Quote requests that become deals automatically
The challenge they faced
A contract manufacturer of drug development reagents took orders through an outdated process. Customers emailed the team to request quotes, and sales built each quote and managed each order by hand. The existing web ordering system, built on an earlier platform, was hard to use and made it harder for customers to do business with them.
The team wanted customers to browse the full catalog, pick exact products and request a quote online, with every request landing in HubSpot for sales to review instead of in an inbox.
The strategy we mapped
We settled the data structure before building any pages. Every size and molecular weight is its own SKU, so the catalog had to separate parent products from their variants while keeping pricing and options tied to each SKU. It was also designed so HubSpot-only details like SEO metadata and categories would survive a future NetSuite integration.
From there, the work ran in two tracks, the customer-facing catalog and the deal setup in HubSpot, which met at a single point: a quote request on the site had to produce a deal and a draft quote with the right line items for sales to review.
The solutions we executed
A catalog built on the client’s products. Listing pages filter by category, function, molecular weight and bottle size, and every product has a detail page with its description, specifications and a variant selector that updates the SKU and price as options change.
A quote cart instead of a checkout. Customers add products and quantities to a quote that stays with them as they browse, then request it in one step. The client wanted every order reviewed, so the quote works like a cart without taking payment.
Quote requests that become deals and draft quotes. Requesting a quote opens a short contact form that sends the full cart to HubSpot in one submission, where a custom-coded workflow matches each product by SKU, adds the line items and quantities, and attaches the draft quote to the person who submitted it. The result is a deal and a draft quote in the client’s branded template, with the contact and company attached, ready for a sales rep to review and send.
A data model ready for the ERP. We set up the product data model, properties and import, structured so HubSpot-only fields stay intact when product data later comes from NetSuite.
See it in action.
Click through a working version of what we built — the same flow the client's customers use.
What changed after the engagement.
Customers now find products, choose exact sizes and molecular weights, and request quotes online instead of by email. Every request arrives in HubSpot as a deal and a draft quote with the line items already filled in, so sales reviews and sends quotes from one place instead of building them from emails. The catalog is built to take product data from the client’s ERP later without overwriting the details managed in HubSpot.
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