": "Primary", "Access status": "Search verified 2026-06-29", "Source quality": "Primary source", "Archive note": "Archive a dated source copy if the claim is central.", "Customer status": "Public/vendor source" } ], "client_inputs": [ { "Source ID": "SCOPE-01", "Vendor": "Client", "Source type": "Scope assumption", "Title": "80-person B2B CRM renewal scenario", "URL": "internal://scope/hubspot-deep-use-case", "Primary use": "Defines use case and target decision", "Evidence strength": "High", "Access status": "Created", "Source quality": "High", "Customer status": "Client input / marked assumption" }, { "Source ID": "SCOPE-02", "Vendor": "Client", "Source type": "Required input", "Title": "Current HubSpot contract/order form", "URL": "customer-provided://hubspot-current-contract", "Primary use": "Required for exact TCO and renewal exposure", "Evidence strength": "High", "Access status": "Missing", "Source quality": "High", "Customer status": "Client input / marked assumption" }, { "Source ID": "SCOPE-03", "Vendor": "Client", "Source type": "Required input", "Title": "HubSpot admin export and screenshots", "URL": "customer-provided://hubspot-admin-evidence", "Primary use": "Required for workflow, permission and export validation", "Evidence strength": "High", "Access status": "Missing", "Source quality": "High", "Customer status": "Client input / marked assumption" } ], "claims": [ { "Claim ID": "HS-CL-001", "Decision Field": "Scope", "Vendor/Scope": "Client", "Claim": "The review is a CRM renewal/replacement decision, not a generic feature comparison.", "Source IDs": "SCOPE-01", "Confidence": "High", "Impact": "High", "Likelihood": "High", "Evidence Status": "Scope assumption", "Decision Impact": "Frames the decision around renewal, exit readiness and alternatives.", "Verification Need": "Confirm use case with the client." }, { "Claim ID": "HS-CL-002", "Decision Field": "Scope", "Vendor/Scope": "Client", "Claim": "The assumed company size is roughly 80 employees, growing toward 120 employees.", "Source IDs": "SCOPE-01", "Confidence": "High", "Impact": "Medium-high", "Likelihood": "Medium", "Evidence Status": "Scope assumption", "Decision Impact": "Seats and governance must be modeled for scale.", "Verification Need": "Replace with actual headcount forecast." }, { "Claim ID": "HS-CL-003", "Decision Field": "Scope", "Vendor/Scope": "Client", "Claim": "HubSpot is assumed to support sales, marketing, RevOps and management reporting.", "Source IDs": "SCOPE-01", "Confidence": "High", "Impact": "High", "Likelihood": "High", "Evidence Status": "Scope assumption", "Decision Impact": "Multi-hub dependencies increase switching cost.", "Verification Need": "Confirm active hubs and teams." }, { "Claim ID": "HS-CL-004", "Decision Field": "Scope", "Vendor/Scope": "Client", "Claim": "The target decision should be made before a 12- to 24-month renewal or expansion commitment.", "Source IDs": "SCOPE-01", "Confidence": "High", "Impact": "High", "Likelihood": "Medium", "Evidence Status": "Scope assumption", "Decision Impact": "Contract term changes risk tolerance.", "Verification Need": "Confirm deadline and renewal date." }, { "Claim ID": "HS-CL-005", "Decision Field": "Scope", "Vendor/Scope": "Client", "Claim": "A Deep Review needs at least three named alternatives so the decision does not become one-sided.", "Source IDs": "SCOPE-01", "Confidence": "High", "Impact": "High", "Likelihood": "High", "Evidence Status": "Method requirement", "Decision Impact": "Enables a real alternative comparison.", "Verification Need": "Keep or replace Salesforce, Pipedrive and Attio as comparison options." }, { "Claim ID": "HS-CL-006", "Decision Field": "Scope", "Vendor/Scope": "Client", "Claim": "A final Go is not supportable without client-specific contract, admin and export evidence.", "Source IDs": "SCOPE-02|SCOPE-03", "Confidence": "High", "Impact": "High", "Likelihood": "High", "Evidence Status": "Method requirement", "Decision Impact": "Limits the recommendation to evidenced conditions.", "Verification Need": "Collect contract, admin evidence and tenant export." }, { "Claim ID": "HS-CL-007", "Decision Field": "Scope", "Vendor/Scope": "Client", "Claim": "The review separates vendor evidence, client configuration and legal/security approval.", "Source IDs": "SCOPE-01", "Confidence": "High", "Impact": "High", "Likelihood": "High", "Evidence Status": "Method requirement", "Decision Impact": "Keeps the decision useful without replacing legal or security approval.", "Verification Need": "Show handoff and approval areas explicitly." }, { "Claim ID": "HS-CL-008", "Decision Field": "Scope", "Vendor/Scope": "Client", "Claim": "The Deep output should include a fallback path if HubSpot fails commercially.", "Source IDs": "SCOPE-01", "Confidence": "High", "Impact": "High", "Likelihood": "Medium", "Evidence Status": "Method requirement", "Decision Impact": "Creates negotiation and fallback optionality.", "Verification Need": "Build scenario matrix." }, { "Claim ID": "HS-CL-009", "Decision Field": "Commercial/TCO", "Vendor/Scope": "HubSpot", "Claim": "HubSpot public pricing pages are useful anchors but are not enough to model the customer's actual renewal exposure.", "Source IDs": "HS-S01|HS-S02|HS-S03|HS-S04|SCOPE-02", "Confidence": "High", "Impact": "High", "Likelihood": "High", "Evidence Status": "Quote required", "Decision Impact": "Actual quote becomes mandatory evidence", "Verification Need": "Request current quote/order form" }, { "Claim ID": "HS-CL-010", "Decision Field": "Commercial/TCO", "Vendor/Scope": "HubSpot", "Claim": "The customer's TCO depends on hubs, editions, paid seats, marketing contacts, add-ons, onboarding/support and contract term.", "Source IDs": "HS-S01|HS-S02|HS-S03|HS-S04|HS-S05", "Confidence": "Medium-high", "Impact": "High", "Likelihood": "High", "Evidence Status": "Quote required", "Decision Impact": "Pricing model must be decomposed before renewal", "Verification Need": "Build 12/24/36-month model" }, { "Claim ID": "HS-CL-011", "Decision Field": "Commercial/TCO", "Vendor/Scope": "HubSpot", "Claim": "Sales Hub pricing cannot be assessed alone if Marketing Hub or Service Hub is operationally required.", "Source IDs": "HS-S02|HS-S03|HS-S04|SCOPE-01", "Confidence": "High", "Impact": "High", "Likelihood": "High", "Evidence Status": "Scope assumption", "Decision Impact": "Prevents undercounting bundle exposure", "Verification Need": "Confirm active hubs and required hubs" }, { "Claim ID": "HS-CL-012", "Decision Field": "Commercial/TCO", "Vendor/Scope": "HubSpot", "Claim": "Marketing contact volume can become a material TCO driver if marketing automation is in scope.", "Source IDs": "HS-S03|SCOPE-01", "Confidence": "Medium-high", "Impact": "High", "Likelihood": "Medium-high", "Evidence Status": "Quote required", "Decision Impact": "Marketing usage may change vendor ranking", "Verification Need": "Collect current and forecast contact counts" }, { "Claim ID": "HS-CL-013", "Decision Field": "Commercial/TCO", "Vendor/Scope": "HubSpot", "Claim": "Paid seat growth from 80 to 120 employees can change plan fit and renewal exposure.", "Source IDs": "HS-S01|HS-S02|SCOPE-01", "Confidence": "Medium-high", "Impact": "High", "Likelihood": "High", "Evidence Status": "Quote required", "Decision Impact": "Seat forecast must be included in decision", "Verification Need": "Get role-based user forecast" }, { "Claim ID": "HS-CL-014", "Decision Field": "Commercial/TCO", "Vendor/Scope": "HubSpot", "Claim": "A renewal discount can hide future uplift risk if discount expiry, add-on changes or term renewal mechanics are not visible.", "Source IDs": "HS-S06|SCOPE-02", "Confidence": "Medium", "Impact": "High", "Likelihood": "Medium", "Evidence Status": "Contract evidence required", "Decision Impact": "Commercial risk cannot be scored from public pricing alone", "Verification Need": "Review order form and renewal language" }, { "Claim ID": "HS-CL-015", "Decision Field": "Commercial/TCO", "Vendor/Scope": "HubSpot", "Claim": "Short-term continuity benefits must be compared against 24/36-month lock-in cost, not only next invoice cost.", "Source IDs": "SCOPE-01|HS-S01|HS-S05", "Confidence": "Medium-high", "Impact": "High", "Likelihood": "High", "Evidence Status": "Analyst inference", "Decision Impact": "Changes decision from feature fit to cost-of-optionality", "Verification Need": "Build scenario TCO" }, { "Claim ID": "HS-CL-016", "Decision Field": "Commercial/TCO", "Vendor/Scope": "HubSpot", "Claim": "Professional Services, onboarding, migration or support packages may materially affect total cost.", "Source IDs": "HS-S05|SCOPE-02", "Confidence": "Medium", "Impact": "Medium-high", "Likelihood": "Medium", "Evidence Status": "Quote required", "Decision Impact": "Prevents false comparison with lower-license-cost alternatives", "Verification Need": "Ask HubSpot and alternatives for implementation/support costs" }, { "Claim ID": "HS-CL-017", "Decision Field": "Commercial/TCO", "Vendor/Scope": "HubSpot", "Claim": "Plan-dependent governance features can force higher editions even when base CRM features look sufficient.", "Source IDs": "HS-S02|HS-S17|HS-S18|HS-S20|HS-S21", "Confidence": "Medium-high", "Impact": "High", "Likelihood": "Medium-high", "Evidence Status": "Plan verification required", "Decision Impact": "Security/admin requirements may drive plan tier", "Verification Need": "Map required controls to exact edition" }, { "Claim ID": "HS-CL-018", "Decision Field": "Commercial/TCO", "Vendor/Scope": "HubSpot", "Claim": "A renewal under conditions is stronger than automatic renewal if price cap, term, export rights and support conditions remain open.", "Source IDs": "SCOPE-01|HS-S06|SCOPE-02", "Confidence": "High", "Impact": "High", "Likelihood": "Medium-high", "Evidence Status": "Decision logic", "Decision Impact": "Sets conditional recommendation shape", "Verification Need": "Negotiate conditions before signature" }, { "Claim ID": "HS-CL-019", "Decision Field": "Commercial/TCO", "Vendor/Scope": "HubSpot", "Claim": "If HubSpot is used as the management reporting source, replacing it has hidden rebuild cost not visible in license pricing.", "Source IDs": "HS-S25|SCOPE-01", "Confidence": "Medium-high", "Impact": "High", "Likelihood": "High", "Evidence Status": "Customer evidence required", "Decision Impact": "Migration cost may justify renewal", "Verification Need": "Collect report/dashboard inventory" }, { "Claim ID": "HS-CL-020", "Decision Field": "Commercial/TCO", "Vendor/Scope": "HubSpot", "Claim": "If HubSpot is used only for pipeline tracking and light automation, lower-cost alternatives deserve stronger consideration.", "Source IDs": "PD-S01|AT-S01|SCOPE-01", "Confidence": "Medium", "Impact": "High", "Likelihood": "Medium", "Evidence Status": "Use-case dependent", "Decision Impact": "May move decision toward Pipedrive or Attio", "Verification Need": "Validate actual workflow depth" }, { "Claim ID": "HS-CL-021", "Decision Field": "Commercial/TCO", "Vendor/Scope": "HubSpot", "Claim": "If HubSpot marketing automation is business-critical, Pipedrive and Attio must be scored for replacement gaps, not just lower price.", "Source IDs": "HS-S03|PD-S01|AT-S01|SCOPE-01", "Confidence": "Medium-high", "Impact": "High", "Likelihood": "Medium-high", "Evidence Status": "Use-case dependent", "Decision Impact": "Prevents false savings claim", "Verification Need": "Map marketing-critical processes" }, { "Claim ID": "HS-CL-022", "Decision Field": "Commercial/TCO", "Vendor/Scope": "HubSpot", "Claim": "Salesforce may require higher implementation/admin effort than HubSpot even if feature depth is stronger.", "Source IDs": "SF-S01|SF-S02|SCOPE-01", "Confidence": "Medium", "Impact": "High", "Likelihood": "Medium-high", "Evidence Status": "Analyst inference", "Decision Impact": "Salesforce comparison needs implementation estimate", "Verification Need": "Get SI/admin estimate" }, { "Claim ID": "HS-CL-023", "Decision Field": "Commercial/TCO", "Vendor/Scope": "HubSpot", "Claim": "Attio's lower/simple pricing anchor is not enough to prove lower TCO if workflow/reporting gaps require custom build.", "Source IDs": "AT-S01|AT-S09|SCOPE-01", "Confidence": "Medium", "Impact": "High", "Likelihood": "Medium", "Evidence Status": "Analyst inference", "Decision Impact": "Attio needs proof-of-fit before cost conclusion", "Verification Need": "Run model/workflow fit test" }, { "Claim ID": "HS-CL-024", "Decision Field": "Commercial/TCO", "Vendor/Scope": "HubSpot", "Claim": "Pipedrive's lower price anchor is not enough to prove replacement fit if governance, reporting or integration gaps appear.", "Source IDs": "PD-S01|PD-S06|PD-S07|PD-S08", "Confidence": "Medium", "Impact": "High", "Likelihood": "Medium", "Evidence Status": "Analyst inference", "Decision Impact": "Pipedrive needs scored feature and governance gap test", "Verification Need": "Run alternative proof-of-fit" }, { "Claim ID": "HS-CL-025", "Decision Field": "Data Model", "Vendor/Scope": "HubSpot", "Claim": "HubSpot CRM data model must be mapped before renewal because custom properties, associations and objects can create migration complexity.", "Source IDs": "HS-S12|HS-S15|HS-S16|HS-S22|SCOPE-03", "Confidence": "Medium-high", "Impact": "High", "Likelihood": "High", "Evidence Status": "Admin proof required", "Decision Impact": "Data model complexity can justify or block renewal", "Verification Need": "Export custom property/object inventory" }, { "Claim ID": "HS-CL-026", "Decision Field": "Data Model", "Vendor/Scope": "HubSpot", "Claim": "Custom properties should be treated as business logic, not just field metadata.", "Source IDs": "HS-S22|SCOPE-03", "Confidence": "High", "Impact": "High", "Likelihood": "High", "Evidence Status": "Admin proof required", "Decision Impact": "Property mapping is mandatory for exit test", "Verification Need": "Collect property list, owner and downstream use" }, { "Claim ID": "HS-CL-027", "Decision Field": "Data Model", "Vendor/Scope": "HubSpot", "Claim": "Associations between contacts, companies, deals, tickets and activities are a core migration risk.", "Source IDs": "HS-S12|HS-S15|HS-S16", "Confidence": "Medium-high", "Impact": "High", "Likelihood": "High", "Evidence Status": "Admin proof required", "Decision Impact": "Associations must be included in export/API test", "Verification Need": "Run sample export/API pull" }, { "Claim ID": "HS-CL-028", "Decision Field": "Data Model", "Vendor/Scope": "HubSpot", "Claim": "Activity history, email engagement, calls, meetings and notes may require separate export/API validation from core record exports.", "Source IDs": "HS-S12|HS-S13|HS-S14|HS-S15", "Confidence": "Medium-high", "Impact": "High", "Likelihood": "High", "Evidence Status": "Admin proof required", "Decision Impact": "Activity loss would weaken migration path", "Verification Need": "Test activity export completeness" }, { "Claim ID": "HS-CL-029", "Decision Field": "Data Model", "Vendor/Scope": "HubSpot", "Claim": "Attachments and files should be scoped separately from CRM object exports.", "Source IDs": "HS-S13|SCOPE-03", "Confidence": "Medium", "Impact": "Medium-high", "Likelihood": "Medium", "Evidence Status": "Admin proof required", "Decision Impact": "File portability may require separate process", "Verification Need": "Collect sample file export evidence" }, { "Claim ID": "HS-CL-030", "Decision Field": "Data Model", "Vendor/Scope": "HubSpot", "Claim": "If custom objects are used, alternatives must prove equivalent object modeling, relationships and reporting.", "Source IDs": "HS-S15|HS-S16|AT-S09|PD-S08|SF-S08", "Confidence": "Medium", "Impact": "High", "Likelihood": "Medium", "Evidence Status": "Admin proof required", "Decision Impact": "Custom object use can narrow alternatives", "Verification Need": "Confirm custom object usage" }, { "Claim ID": "HS-CL-031", "Decision Field": "Data Model", "Vendor/Scope": "HubSpot", "Claim": "Lifecycle stages and pipeline definitions are migration-critical because they affect reporting and automation.", "Source IDs": "HS-S22|HS-S23|HS-S25|SCOPE-03", "Confidence": "Medium-high", "Impact": "High", "Likelihood": "High", "Evidence Status": "Admin proof required", "Decision Impact": "Definitions must be mapped before replacement", "Verification Need": "Collect lifecycle/pipeline config" }, { "Claim ID": "HS-CL-032", "Decision Field": "Data Model", "Vendor/Scope": "HubSpot", "Claim": "Duplicate management, data quality rules and required fields should be reviewed because poor data hygiene inflates migration risk.", "Source IDs": "HS-S22|SCOPE-03", "Confidence": "Medium", "Impact": "Medium-high", "Likelihood": "Medium-high", "Evidence Status": "Admin proof required", "Decision Impact": "Data cleanup may be a pre-migration project", "Verification Need": "Run data quality sample" }, { "Claim ID": "HS-CL-033", "Decision Field": "Data Model", "Vendor/Scope": "HubSpot", "Claim": "A HubSpot renewal can be safer if current CRM data model is mature and heavily adopted.", "Source IDs": "SCOPE-03|HS-S22|HS-S25", "Confidence": "Medium", "Impact": "High", "Likelihood": "Medium", "Evidence Status": "Customer evidence required", "Decision Impact": "Supports renewal if migration cost is high", "Verification Need": "Inventory adoption and data quality" }, { "Claim ID": "HS-CL-034", "Decision Field": "Data Model", "Vendor/Scope": "HubSpot", "Claim": "A HubSpot replacement can be safer if current data model is shallow and operational workflows are not deeply embedded.", "Source IDs": "SCOPE-03|PD-S01|AT-S01", "Confidence": "Medium", "Impact": "High", "Likelihood": "Medium", "Evidence Status": "Customer evidence required", "Decision Impact": "Supports alternative test", "Verification Need": "Confirm actual object/workflow depth" }, { "Claim ID": "HS-CL-035", "Decision Field": "Data Model", "Vendor/Scope": "HubSpot", "Claim": "The Deep must separate data portability from process portability.", "Source IDs": "HS-S12|HS-S23|HS-S25", "Confidence": "High", "Impact": "High", "Likelihood": "High", "Evidence Status": "Method requirement", "Decision Impact": "Prevents false exit confidence", "Verification Need": "Build data and process exit maps" }, { "Claim ID": "HS-CL-036", "Decision Field": "Automation", "Vendor/Scope": "HubSpot", "Claim": "Workflows are a primary lock-in surface because they encode operational process and not only automation convenience.", "Source IDs": "HS-S23|SCOPE-03", "Confidence": "High", "Impact": "High", "Likelihood": "High", "Evidence Status": "Admin proof required", "Decision Impact": "Workflow inventory is required for replacement assessment", "Verification Need": "Export/screenshot active workflows" }, { "Claim ID": "HS-CL-037", "Decision Field": "Automation", "Vendor/Scope": "HubSpot", "Claim": "Workflow triggers, branches, delays and actions must be tested against alternatives before claiming replacement feasibility.", "Source IDs": "HS-S23|PD-S10|AT-S09|SF-S01", "Confidence": "Medium-high", "Impact": "High", "Likelihood": "High", "Evidence Status": "Alternative proof required", "Decision Impact": "Controls migration scope and alternative ranking", "Verification Need": "Map top 20 workflows" }, { "Claim ID": "HS-CL-038", "Decision Field": "Automation", "Vendor/Scope": "HubSpot", "Claim": "If workflows touch sales, marketing and service simultaneously, migration risk is cross-functional.", "Source IDs": "HS-S23|HS-S03|HS-S04|SCOPE-01", "Confidence": "Medium-high", "Impact": "High", "Likelihood": "Medium-high", "Evidence Status": "Admin proof required", "Decision Impact": "Multi-team impact increases risk", "Verification Need": "Tag workflows by owner/team" }, { "Claim ID": "HS-CL-039", "Decision Field": "Automation", "Vendor/Scope": "HubSpot", "Claim": "Inactive workflows can still matter as evidence of process complexity and should not be ignored.", "Source IDs": "HS-S23|SCOPE-03", "Confidence": "Medium", "Impact": "Medium", "Likelihood": "Medium", "Evidence Status": "Admin proof required", "Decision Impact": "Prevents undercounting rebuild", "Verification Need": "Collect active and inactive workflow counts" }, { "Claim ID": "HS-CL-040", "Decision Field": "Automation", "Vendor/Scope": "HubSpot", "Claim": "Lists and segmentation logic are part of the operating model if they drive marketing, lifecycle or sales actions.", "Source IDs": "HS-S24|HS-S23|HS-S03", "Confidence": "High", "Impact": "Medium-high", "Likelihood": "High", "Evidence Status": "Admin proof required", "Decision Impact": "Segmentation rebuild becomes a migration task", "Verification Need": "Collect critical lists and owners" }, { "Claim ID": "HS-CL-041", "Decision Field": "Reporting", "Vendor/Scope": "HubSpot", "Claim": "Reports and dashboards used by leadership or finance are decision-critical dependencies.", "Source IDs": "HS-S25|SCOPE-01", "Confidence": "High", "Impact": "High", "Likelihood": "High", "Evidence Status": "Admin proof required", "Decision Impact": "Reporting rebuild can decide renewal vs replacement", "Verification Need": "Collect dashboard inventory" }, { "Claim ID": "HS-CL-042", "Decision Field": "Reporting", "Vendor/Scope": "HubSpot", "Claim": "If HubSpot dashboards are used for board or management reporting, replacement requires report parity before migration.", "Source IDs": "HS-S25|SCOPE-01", "Confidence": "Medium-high", "Impact": "High", "Likelihood": "Medium-high", "Evidence Status": "Admin proof required", "Decision Impact": "Makes replacement conditional on reporting proof", "Verification Need": "Define must-keep reports" }, { "Claim ID": "HS-CL-043", "Decision Field": "Export/Portability", "Vendor/Scope": "HubSpot", "Claim": "HubSpot documents record export paths, but documented export is not equal to practical exit readiness.", "Source IDs": "HS-S12|HS-S13|HS-S14", "Confidence": "High", "Impact": "High", "Likelihood": "High", "Evidence Status": "Verified plus test required", "Decision Impact": "Export test becomes a mandatory gate", "Verification Need": "Run sample export" }, { "Claim ID": "HS-CL-044", "Decision Field": "Export/Portability", "Vendor/Scope": "HubSpot", "Claim": "The export test must include records, properties, associations, activities and attachments/files.", "Source IDs": "HS-S12|HS-S13|HS-S14|SCOPE-03", "Confidence": "Medium-high", "Impact": "High", "Likelihood": "High", "Evidence Status": "Admin proof required", "Decision Impact": "Defines minimum migration sample", "Verification Need": "Build sample data pack" }, { "Claim ID": "HS-CL-045", "Decision Field": "Export/Portability", "Vendor/Scope": "HubSpot", "Claim": "A clean CSV export may still fail to preserve process meaning if associations and activity chronology are weak.", "Source IDs": "HS-S12|HS-S14|HS-S15", "Confidence": "Medium", "Impact": "High", "Likelihood": "High", "Evidence Status": "Admin proof required", "Decision Impact": "Exit quality must be judged practically", "Verification Need": "Import sample into alternative or staging model" }, { "Claim ID": "HS-CL-046", "Decision Field": "Export/Portability", "Vendor/Scope": "HubSpot", "Claim": "API access can supplement export but introduces scopes, rate, object and engineering constraints.", "Source IDs": "HS-S15|HS-S16", "Confidence": "Medium-high", "Impact": "High", "Likelihood": "Medium-high", "Evidence Status": "Technical proof required", "Decision Impact": "API path cannot be assumed without engineering test", "Verification Need": "Run API sample for key objects" }, { "Claim ID": "HS-CL-047", "Decision Field": "Export/Portability", "Vendor/Scope": "HubSpot", "Claim": "Future exit cost should be estimated before renewal, not after commercial terms are accepted.", "Source IDs": "SCOPE-01|HS-S12|HS-S15", "Confidence": "High", "Impact": "High", "Likelihood": "High", "Evidence Status": "Method requirement", "Decision Impact": "Supports negotiation and contract conditions", "Verification Need": "Estimate exit project size" }, { "Claim ID": "HS-CL-048", "Decision Field": "Export/Portability", "Vendor/Scope": "HubSpot", "Claim": "If reports, workflows and lists cannot be exported/recreated with fidelity, migration is more than data transfer.", "Source IDs": "HS-S23|HS-S24|HS-S25", "Confidence": "High", "Impact": "High", "Likelihood": "High", "Evidence Status": "Admin proof required", "Decision Impact": "Replacement becomes a process rebuild", "Verification Need": "Create rebuild checklist" }, { "Claim ID": "HS-CL-049", "Decision Field": "Export/Portability", "Vendor/Scope": "HubSpot", "Claim": "A short renewal with an exit test may be rational if HubSpot fit is strong but portability evidence is incomplete.", "Source IDs": "SCOPE-01|HS-S12|HS-S15", "Confidence": "High", "Impact": "High", "Likelihood": "Medium-high", "Evidence Status": "Decision scenario", "Decision Impact": "Creates middle path between renewal and replacement", "Verification Need": "Add scenario to matrix" }, { "Claim ID": "HS-CL-050", "Decision Field": "Export/Portability", "Vendor/Scope": "HubSpot", "Claim": "Exit rights and assistance should be checked in contract/order terms, not assumed from help docs.", "Source IDs": "HS-S06|SCOPE-02", "Confidence": "Medium", "Impact": "High", "Likelihood": "Medium", "Evidence Status": "Contract evidence required", "Decision Impact": "Legal/commercial handoff item", "Verification Need": "Review terms and quote" }, { "Claim ID": "HS-CL-051", "Decision Field": "Export/Portability", "Vendor/Scope": "HubSpot", "Claim": "Deactivation, deletion and return process should be verified before committing to longer term.", "Source IDs": "HS-S06|HS-S07|HS-S13", "Confidence": "Medium-high", "Impact": "High", "Likelihood": "Medium", "Evidence Status": "Legal/security handoff", "Decision Impact": "Affects exit and privacy posture", "Verification Need": "Ask vendor for deletion/return process" }, { "Claim ID": "HS-CL-052", "Decision Field": "Export/Portability", "Vendor/Scope": "Salesforce", "Claim": "Salesforce documents data export options that can support a future exit path, but customer object complexity must still be validated.", "Source IDs": "SF-S03|SF-S04", "Confidence": "Medium-high", "Impact": "Medium-high", "Likelihood": "Medium", "Evidence Status": "Alternative proof required", "Decision Impact": "Salesforce is not automatically easier to exit", "Verification Need": "Check export needs against target data model" }, { "Claim ID": "HS-CL-053", "Decision Field": "Export/Portability", "Vendor/Scope": "Pipedrive", "Claim": "Pipedrive documents export paths that should be tested against HubSpot's actual object/activity model.", "Source IDs": "PD-S05|PD-S08", "Confidence": "Medium-high", "Impact": "High", "Likelihood": "Medium", "Evidence Status": "Alternative proof required", "Decision Impact": "Lower cost does not remove migration test", "Verification Need": "Run sample import/export" }, { "Claim ID": "HS-CL-054", "Decision Field": "Export/Portability", "Vendor/Scope": "Attio", "Claim": "Attio documents export/backup paths that support portability review, but workspace/data-model fit must be tested.", "Source IDs": "AT-S06|AT-S07|AT-S08|AT-S09", "Confidence": "Medium-high", "Impact": "High", "Likelihood": "Medium", "Evidence Status": "Alternative proof required", "Decision Impact": "Attio exit path must be scored against same criteria", "Verification Need": "Run data-model proof" }, { "Claim ID": "HS-CL-055", "Decision Field": "Security/Admin", "Vendor/Scope": "HubSpot", "Claim": "User permissions and role design must be mapped to the customer's governance requirements before renewal.", "Source IDs": "HS-S17|HS-S18|SCOPE-03", "Confidence": "High", "Impact": "High", "Likelihood": "High", "Evidence Status": "Admin proof required", "Decision Impact": "Admin control fit can drive plan or alternative selection", "Verification Need": "Map current and target roles" }, { "Claim ID": "HS-CL-056", "Decision Field": "Security/Admin", "Vendor/Scope": "HubSpot", "Claim": "Permission History is useful evidence for audit/troubleshooting questions, but it does not replace a full audit-log requirement.", "Source IDs": "HS-S19", "Confidence": "Medium-high", "Impact": "Medium-high", "Likelihood": "Medium", "Evidence Status": "Verified plus requirement mapping", "Decision Impact": "Limits auditability claims to evidenced functions.", "Verification Need": "Match against the client's concrete audit requirement." }, { "Claim ID": "HS-CL-057", "Decision Field": "Security/Admin", "Vendor/Scope": "HubSpot", "Claim": "SSO availability must be confirmed for the exact proposed plan.", "Source IDs": "HS-S20|HS-S02", "Confidence": "Medium-high", "Impact": "High", "Likelihood": "Medium-high", "Evidence Status": "Plan verification required", "Decision Impact": "Identity control may force higher tier", "Verification Need": "Ask vendor to confirm plan" }, { "Claim ID": "HS-CL-058", "Decision Field": "Security/Admin", "Vendor/Scope": "HubSpot", "Claim": "SCIM provisioning/offboarding must be confirmed for the exact identity provider and proposed plan.", "Source IDs": "HS-S21|HS-S20", "Confidence": "Medium-high", "Impact": "High", "Likelihood": "Medium", "Evidence Status": "Plan verification required", "Decision Impact": "Offboarding gap can block renewal", "Verification Need": "Confirm IdP and plan inclusion" }, { "Claim ID": "HS-CL-059", "Decision Field": "Security/Admin", "Vendor/Scope": "HubSpot", "Claim": "MFA, SSO and role model should be validated together because identity control without least privilege remains incomplete.", "Source IDs": "HS-S17|HS-S18|HS-S20", "Confidence": "Medium-high", "Impact": "High", "Likelihood": "High", "Evidence Status": "Admin proof required", "Decision Impact": "Defines governance gate", "Verification Need": "Run admin checklist" }, { "Claim ID": "HS-CL-060", "Decision Field": "Security/Admin", "Vendor/Scope": "HubSpot", "Claim": "Admin count and super-admin usage should be minimized and documented.", "Source IDs": "HS-S17|HS-S18|SCOPE-03", "Confidence": "Medium", "Impact": "High", "Likelihood": "Medium-high", "Evidence Status": "Admin proof required", "Decision Impact": "Reduces operational risk", "Verification Need": "Collect admin list and access rationale" }, { "Claim ID": "HS-CL-061", "Decision Field": "Security/Admin", "Vendor/Scope": "HubSpot", "Claim": "If external agencies or contractors access HubSpot, permissions and offboarding become material review items.", "Source IDs": "HS-S17|HS-S18|HS-S21", "Confidence": "Medium", "Impact": "High", "Likelihood": "Medium", "Evidence Status": "Customer evidence required", "Decision Impact": "May add vendor/third-party access risk", "Verification Need": "Collect external user list" }, { "Claim ID": "HS-CL-062", "Decision Field": "Security/Admin", "Vendor/Scope": "HubSpot", "Claim": "HubSpot Trust Center/security materials are positive evidence inputs but not a customer-specific security approval.", "Source IDs": "HS-S09|HS-S10", "Confidence": "High", "Impact": "High", "Likelihood": "High", "Evidence Status": "Verified", "Decision Impact": "Security review still needs requirement mapping", "Verification Need": "Download/share trust artifacts with IT" }, { "Claim ID": "HS-CL-063", "Decision Field": "Security/Admin", "Vendor/Scope": "HubSpot", "Claim": "Status history can inform operational resilience but cannot predict future outage exposure.", "Source IDs": "HS-S11", "Confidence": "Medium", "Impact": "Medium", "Likelihood": "Medium", "Evidence Status": "Context only", "Decision Impact": "Use as operational signal, not decision alone", "Verification Need": "Review incidents if availability is critical" }, { "Claim ID": "HS-CL-064", "Decision Field": "Security/Admin", "Vendor/Scope": "Salesforce", "Claim": "Salesforce has enterprise trust/compliance documentation that can support security review, but implementation complexity remains separate.", "Source IDs": "SF-S06|SF-S07|SF-S08", "Confidence": "Medium-high", "Impact": "High", "Likelihood": "Medium", "Evidence Status": "Alternative proof required", "Decision Impact": "Salesforce may score high on controls but not necessarily on speed/cost", "Verification Need": "Request artifacts and admin estimate" }, { "Claim ID": "HS-CL-065", "Decision Field": "Security/Admin", "Vendor/Scope": "Pipedrive", "Claim": "Pipedrive security and permission sources must be mapped to the same governance checklist as HubSpot.", "Source IDs": "PD-S02|PD-S06|PD-S07", "Confidence": "Medium-high", "Impact": "High", "Likelihood": "Medium", "Evidence Status": "Alternative proof required", "Decision Impact": "Ensures fair comparison", "Verification Need": "Score controls side-by-side" }, { "Claim ID": "HS-CL-066", "Decision Field": "Security/Admin", "Vendor/Scope": "Attio", "Claim": "Attio security documentation must be evaluated against the same identity, role, audit and compliance requirements.", "Source IDs": "AT-S02|AT-S09", "Confidence": "Medium-high", "Impact": "High", "Likelihood": "Medium", "Evidence Status": "Alternative proof required", "Decision Impact": "Prevents price-led decision", "Verification Need": "Score controls side-by-side" }, { "Claim ID": "HS-CL-067", "Decision Field": "Privacy/DPA", "Vendor/Scope": "HubSpot", "Claim": "HubSpot DPA is a primary input for legal/privacy review, not a substitute for review.", "Source IDs": "HS-S07", "Confidence": "High", "Impact": "High", "Likelihood": "High", "Evidence Status": "Legal/security handoff", "Decision Impact": "Structures privacy decision", "Verification Need": "Share DPA with responsible expert" }, { "Claim ID": "HS-CL-068", "Decision Field": "Privacy/DPA", "Vendor/Scope": "HubSpot", "Claim": "HubSpot subprocessors must be checked against client data classes and transfer requirements.", "Source IDs": "HS-S08|HS-S07", "Confidence": "High", "Impact": "High", "Likelihood": "High", "Evidence Status": "Legal/security handoff", "Decision Impact": "Subprocessors can become an approval condition.", "Verification Need": "Create subprocessor table mapped to data classes." }, { "Claim ID": "HS-CL-069", "Decision Field": "Privacy/DPA", "Vendor/Scope": "HubSpot", "Claim": "International transfers must be assessed from DPA/subprocessor materials and the client's own risk threshold.", "Source IDs": "HS-S07|HS-S08", "Confidence": "Medium-high", "Impact": "High", "Likelihood": "Medium-high", "Evidence Status": "Legal/security handoff", "Decision Impact": "Influences approval conditions.", "Verification Need": "Have legal/privacy owner review the transfer position." }, { "Claim ID": "HS-CL-070", "Decision Field": "Privacy/DPA", "Vendor/Scope": "HubSpot", "Claim": "Deletion and return terms should be checked before renewal because CRM data contains customer/prospect records.", "Source IDs": "HS-S06|HS-S07|HS-S13", "Confidence": "Medium-high", "Impact": "High", "Likelihood": "Medium", "Evidence Status": "Legal/security handoff", "Decision Impact": "Exit and privacy dependency", "Verification Need": "Ask vendor and legal to confirm" }, { "Claim ID": "HS-CL-071", "Decision Field": "Privacy/DPA", "Vendor/Scope": "HubSpot", "Claim": "If Marketing Hub is in scope, tracking, consent, marketing contacts and customer communications increase privacy complexity.", "Source IDs": "HS-S03|HS-S07|SCOPE-01", "Confidence": "Medium", "Impact": "High", "Likelihood": "Medium", "Evidence Status": "Use-case dependent", "Decision Impact": "Marketing scope may require deeper legal review", "Verification Need": "Confirm marketing functions used" }, { "Claim ID": "HS-CL-072", "Decision Field": "Privacy/DPA", "Vendor/Scope": "HubSpot", "Claim": "If Service Hub/tickets are in scope, support records may contain higher-sensitivity customer context than sales pipeline data.", "Source IDs": "HS-S04|HS-S07|SCOPE-01", "Confidence": "Medium", "Impact": "High", "Likelihood": "Medium", "Evidence Status": "Use-case dependent", "Decision Impact": "Data classification affects conditions", "Verification Need": "Classify service data" }, { "Claim ID": "HS-CL-073", "Decision Field": "Privacy/DPA", "Vendor/Scope": "Salesforce", "Claim": "Salesforce DPA/trust sources must be reviewed if Salesforce is a serious alternative.", "Source IDs": "SF-S05|SF-S06|SF-S07", "Confidence": "Medium-high", "Impact": "High", "Likelihood": "Medium", "Evidence Status": "Alternative proof required", "Decision Impact": "Alternative legal posture must be comparable", "Verification Need": "Collect Salesforce DPA artifacts" }, { "Claim ID": "HS-CL-074", "Decision Field": "Privacy/DPA", "Vendor/Scope": "Pipedrive", "Claim": "Pipedrive DPA/subprocessor sources must be reviewed before using price as a main advantage.", "Source IDs": "PD-S03|PD-S04|PD-S02", "Confidence": "Medium-high", "Impact": "High", "Likelihood": "Medium", "Evidence Status": "Alternative proof required", "Decision Impact": "Legal posture may offset price advantage", "Verification Need": "Collect Pipedrive legal artifacts" }, { "Claim ID": "HS-CL-075", "Decision Field": "Privacy/DPA", "Vendor/Scope": "Attio", "Claim": "Attio DPA/security/privacy sources must be reviewed before treating it as a safe replacement.", "Source IDs": "AT-S02|AT-S03|AT-S04", "Confidence": "Medium-high", "Impact": "High", "Likelihood": "Medium", "Evidence Status": "Alternative proof required", "Decision Impact": "Product fit and legal fit are separate", "Verification Need": "Collect Attio legal artifacts" }, { "Claim ID": "HS-CL-076", "Decision Field": "Privacy/DPA", "Vendor/Scope": "Client", "Claim": "The final privacy approval should be a short handoff to the responsible expert, not repeated disclaimer language across the brief.", "Source IDs": "SCOPE-01|HS-S07", "Confidence": "High", "Impact": "Medium", "Likelihood": "High", "Evidence Status": "Method requirement", "Decision Impact": "Keeps brief decisive and useful", "Verification Need": "Use one legal handoff block" }, { "Claim ID": "HS-CL-077", "Decision Field": "Integrations", "Vendor/Scope": "HubSpot", "Claim": "HubSpot integrations must be inventoried because each integration can create data flow, process and migration dependency.", "Source IDs": "HS-S26|SCOPE-03", "Confidence": "High", "Impact": "High", "Likelihood": "High", "Evidence Status": "Admin proof required", "Decision Impact": "Integration depth can decide renewal", "Verification Need": "Collect integration list" }, { "Claim ID": "HS-CL-078", "Decision Field": "Integrations", "Vendor/Scope": "HubSpot", "Claim": "Accounting, support, data warehouse, enrichment, email/calendar and website forms are high-impact integrations for CRM decisions.", "Source IDs": "HS-S26|SCOPE-01", "Confidence": "Medium", "Impact": "High", "Likelihood": "Medium-high", "Evidence Status": "Customer evidence required", "Decision Impact": "Defines must-test integrations", "Verification Need": "Tag integrations by criticality" }, { "Claim ID": "HS-CL-079", "Decision Field": "Integrations", "Vendor/Scope": "HubSpot", "Claim": "Integrations that write back into HubSpot increase data-quality and rollback risk during migration.", "Source IDs": "HS-S26|HS-S15", "Confidence": "Medium", "Impact": "High", "Likelihood": "Medium", "Evidence Status": "Admin proof required", "Decision Impact": "Migration plan must control writeback", "Verification Need": "Map read/write direction" }, { "Claim ID": "HS-CL-080", "Decision Field": "Integrations", "Vendor/Scope": "HubSpot", "Claim": "If HubSpot is source of truth for lifecycle status, alternatives must prove equivalent integrations before replacement.", "Source IDs": "HS-S22|HS-S23|HS-S26", "Confidence": "Medium-high", "Impact": "High", "Likelihood": "Medium-high", "Evidence Status": "Alternative proof required", "Decision Impact": "Replacement cannot be approved on CRM UI alone", "Verification Need": "Run integration proof" }, { "Claim ID": "HS-CL-081", "Decision Field": "Alternative Fit", "Vendor/Scope": "Salesforce", "Claim": "Salesforce is a credible enterprise CRM alternative but needs implementation, admin capacity and edition mapping before being recommended.", "Source IDs": "SF-S01|SF-S02|SF-S06|SF-S08", "Confidence": "Medium-high", "Impact": "High", "Likelihood": "High", "Evidence Status": "Alternative proof required", "Decision Impact": "Strong candidate only after cost/effort proof", "Verification Need": "Request Salesforce quote and implementation estimate" }, { "Claim ID": "HS-CL-082", "Decision Field": "Alternative Fit", "Vendor/Scope": "Salesforce", "Claim": "Salesforce may be favored if governance, auditability, complex process modeling and enterprise scale outweigh implementation burden.", "Source IDs": "SF-S01|SF-S06|SF-S07|SF-S08", "Confidence": "Medium", "Impact": "High", "Likelihood": "Medium", "Evidence Status": "Scenario condition", "Decision Impact": "Creates scenario for high-control needs", "Verification Need": "Score against governance checklist" }, { "Claim ID": "HS-CL-083", "Decision Field": "Alternative Fit", "Vendor/Scope": "Salesforce", "Claim": "Salesforce should not be recommended solely as a \"more enterprise\" option without proving adoption and admin ownership.", "Source IDs": "SF-S01|SCOPE-01", "Confidence": "Medium", "Impact": "High", "Likelihood": "Medium-high", "Evidence Status": "Method requirement", "Decision Impact": "Prevents overengineering", "Verification Need": "Confirm admin model" }, { "Claim ID": "HS-CL-084", "Decision Field": "Alternative Fit", "Vendor/Scope": "Salesforce", "Claim": "Salesforce comparison must include report/dashboard rebuild, workflow rebuild, integrations and training.", "Source IDs": "SF-S01|SF-S03|SF-S08|SCOPE-03", "Confidence": "Medium-high", "Impact": "High", "Likelihood": "High", "Evidence Status": "Alternative proof required", "Decision Impact": "Implementation scope drives true TCO", "Verification Need": "Build Salesforce migration workplan" }, { "Claim ID": "HS-CL-085", "Decision Field": "Alternative Fit", "Vendor/Scope": "Pipedrive", "Claim": "Pipedrive is a credible alternative for simpler sales-led CRM use cases with lower operational complexity.", "Source IDs": "PD-S01|PD-S05|PD-S06|PD-S08", "Confidence": "Medium-high", "Impact": "High", "Likelihood": "Medium", "Evidence Status": "Alternative proof required", "Decision Impact": "Good candidate only if use case is narrower", "Verification Need": "Validate sales-only vs cross-hub scope" }, { "Claim ID": "HS-CL-086", "Decision Field": "Alternative Fit", "Vendor/Scope": "Pipedrive", "Claim": "Pipedrive may be weak if the current HubSpot use case depends heavily on marketing/service automation and management reporting.", "Source IDs": "HS-S03|HS-S04|HS-S23|HS-S25|PD-S01", "Confidence": "Medium", "Impact": "High", "Likelihood": "Medium-high", "Evidence Status": "Use-case dependent", "Decision Impact": "Prevents false lower-cost recommendation", "Verification Need": "Test critical non-sales workflows" }, { "Claim ID": "HS-CL-087", "Decision Field": "Alternative Fit", "Vendor/Scope": "Pipedrive", "Claim": "Pipedrive's export/API and permission sources should be checked against the same migration and governance gates.", "Source IDs": "PD-S05|PD-S06|PD-S07|PD-S08|PD-S09", "Confidence": "Medium-high", "Impact": "High", "Likelihood": "Medium", "Evidence Status": "Alternative proof required", "Decision Impact": "Fair comparison against HubSpot", "Verification Need": "Run side-by-side scorecard" }, { "Claim ID": "HS-CL-088", "Decision Field": "Alternative Fit", "Vendor/Scope": "Pipedrive", "Claim": "Pipedrive may be useful as negotiation leverage even if not the preferred final platform.", "Source IDs": "PD-S01|SCOPE-01", "Confidence": "Medium", "Impact": "Medium-high", "Likelihood": "Medium", "Evidence Status": "Decision scenario", "Decision Impact": "Provides commercial fallback pressure", "Verification Need": "Build credible fallback estimate" }, { "Claim ID": "HS-CL-089", "Decision Field": "Alternative Fit", "Vendor/Scope": "Attio", "Claim": "Attio is a credible modern CRM alternative where flexible data model and workspace design matter.", "Source IDs": "AT-S01|AT-S06|AT-S09|AT-S10", "Confidence": "Medium-high", "Impact": "High", "Likelihood": "Medium", "Evidence Status": "Alternative proof required", "Decision Impact": "Potentially strong if data model is central", "Verification Need": "Run data model proof" }, { "Claim ID": "HS-CL-090", "Decision Field": "Alternative Fit", "Vendor/Scope": "Attio", "Claim": "Attio must prove maturity for the customer's required workflow, reporting, governance and integration depth before replacing HubSpot.", "Source IDs": "AT-S01|AT-S02|AT-S06|AT-S09", "Confidence": "Medium", "Impact": "High", "Likelihood": "Medium-high", "Evidence Status": "Alternative proof required", "Decision Impact": "Avoids novelty-led decision", "Verification Need": "Score product maturity and gaps" }, { "Claim ID": "HS-CL-091", "Decision Field": "Alternative Fit", "Vendor/Scope": "Attio", "Claim": "Attio may be attractive if HubSpot is overbuilt for the actual use case, but risky if HubSpot marketing/service hubs are core.", "Source IDs": "AT-S01|HS-S03|HS-S04|SCOPE-01", "Confidence": "Medium", "Impact": "High", "Likelihood": "Medium", "Evidence Status": "Use-case dependent", "Decision Impact": "Creates narrow adoption scenario", "Verification Need": "Confirm HubSpot hub dependency" }, { "Claim ID": "HS-CL-092", "Decision Field": "Alternative Fit", "Vendor/Scope": "Attio", "Claim": "Attio's export/backup documentation supports portability review but import/rebuild effort must still be tested.", "Source IDs": "AT-S06|AT-S07|AT-S08|AT-S09", "Confidence": "Medium-high", "Impact": "Medium-high", "Likelihood": "Medium", "Evidence Status": "Alternative proof required", "Decision Impact": "Treat portability as test, not assumption", "Verification Need": "Run import/export sample" }, { "Claim ID": "HS-CL-093", "Decision Field": "Comparison", "Vendor/Scope": "All alternatives", "Claim": "All alternatives must be scored on the same axes, otherwise the comparison becomes biased toward the known incumbent.", "Source IDs": "SCOPE-01", "Confidence": "High", "Impact": "High", "Likelihood": "High", "Evidence Status": "Method requirement", "Decision Impact": "Protects decision integrity", "Verification Need": "Use comparison matrix" }, { "Claim ID": "HS-CL-094", "Decision Field": "Comparison", "Vendor/Scope": "All alternatives", "Claim": "The first comparison axis should be \"same use case coverage\", not price.", "Source IDs": "SCOPE-01", "Confidence": "High", "Impact": "High", "Likelihood": "High", "Evidence Status": "Method requirement", "Decision Impact": "Stops premature low-cost selection", "Verification Need": "Define must-have workflows" }, { "Claim ID": "HS-CL-095", "Decision Field": "Comparison", "Vendor/Scope": "All alternatives", "Claim": "The second comparison axis should be \"switching effort and data loss risk\".", "Source IDs": "HS-S12|SF-S03|PD-S05|AT-S06", "Confidence": "High", "Impact": "High", "Likelihood": "High", "Evidence Status": "Method requirement", "Decision Impact": "Centers true Deep value", "Verification Need": "Build migration score" }, { "Claim ID": "HS-CL-096", "Decision Field": "Comparison", "Vendor/Scope": "All alternatives", "Claim": "The third comparison axis should be \"governance and approval fit\".", "Source IDs": "HS-S17|HS-S20|SF-S06|PD-S06|AT-S02", "Confidence": "Medium-high", "Impact": "High", "Likelihood": "High", "Evidence Status": "Method requirement", "Decision Impact": "Connects Ops decision to IT/Security/Legal", "Verification Need": "Build governance score" }, { "Claim ID": "HS-CL-097", "Decision Field": "Comparison", "Vendor/Scope": "All alternatives", "Claim": "The fourth comparison axis should be \"12/24/36-month TCO\".", "Source IDs": "HS-S01|SF-S01|PD-S01|AT-S01|SCOPE-02", "Confidence": "High", "Impact": "High", "Likelihood": "High", "Evidence Status": "Method requirement", "Decision Impact": "Commercializes decision", "Verification Need": "Use quotes not only public prices" }, { "Claim ID": "HS-CL-098", "Decision Field": "Comparison", "Vendor/Scope": "All alternatives", "Claim": "The fifth comparison axis should be \"operational owner capacity\".", "Source IDs": "SCOPE-01|SF-S01|HS-S23", "Confidence": "Medium", "Impact": "High", "Likelihood": "Medium-high", "Evidence Status": "Customer evidence required", "Decision Impact": "Prevents buying tools the team cannot operate", "Verification Need": "Estimate admin/RevOps capacity" }, { "Claim ID": "HS-CL-099", "Decision Field": "Comparison", "Vendor/Scope": "All alternatives", "Claim": "The sixth comparison axis should be \"time-to-safe-decision\".", "Source IDs": "SCOPE-01", "Confidence": "High", "Impact": "Medium-high", "Likelihood": "High", "Evidence Status": "Method requirement", "Decision Impact": "Supports conditional renewal if alternative proof takes longer", "Verification Need": "Add deadline constraint" }, { "Claim ID": "HS-CL-100", "Decision Field": "Risk Matrix", "Vendor/Scope": "HubSpot", "Claim": "High HubSpot adoption is both a benefit and evidence of lock-in.", "Source IDs": "SCOPE-03|HS-S23|HS-S25|HS-S26", "Confidence": "Medium-high", "Impact": "High", "Likelihood": "High", "Evidence Status": "Customer evidence required", "Decision Impact": "Requires dual framing in brief", "Verification Need": "Score adoption and lock-in separately" }, { "Claim ID": "HS-CL-101", "Decision Field": "Risk Matrix", "Vendor/Scope": "HubSpot", "Claim": "Low HubSpot adoption weakens the case for renewal even if the product is strong.", "Source IDs": "SCOPE-03", "Confidence": "Medium", "Impact": "High", "Likelihood": "Medium", "Evidence Status": "Customer evidence required", "Decision Impact": "May support replacement", "Verification Need": "Collect usage/adoption metrics" }, { "Claim ID": "HS-CL-102", "Decision Field": "Risk Matrix", "Vendor/Scope": "HubSpot", "Claim": "Unclear contract terms should be treated as commercial risk, not admin detail.", "Source IDs": "HS-S06|SCOPE-02", "Confidence": "High", "Impact": "High", "Likelihood": "Medium-high", "Evidence Status": "Contract evidence required", "Decision Impact": "Can block signature", "Verification Need": "Review term/uplift/termination" }, { "Claim ID": "HS-CL-103", "Decision Field": "Risk Matrix", "Vendor/Scope": "HubSpot", "Claim": "Unproven export should be treated as decision risk, not merely migration work.", "Source IDs": "HS-S12|HS-S13|HS-S15", "Confidence": "High", "Impact": "High", "Likelihood": "High", "Evidence Status": "Admin proof required", "Decision Impact": "Can convert Go to Conditional Go", "Verification Need": "Run export gate" }, { "Claim ID": "HS-CL-104", "Decision Field": "Risk Matrix", "Vendor/Scope": "HubSpot", "Claim": "Unmapped workflows should be treated as operational risk because they can break handoffs and reporting.", "Source IDs": "HS-S23|SCOPE-03", "Confidence": "High", "Impact": "High", "Likelihood": "High", "Evidence Status": "Admin proof required", "Decision Impact": "Can block replacement", "Verification Need": "Inventory workflows" }, { "Claim ID": "HS-CL-105", "Decision Field": "Risk Matrix", "Vendor/Scope": "HubSpot", "Claim": "Unreviewed subprocessors/DPA should be treated as approval risk, not as a vendor defect.", "Source IDs": "HS-S07|HS-S08", "Confidence": "High", "Impact": "High", "Likelihood": "High", "Evidence Status": "Legal/security handoff", "Decision Impact": "Keeps report accurate and useful", "Verification Need": "Route to responsible expert" }, { "Claim ID": "HS-CL-106", "Decision Field": "Risk Matrix", "Vendor/Scope": "HubSpot", "Claim": "A vendor answer that confirms a control exists should still be matched to the customer's exact plan and use case.", "Source IDs": "HS-S02|HS-S17|HS-S20|HS-S21", "Confidence": "High", "Impact": "High", "Likelihood": "High", "Evidence Status": "Plan verification required", "Decision Impact": "Prevents false control confidence", "Verification Need": "Ask for plan-specific confirmation" }, { "Claim ID": "HS-CL-107", "Decision Field": "Decision Scenario", "Vendor/Scope": "HubSpot", "Claim": "Scenario A: renew under conditions if HubSpot TCO is acceptable, export test passes, governance controls fit and alternatives show higher switching cost.", "Source IDs": "SCOPE-01|HS-S01|HS-S12|HS-S17", "Confidence": "High", "Impact": "High", "Likelihood": "Medium-high", "Evidence Status": "Scenario", "Decision Impact": "Likely default if current dependency is high", "Verification Need": "Complete all gates" }, { "Claim ID": "HS-CL-108", "Decision Field": "Decision Scenario", "Vendor/Scope": "HubSpot", "Claim": "Scenario B: short renewal plus exit test if HubSpot remains useful but price, export or legal/security evidence is incomplete.", "Source IDs": "SCOPE-01|HS-S06|HS-S12|HS-S07", "Confidence": "High", "Impact": "High", "Likelihood": "Medium-high", "Evidence Status": "Scenario", "Decision Impact": "Avoids rushed long-term lock-in", "Verification Need": "Negotiate shorter term or exit rights" }, { "Claim ID": "HS-CL-109", "Decision Field": "Decision Scenario", "Vendor/Scope": "HubSpot", "Claim": "Scenario C: renegotiate with credible fallback if Pipedrive or Attio can cover the narrowed use case at lower TCO.", "Source IDs": "PD-S01|AT-S01|PD-S05|AT-S06", "Confidence": "Medium", "Impact": "High", "Likelihood": "Medium", "Evidence Status": "Scenario", "Decision Impact": "Creates commercial leverage", "Verification Need": "Build proof-of-fit and cost comparison" }, { "Claim ID": "HS-CL-110", "Decision Field": "Decision Scenario", "Vendor/Scope": "HubSpot", "Claim": "Scenario D: evaluate Salesforce if governance, complex process control and scale matter more than cost and speed.", "Source IDs": "SF-S01|SF-S06|SF-S08", "Confidence": "Medium", "Impact": "High", "Likelihood": "Medium", "Evidence Status": "Scenario", "Decision Impact": "Creates enterprise-control fallback", "Verification Need": "Estimate implementation/admin cost" }, { "Claim ID": "HS-CL-111", "Decision Field": "Decision Scenario", "Vendor/Scope": "HubSpot", "Claim": "Scenario E: replace HubSpot only if alternative proof shows use-case coverage, migration path and governance fit with acceptable disruption.", "Source IDs": "HS-S12|SF-S03|PD-S05|AT-S06|SCOPE-03", "Confidence": "High", "Impact": "High", "Likelihood": "Medium", "Evidence Status": "Scenario", "Decision Impact": "Prevents premature replacement", "Verification Need": "Run proof-of-fit" }, { "Claim ID": "HS-CL-112", "Decision Field": "Final Gate", "Vendor/Scope": "Client", "Claim": "The final Deep recommendation must not be reduced to \"HubSpot good/bad\"; it must show conditions, trade-offs, alternatives and first actions.", "Source IDs": "SCOPE-01", "Confidence": "High", "Impact": "High", "Likelihood": "High", "Evidence Status": "Method requirement", "Decision Impact": "Ensures a decision-ready recommendation.", "Verification Need": "Cross-check brief, evidence workbook and verification queue." } ], "risks": [ { "Risk ID": "DR-001", "Risk Area": "Commercial", "Exposure": "Actual renewal cost can diverge materially from public pricing anchors.", "Source/Claim Basis": "HS-CL-009|HS-CL-010", "Evidence Needed": "Written quote with hubs, seats, contacts, add-ons and term.", "Decision Effect": "Final TCO view is blocked.", "Owner": "Procurement/Ops", "Status": "Open" }, { "Risk ID": "DR-002", "Risk Area": "Commercial", "Exposure": "Marketing contacts or multi-hub use can create hidden cost drivers.", "Source/Claim Basis": "HS-CL-011|HS-CL-012", "Evidence Needed": "Current and planned contact volume plus required hubs.", "Decision Effect": "Can change package and alternative ranking.", "Owner": "Ops/Marketing", "Status": "Open" }, { "Risk ID": "DR-003", "Risk Area": "Commercial", "Exposure": "Discount expiry or renewal uplift can create future exposure.", "Source/Claim Basis": "HS-CL-014|HS-CL-018", "Evidence Needed": "Order form and renewal mechanics.", "Decision Effect": "May require renegotiation or shorter term.", "Owner": "Procurement/Legal", "Status": "Open" }, { "Risk ID": "DR-004", "Risk Area": "Commercial", "Exposure": "Lower-cost alternatives may look too cheap before implementation cost is included.", "Source/Claim Basis": "HS-CL-022|HS-CL-023|HS-CL-024", "Evidence Needed": "Implementation estimate per alternative.", "Decision Effect": "Prevents a false savings decision.", "Owner": "Ops/Finance", "Status": "Open" }, { "Risk ID": "DR-005", "Risk Area": "Data model", "Exposure": "Custom properties can contain business logic that is hard to migrate.", "Source/Claim Basis": "HS-CL-025|HS-CL-026", "Evidence Needed": "Property export with owner and downstream usage.", "Decision Effect": "Can justify renewal or trigger migration project.", "Owner": "RevOps", "Status": "Open" }, { "Risk ID": "DR-006", "Risk Area": "Data model", "Exposure": "Associations can lose context during migration if not tested.", "Source/Claim Basis": "HS-CL-027|HS-CL-044|HS-CL-045", "Evidence Needed": "Sample export/API pull with associations.", "Decision Effect": "Can block replacement.", "Owner": "RevOps/IT", "Status": "Open" }, { "Risk ID": "DR-007", "Risk Area": "Data model", "Exposure": "Activity history may need a separate export or API path.", "Source/Claim Basis": "HS-CL-028|HS-CL-046", "Evidence Needed": "Activity export and API sample.", "Decision Effect": "Can make replacement conditional.", "Owner": "IT/RevOps", "Status": "Open" }, { "Risk ID": "DR-008", "Risk Area": "Data model", "Exposure": "Attachments and files may need separate handling.", "Source/Claim Basis": "HS-CL-029|HS-CL-044", "Evidence Needed": "File export sample and storage map.", "Decision Effect": "Creates separate migration track.", "Owner": "IT", "Status": "Open" }, { "Risk ID": "DR-009", "Risk Area": "Automation", "Exposure": "Workflows can encode critical sales, marketing or service handoffs.", "Source/Claim Basis": "HS-CL-036|HS-CL-037|HS-CL-038", "Evidence Needed": "Workflow inventory with owner and criticality.", "Decision Effect": "Can block fast migration.", "Owner": "RevOps/Ops", "Status": "Open" }, { "Risk ID": "DR-010", "Risk Area": "Automation", "Exposure": "Inactive workflows can cause process complexity to be underestimated.", "Source/Claim Basis": "HS-CL-039", "Evidence Needed": "List of active and inactive workflows.", "Decision Effect": "Can increase rebuild estimate.", "Owner": "RevOps", "Status": "Open" }, { "Risk ID": "DR-011", "Risk Area": "Segmentation", "Exposure": "Lists and segmentation can drive lifecycle and campaigns.", "Source/Claim Basis": "HS-CL-040", "Evidence Needed": "Inventory of critical lists.", "Decision Effect": "Can influence Marketing Hub decision.", "Owner": "Marketing/Ops", "Status": "Open" }, { "Risk ID": "DR-012", "Risk Area": "Reporting", "Exposure": "Management dashboards may be expensive to rebuild.", "Source/Claim Basis": "HS-CL-041|HS-CL-042", "Evidence Needed": "Dashboard inventory and must-keep reports.", "Decision Effect": "Can justify renewal despite price.", "Owner": "Leadership/RevOps", "Status": "Open" }, { "Risk ID": "DR-013", "Risk Area": "Export", "Exposure": "Export documentation does not prove practical exit quality.", "Source/Claim Basis": "HS-CL-043|HS-CL-044|HS-CL-047", "Evidence Needed": "Export test package.", "Decision Effect": "Mandatory gate before signature.", "Owner": "Ops/IT", "Status": "Open" }, { "Risk ID": "DR-014", "Risk Area": "API", "Exposure": "API migration may require engineering, rate and scope validation.", "Source/Claim Basis": "HS-CL-046", "Evidence Needed": "API test with core objects.", "Decision Effect": "May require technical migration budget.", "Owner": "IT", "Status": "Open" }, { "Risk ID": "DR-015", "Risk Area": "Contract exit", "Exposure": "Return/delete and exit assistance can be unclear.", "Source/Claim Basis": "HS-CL-050|HS-CL-051|HS-CL-070", "Evidence Needed": "Contract wording and vendor confirmation.", "Decision Effect": "Legal/commercial condition.", "Owner": "Legal/Procurement", "Status": "Open" }, { "Risk ID": "DR-016", "Risk Area": "Permissions", "Exposure": "Current role model may miss governance requirements.", "Source/Claim Basis": "HS-CL-055|HS-CL-059|HS-CL-060", "Evidence Needed": "Role/permission export or screenshots.", "Decision Effect": "Can force higher edition or alternative.", "Owner": "IT/Ops", "Status": "Open" }, { "Risk ID": "DR-017", "Risk Area": "Auditability", "Exposure": "Permission history may not cover all audit requirements.", "Source/Claim Basis": "HS-CL-056", "Evidence Needed": "Audit requirement list.", "Decision Effect": "May require additional controls or plan change.", "Owner": "IT/Security", "Status": "Open" }, { "Risk ID": "DR-018", "Risk Area": "Identity", "Exposure": "SSO can be plan-dependent.", "Source/Claim Basis": "HS-CL-057", "Evidence Needed": "Plan-specific vendor confirmation.", "Decision Effect": "Can block target plan.", "Owner": "IT", "Status": "Open" }, { "Risk ID": "DR-019", "Risk Area": "Identity", "Exposure": "SCIM/offboarding can be plan- or IdP-dependent.", "Source/Claim Basis": "HS-CL-058", "Evidence Needed": "Plan-specific SCIM evidence.", "Decision Effect": "Can block governance approval.", "Owner": "IT", "Status": "Open" }, { "Risk ID": "DR-020", "Risk Area": "Third-party access", "Exposure": "Agency or contractor access increases control risk.", "Source/Claim Basis": "HS-CL-061", "Evidence Needed": "External user list and offboarding process.", "Decision Effect": "May require permission cleanup.", "Owner": "Ops/IT", "Status": "Open" }, { "Risk ID": "DR-021", "Risk Area": "Security artifacts", "Exposure": "Trust Center materials are evidence input, not approval.", "Source/Claim Basis": "HS-CL-062|HS-CL-064|HS-CL-065|HS-CL-066", "Evidence Needed": "Security checklist and artifacts.", "Decision Effect": "Security handoff condition.", "Owner": "IT/Security", "Status": "Open" }, { "Risk ID": "DR-022", "Risk Area": "DPA", "Exposure": "DPA review remains an approval gate.", "Source/Claim Basis": "HS-CL-067|HS-CL-076", "Evidence Needed": "DPA review by responsible expert.", "Decision Effect": "Blocks unconditional Go.", "Owner": "Privacy/Legal", "Status": "Open" }, { "Risk ID": "DR-023", "Risk Area": "Subprocessors", "Exposure": "Subprocessors and transfers can create approval conditions.", "Source/Claim Basis": "HS-CL-068|HS-CL-069", "Evidence Needed": "Current subprocessor table and transfer mechanics.", "Decision Effect": "Can create contract or usage conditions.", "Owner": "Privacy/Legal", "Status": "Open" }, { "Risk ID": "DR-024", "Risk Area": "Marketing data", "Exposure": "Marketing automation can increase consent and privacy complexity.", "Source/Claim Basis": "HS-CL-071", "Evidence Needed": "Marketing processing map.", "Decision Effect": "Can limit rollout scope.", "Owner": "Marketing/Privacy", "Status": "Open" }, { "Risk ID": "DR-025", "Risk Area": "Service data", "Exposure": "Support/ticket data can contain higher-sensitivity customer context.", "Source/Claim Basis": "HS-CL-072", "Evidence Needed": "Data classification for tickets and service records.", "Decision Effect": "Can change DPA/security conditions.", "Owner": "Support/Privacy", "Status": "Open" }, { "Risk ID": "DR-026", "Risk Area": "Integrations", "Exposure": "Critical integrations can create hidden lock-in.", "Source/Claim Basis": "HS-CL-077|HS-CL-078|HS-CL-079|HS-CL-080", "Evidence Needed": "Integration inventory with read/write direction.", "Decision Effect": "Can change migration timeline.", "Owner": "IT/RevOps", "Status": "Open" }, { "Risk ID": "DR-027", "Risk Area": "Salesforce alternative", "Exposure": "Salesforce can solve control needs but increase implementation/admin load.", "Source/Claim Basis": "HS-CL-081|HS-CL-082|HS-CL-083|HS-CL-084", "Evidence Needed": "Quote and implementation estimate.", "Decision Effect": "Alternative only if governance value exceeds cost.", "Owner": "Leadership/Ops", "Status": "Open" }, { "Risk ID": "DR-028", "Risk Area": "Pipedrive alternative", "Exposure": "Pipedrive can be cheaper but weaker for cross-hub complexity.", "Source/Claim Basis": "HS-CL-085|HS-CL-086|HS-CL-087|HS-CL-088", "Evidence Needed": "Proof of fit against critical workflows.", "Decision Effect": "Alternative only for narrowed use case.", "Owner": "Ops/Sales", "Status": "Open" }, { "Risk ID": "DR-029", "Risk Area": "Attio alternative", "Exposure": "Attio can provide a modern data model but must prove maturity and workflow fit.", "Source/Claim Basis": "HS-CL-089|HS-CL-090|HS-CL-091|HS-CL-092", "Evidence Needed": "Data model and governance proof.", "Decision Effect": "Alternative only after maturity check.", "Owner": "Ops/IT", "Status": "Open" }, { "Risk ID": "DR-030", "Risk Area": "Decision integrity", "Exposure": "Wrong decision mode is its own risk: auto-renewal, premature switch or price-driven downgrade.", "Source/Claim Basis": "HS-CL-093|HS-CL-094|HS-CL-095|HS-CL-096|HS-CL-097", "Evidence Needed": "Scenario matrix accepted by leadership.", "Decision Effect": "Sets final recommendation.", "Owner": "Leadership/Ops", "Status": "Open" } ], "scenarios": [ { "Scenario ID": "SC-01", "Scenario": "Renew HubSpot under conditions", "When To Use": "Existing HubSpot dependency is high and alternative rebuild cost exceeds the renewal premium.", "Required Conditions": "Quote acceptable, export test passed, governance controls mapped, DPA/subprocessor handoff accepted.", "Decision Bias": "Conditional Go", "Fallback": "Shorter extension or renegotiation if conditions fail." }, { "Scenario ID": "SC-02", "Scenario": "Short renewal plus exit test", "When To Use": "HubSpot remains useful, but evidence gaps remain in export, contract or governance.", "Required Conditions": "Shorter term or flexible commercial terms, funded exit test, alternatives shortlisted.", "Decision Bias": "Keep optionality", "Fallback": "Escalate replacement if export or pricing fails." }, { "Scenario ID": "SC-03", "Scenario": "Renegotiate with credible fallback", "When To Use": "HubSpot fits operationally, but quote, term or add-ons are unattractive.", "Required Conditions": "Pipedrive or Attio proof-of-fit is credible enough for negotiation leverage.", "Decision Bias": "Negotiation leverage", "Fallback": "Accept renewal only with price/term protection." }, { "Scenario ID": "SC-04", "Scenario": "Switch to leaner CRM", "When To Use": "Actual use case is sales-led and HubSpot marketing/service/reporting dependency is low.", "Required Conditions": "Pipedrive or Attio covers must-have workflows, migration test passed, governance acceptable.", "Decision Bias": "No-Go for long HubSpot renewal", "Fallback": "Short renewal if migration test fails." }, { "Scenario ID": "SC-05", "Scenario": "Test enterprise-control path", "When To Use": "Governance, auditability and scale matter more than speed and simplicity.", "Required Conditions": "Salesforce quote, implementation plan, admin owner and migration path are reliable.", "Decision Bias": "Replacement or staged migration", "Fallback": "Conditional HubSpot renewal while Salesforce build is prepared." }, { "Scenario ID": "SC-06", "Scenario": "Delay signature until vendor evidence is complete", "When To Use": "Critical quote, DPA, subprocessor, export or control evidence is missing.", "Required Conditions": "Open points have owners and deadlines.", "Decision Bias": "No unconditional Go", "Fallback": "Escalate to leadership if deadline collides with renewal." } ], "comparison_criteria": [ { "Criterion ID": "CM-01", "Criterion": "Use-case coverage", "HubSpot Renewal Evidence Needed": "Current hubs, workflows, reports and integrations", "Salesforce Evidence Needed": "Edition and implementation scope", "Pipedrive Evidence Needed": "Pipeline, workflow and reporting fit", "Attio Evidence Needed": "Object model, workflow and reporting fit", "Decision Question": "Does the option cover the same operating state?" }, { "Criterion ID": "CM-02", "Criterion": "12M TCO", "HubSpot Renewal Evidence Needed": "Renewal quote and required add-ons", "Salesforce Evidence Needed": "Quote plus implementation/admin cost", "Pipedrive Evidence Needed": "Quote plus implementation/rebuild", "Attio Evidence Needed": "Quote plus implementation/rebuild", "Decision Question": "What does the next year really cost?" }, { "Criterion ID": "CM-03", "Criterion": "24M TCO", "HubSpot Renewal Evidence Needed": "Term, uplift, seat/contact forecast", "Salesforce Evidence Needed": "Quote, implementation and admin run cost", "Pipedrive Evidence Needed": "Quote, add-ons and rebuild maintenance", "Attio Evidence Needed": "Quote, add-ons and custom-build effort", "Decision Question": "What happens after the first migration?" }, { "Criterion ID": "CM-04", "Criterion": "36M TCO", "HubSpot Renewal Evidence Needed": "Price cap, add-on exposure and growth assumptions", "Salesforce Evidence Needed": "Scale cost and admin capacity", "Pipedrive Evidence Needed": "Scale cost and feature limits", "Attio Evidence Needed": "Scale cost and maturity risk", "Decision Question": "Which path preserves optionality?" }, { "Criterion ID": "CM-05", "Criterion": "Data model fit", "HubSpot Renewal Evidence Needed": "Objects, properties, associations, activities and attachments", "Salesforce Evidence Needed": "Target object model and migration plan", "Pipedrive Evidence Needed": "Import model and field mapping", "Attio Evidence Needed": "Workspace object/attribute model", "Decision Question": "Does the client data model survive?" }, { "Criterion ID": "CM-06", "Criterion": "Workflow fit", "HubSpot Renewal Evidence Needed": "Active/inactive workflows and critical handoffs", "Salesforce Evidence Needed": "Automation replacement design", "Pipedrive Evidence Needed": "Automation limits and workarounds", "Attio Evidence Needed": "Automation/integration design", "Decision Question": "Can process logic be reconstructed?" }, { "Criterion ID": "CM-07", "Criterion": "Reporting fit", "HubSpot Renewal Evidence Needed": "Must-keep dashboards and reports", "Salesforce Evidence Needed": "Dashboard/report rebuild plan", "Pipedrive Evidence Needed": "Reporting capability proof", "Attio Evidence Needed": "Reporting/list/view proof", "Decision Question": "Can leadership reporting continue?" }, { "Criterion ID": "CM-08", "Criterion": "Export/exit path", "HubSpot Renewal Evidence Needed": "Export/API sample", "Salesforce Evidence Needed": "Export/API sample", "Pipedrive Evidence Needed": "Export/API sample", "Attio Evidence Needed": "Backup/API/export sample", "Decision Question": "Can the company later switch without material loss?" }, { "Criterion ID": "CM-09", "Criterion": "Governance controls", "HubSpot Renewal Evidence Needed": "SSO, SCIM, permissions, audit evidence", "Salesforce Evidence Needed": "Controls in edition", "Pipedrive Evidence Needed": "Permission/visibility controls", "Attio Evidence Needed": "Security/admin controls", "Decision Question": "Can IT/Security approve?" }, { "Criterion ID": "CM-10", "Criterion": "Privacy handoff", "HubSpot Renewal Evidence Needed": "DPA, subprocessors, deletion/return", "Salesforce Evidence Needed": "DPA, trust, subprocessors", "Pipedrive Evidence Needed": "DPA, security, subprocessors", "Attio Evidence Needed": "DPA, security, privacy", "Decision Question": "Can legal/privacy review efficiently?" }, { "Criterion ID": "CM-11", "Criterion": "Implementation load", "HubSpot Renewal Evidence Needed": "Migration, rebuild, training and disruption estimate", "Salesforce Evidence Needed": "SI/admin estimate", "Pipedrive Evidence Needed": "Ops rebuild estimate", "Attio Evidence Needed": "Custom model/build estimate", "Decision Question": "How hard is the switch really?" }, { "Criterion ID": "CM-12", "Criterion": "Adoption risk", "HubSpot Renewal Evidence Needed": "Current usage and user dependency", "Salesforce Evidence Needed": "Training/change plan", "Pipedrive Evidence Needed": "User behavior change", "Attio Evidence Needed": "Learning curve of new system", "Decision Question": "Will teams actually use it?" }, { "Criterion ID": "CM-13", "Criterion": "Negotiation leverage", "HubSpot Renewal Evidence Needed": "Credible alternatives and exit proof", "Salesforce Evidence Needed": "Credible replacement estimate", "Pipedrive Evidence Needed": "Credible lower-cost proof", "Attio Evidence Needed": "Credible modern-CRM proof", "Decision Question": "Can alternatives improve HubSpot terms?" } ], "verification_queue": [ "Day 1: Collect HubSpot quote, current order form, hubs, seats, contact volume and renewal deadline.", "Day 2: Pull admin inventory: users, roles, integrations, workflows, lists, dashboards and custom properties.", "Day 3: Run export/API sample for records, associations, activities, attachments and custom properties.", "Day 4: Map security/governance against SSO, SCIM, permission history, admin roles and offboarding.", "Day 5: Hand DPA/subprocessor package to the responsible privacy/legal owner.", "Day 6-7: Score Salesforce, Pipedrive and Attio against the same must-have criteria.", "Day 8: Update 12/24/36-month TCO with real quotes and implementation estimates.", "Day 9: Align scenario decision and fallback path with leadership, Ops and IT.", "Day 10: Finalize renewal, short renewal, renegotiation or replacement memo." ], "delivery_note": "This example package marks assumptions and required client inputs. In a real project, central sources receive a dated archive note with title, access date and evidence copy." }