Fabian Stanciu leads Ringover's European sales, with a scope that has gradually expanded to partnerships, Revenue Operations and Go-to-Market Growth. He explains how HubSpot, historically used by marketing, now plays a broader role in Ringover's Revenue stack, alongside Salesforce.
Ringover is a French software vendor specializing in business communications, with a platform that covers telephony, messaging and conversation analysis, among other things. The company passed $50 million in ARR in 2026 and has 350 employees, with teams mainly in France, the United Kingdom, Spain and the United States.
At Ringover, Salesforce remains the central CRM of the sales teams. But 
HubSpot, already well established on the marketing side, is now expanding to another part of the customer journey: the Customer Success teams.
Tools in this section
How does Ringover combine HubSpot and Salesforce?
Ringover has used 
Salesforce for more than five years. Before Salesforce, the company used 
Pipedrive. Salesforce remains the main system of the sales teams today, especially for pipeline tracking.
Until recently, HubSpot was mainly used by marketing. But recently, the CS teams have started using HubSpot Customer Success, while salespeople stay in Salesforce. Ringover therefore ends up with two major platforms in its Revenue stack: Salesforce on the sales side, HubSpot on the marketing and Customer Success side.
This organization also stems from the history of Salesforce at 
Ringover. Used for more than five years, the CRM has gradually evolved with the company's needs and the broadening of its uses.
Why did Ringover replace Planhat with HubSpot Customer Success?
Before HubSpot, the Customer Success teams had been working with 
Planhat for about three years.
Fabian does not present this change as a criticism of Planhat. Instead, he stresses how hard it is to separate the limits of a piece of software from those related to its implementation, carried out several years earlier.
“Over time, the original implementation fit less and less well with how Ringover's needs were evolving.”
Over time, some needs had become harder to manage. In particular, Ringover needed to better represent customer structures made up of a headquarters and several affiliated companies, while incorporating information related to billing and product usage.
Moreover, adoption of the existing environment by the Customer Success teams and some cross-functional teams was no longer optimal.
Ringover then studied several scenarios: evolving its Planhat environment or going with a Salesforce solution. The company ultimately chose HubSpot Customer Success.
One factor weighed in this choice: HubSpot was already installed and used by marketing. Rather than bringing in a new vendor, Ringover could extend an environment already present in its stack and connected to Salesforce.
The organization thus becomes fairly clear:
- HubSpot is used by marketing and Customer Success
- Salesforce remains the salespeople's CRM
- other internal or specialized systems feed these two environments.
Why work with Kano to migrate to HubSpot Customer Success?
To set up HubSpot Customer Success, Ringover chose to work with Kano.
Fabian describes Kano as an agency specializing in Customer Success tools, with experience in this type of rollout: the agency works with Customer Success leadership teams in particular and handles the implementation or overhaul of solutions like HubSpot and Planhat.
The project took place over the summer. At the time of the interview, the migration is considered complete:
“The migration from Planhat to HubSpot was pretty fast with Kano, to be completely honest. We did it over the summer and today the migration is complete. There's still some fine-tuning and a few small architectural choices.”
For this project, the company wanted to combine the business knowledge of the Ringover teams with the experience of a partner that had already carried out this type of implementation.
Is Ringover looking to reduce the number of tools in its stack?
This thinking goes beyond HubSpot and Salesforce.
On the Go-to-Market Growth side, Ringover recently chose Cargo
Fabian cites several factors that came into play: the relationship with the Cargo team, its proximity as a French company, the support during the POC, a better fit with certain orchestration needs, and the cost.
Cargo handles workflows ranging from building lists to enriching and orchestrating them. In parallel, Ringover uses 
Cognism and 
Scalelist for certain database and enrichment needs.
How do Ringover's Ops teams use Claude and n8n?
The Ops and Growth teams also use Claude and 
n8n to review certain workflows and automations. Fabian explains in particular that Ops use them to think through how to simplify certain processes or certain parts of the CRM architecture.
He compares this shift to learning Excel:
“It's like Excel: when you don't know the right formula, you can spend three times as long doing something that could be very simple.”
Claude is also used by leadership to prepare presentations, training materials…
According to Fabian, Ringover also has 
ChatGPT Enterprise licenses and Gemini through its Google environment, as well as 
Dust.
What other software does Ringover use?
Two other tools stood out in the interview, even though they are further from the main topic of the Revenue stack.
Teamtailor has been used for about a year for recruiting. Fabian had already used it at a previous company and particularly appreciates how simple it makes it for managers to follow hiring and communicate with HR.
“You can integrate Ringover into Teamtailor. Some of our customers use it, which lets Talent Acquisition teams make their calls with Ringover directly from Teamtailor.”
Livestorm is used on the marketing side for webinars, according to Fabian. He points out that he is not directly responsible for the tool:
“My impression is that Livestorm is being used pretty successfully. [...] It's fairly easy to use. It also lets the marketing teams get the right information about prospects.”
Tools in this section
Summary of the software this article mentions in Ringover's stack
| Status | Workflow | Tool | Usage |
|---|---|---|---|
| In use | Marketing / Customer Success | HubSpot | Used by marketing, then extended to Customer Success |
| In use | CRM |  Salesforce | Central CRM of the sales teams |
| Replaced | Customer Success | PlanhatReplaced | Former environment of the CS teams, mentioned as context for the migration |
| In use | Payment |  Stripe | Connected to billing in MonAdmin |
| In use | GTM orchestration |  Cargo | List building, enrichment and orchestration |
| In use | Data / enrichment | Cognism | Database and enrichment |
| In use | Data / enrichment | Scalelist | Lists and enrichment |
| In use | AI | Claude | Ops, Growth, leadership and workflows |
| In use | Automation | n8n | Workflows and automations |
| In use | AI | OpenAI | Several Enterprise licenses, as he recalls |
| In use | AI |  Gemini | Available through the Google environment |
| In use | Collaboration |  Google Workspace | Environment that notably provides access to Gemini |
| In use | ATS | Teamtailor | Recruiting for about a year |
| Replaced | ATS |  Tool4staffingReplaced | Former tool mentioned hesitantly by Fabian |
| In use | Webinar | Livestorm | Marketing webinars, positive personal opinion but Fabian is not directly responsible for it |
