CASE STUDY

How Cubby Oil & Energy Tracks Sales with HubSpot

Cubby Oil & Energy is a family-owned heating and cooling services company founded in 1945. Serving Greater Boston, Cubby delivers heating oil, installs and services equipment, and supports commercial clients. Cubby guarantees customer satisfaction and has earned more than 1,000 five-star reviews online.

Cubby At a Glance

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Companies Acquired Since 2014
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Customers Served
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Five-Star Reviews Online

Company Snapshot

Industry:

Energy

Business:

Heating and cooling services

Locations:

Boston, Massachusetts

The Challenge

Cubby’s growing sales team had multiple sales processes and no system to track activity or measure the success of marketing efforts.

A Growing Sales Team

Cubby was growing its customer base through acquisition and adding salespeople to meet the new demand.

Multiple Processes for Tracking Sales Activity

Each salesperson had their own way of tracking leads and follow-up activities.

No Way to Measure Success

Leadership had no visibility into which marketing activities were winning new customers.

Limited Productivity

The team was struggling to manage its workload, but didn’t think another hire was the answer.

The Results

HubSpot gave the Cubby team what it needed most: a consistent sales process and one place to track it.

Implemented HubSpot Sales Hub

The Cubby sales team left spreadsheets and sticky notes behind for a leading CRM solution.

A Unified Sales Process

Cubby established consistent processes for new customer sales and equipment sales.

Tracking & Reporting Capabilities

Leadership understands the sales team’s progress against goals and what campaigns are paying off.

Integrated Sales & Operational Platforms

A pre-built integration provides a live sync between HubSpot and Cubby’s fuel delivery software.

Cubby’s Solution

Cargas helped Cubby implement HubSpot Sales Hub and integrate it with their fuel delivery software, giving the company a system to track results, measure success, and connect sales to the rest of the business.

1: Navigating Growth

In 2017, Cubby moved its fuel delivery software to Cargas Energy to improve operational efficiency. That change helped support the company's growth as it acquired new businesses and expanded its customer base. 

According to Tony Uglietto, General Manager, Cubby acquired 15 companies since 2014 and grew its customer base from about 3,000 to 20,000. This growth highlighted the need for a more consistent sales process. 

"We started with one salesperson for new customer sales. Then, as we acquired companies and we started working with Warm Thoughts [an industry marketing agency], all of a sudden, we were getting tons of phone calls, and we needed more people," Uglietto said. 

As the sales team grew, Uglietto realized each person was tracking leads differently, making it hard to measure the success of Cubby's marketing efforts. He could see new customers coming into the fuel delivery system, but he couldn't easily tell which ones came from a specific mailing, email, or AdWords campaign. 

"I'd go to the salespeople and ask, 'How do you track all of this? How do you remember who to call back?' And each one did it differently." 

Uglietto believed the team could handle the growing sales volume, but without a consistent process and a system to manage it, they were held back. 

"We didn't feel we needed to add another salesperson, but they were unable to do everything because they didn't have a system of doing it. So we were like, 'OK, I think we've graduated to the point where we need to use a CRM.'"

2: The Selection Process

It was important to Cubby that its CRM connect with Cargas Energy. At first, the company chose Dynamics 365 CRM because Cargas supported it and it already integrated with Cubby's fuel delivery system. 

When Cargas started supporting HubSpot and built a similar integration with Cargas Energy, switching became a natural next step. Uglietto already knew HubSpot, and Cubby had previously used the platform for marketing before working with Warm Thoughts. 

In June 2025, Cubby implemented HubSpot's Sales Hub. The team also turned on a basic version of Marketing Hub to explore its marketing capabilities for future use. 

"We're coming up on one year, and we're going to get an idea of how the sales piece worked, build that out, and then revisit the marketing piece to start using that a little bit more in depth," Uglietto explained. 

Today, Cubby uses Cargas-supported solutions across operations, sales, and accounting, including: 

3: Better Visibility, Simpler Processes, and Easier Follow-up

HubSpot gave the Cubby team what it needed most: a consistent sales process and one place to track it. 

“We pretty much just have two processes now,” Uglietto said. “A new customer process, and then an equipment process.” 

HubSpot has also been easy for the team to use and adapt. “Adding fields takes two seconds,” Uglietto said. “The workflows in HubSpot are so easy and so fast.” 

One of the biggest changes has been Cubby’s ability to track sales activity and stay on top of leads. Instead of relying on spreadsheets and sticky notes, all five salespeople now work from the same system, allowing Uglietto to easily track team activity and measure results. 

“It has done quiet a bit, especially in terms of the reporting piece. One thing I think HubSpot does really well is the reports, dashboards, [and] ease of setting up goals,” Uglietto explained. “Kind of anything you want to see and track, it has made it really, really easy.”

That visibility has improved follow-up. Uglietto described using the software to identify older sales opportunities that the team can revisit during slower periods, such as customers who received an A/C proposal but declined it or stopped responding. 

The Cubby team also values how Cargas Energy and HubSpot work together.

“The integration piece just saves us so much time in terms of reporting,” Uglietto explained. “You know everything’s accurate and it’s pretty much live.”

Uglietto appreciates working with one vendor across multiple products. “I do like being able to go to one place. Knowing both sides of the integration is a huge benefit.”

The Impact

HubSpot delivered better visibility, simpler processes, and easier follow-up.

A True System

HubSpot helped the sales team establish a consistent process and gave them one place to track everything.

Insight for Leadership

With easy-to-use reports, dashboards, and goals, Cubby’s leadership has the insight needed to make smart decisions.

No Leads Lost

With everything tracked in HubSpot, the sales team never loses sight of sales opportunities.

“The integration piece just saves us so much time in terms of reporting. You know everything’s accurate and it’s pretty much live.”

—Tony Uglietto, General Manager, Cubby Oil & Energy

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