How ACI Controls Brought Sales and Operations Together
About ACI Controls
ACI Controls is a trusted distributor of automation, measurement, and process control equipment, working with some of the most reliable brands in the industry. Along with supplying high-quality instruments, the team also supports customers with calibration services, field support, and hands-on technical guidance. Their focus has always been on helping businesses choose the right solutions and use them effectively.
The Need For A Connected Sales & Operations Process
As ACI Controls expanded, their sales and operations teams worked across two essential systems. TrulinX ERP already played a central role in streamlining and managing core operational processes such as quote creation, order processing, and customer territories for the business. Meanwhile, HubSpot CRM was being used by the sales team to manage deals, activities, and the sales pipeline. While both systems served clear purposes, the lack of connection between them created small but noticeable gaps in day-to-day workflows.
Some of the key challenges included:
Manual sales rep assignments
Sales representatives were assigned manually, which sometimes led to delays and occasional assignment errors.
Quote not visible in HubSpot
Quotes created in TrulinX were not visible in the HubSpot pipeline, making it harder for sales teams to track deals with full operational context.
Deals appearing stagnant in HubSpot
When a deal was converted into an order in TrulinX, that update did not automatically reflect in HubSpot. As a result, deals sometimes appeared open even after operational progress had already begun.
Repeated manual data entry
Customer and deal information had to be entered by hand in both systems, increasing the chances of inconsistencies.
Misaligned reporting and forecasting
Since HubSpot did not reflect real-time activity from TrulinX, the sales pipeline did not always match operational reality, making forecasting less reliable.
Rather than seeing these as major roadblocks, ACI Controls recognized them as natural growing pains. They understood that integrating TrulinX ERP with HubSpot CRM would help bring sales and operations onto the same page, reduce manual effort, and improve visibility across teams.
Designing a Real-Time Connection Between Systems
As TrulinX already served as the operational backbone of the business, ACI Controls chose to extend its capabilities using DCKAP Integrator.The objective was simple, to automate the entire quote-to-close journey and create a single, reliable source of truth across both systems.
Instead of asking teams to update two platforms separately, the integration ensured that every critical update flowed automatically between TrulinX and HubSpot, exactly when it was needed.
Once the integration was live, several key processes that were previously manual became fully automated:
- Real-time deal creation in HubSpot: Every quote created in TrulinX was configured to appear instantly as a deal in HubSpot.
- Automatic contact and company creation: If a matching contact or company didn’t already exist in HubSpot, the integration created it automatically, eliminating duplicate entries and manual data entry.
- Territory-based sales rep assignment: The integration read territory mappings directly from TrulinX and assigned each HubSpot deal to the correct sales representative without delay.
- Accurate deal stage updates: Deals automatically moved to Quote Sent when created and updated to Closed Won when the quote became an order in TrulinX.
Impact: A Clearer, Faster, and More Accountable Sales Process
With TrulinX ERP and HubSpot CRM fully connected through DCKAP Integrator, ACI Controls moved to a sales process that runs smoothly in the background, without constant manual effort from the team. What once required follow-ups, double-checks, and handoffs now happens automatically and consistently.
Some of the most meaningful outcomes included:
Manual work eliminated:
Quotes, orders, customer records, and sales assignments now move seamlessly between systems. Teams no longer need to enter or reconcile data by hand, reducing errors and saving time.
A more accurate sales pipeline:
HubSpot began reflecting the real status of every opportunity. Leadership can rely on the CRM for reporting and forecasting, knowing it mirrors what’s happening operationally in TrulinX.
Clear ownership from the start
Territory-based sales rep assignments ensure every opportunity has a defined owner as soon as it’s created. This built-in accountability removes ambiguity and speeds up response times.
Faster, more proactive sales engagement
Sales representatives are notified immediately when quotes are sent or orders are placed. This allows them to follow up at the right moment, improving communication and the overall customer experience.
Together, these improvements created a sales environment that is more transparent, responsive, and easier to manage without changing how teams work day to day.
Here’s what the ACI Controls team had to say:
If your sales and operations teams are working across disconnected systems, or if manual updates are slowing your momentum, an integrated approach can make a measurable difference. Get in touch for connected, reliable workflows that support growth without disruption.
