From Static CRM to Revenue Engine
Industry
B2B SaaS
Location
Austin, Texas, USA
Focus Area
HubSpot Onboarding
CHALLENGE
Having used Zoho for years, but the system had become more of a static database than a revenue tool. Duplicate and messy records made account ownership unclear, and reps often avoided logging activity because it slowed them down. Without defined pipeline stages, every salesperson managed deals differently, leading to inconsistent data and opportunities slipping through the cracks. Follow - ups relied on manual effort, which meant new leads sometimes sat untouched for days. For leadership, the biggest frustration was the lack of trust in reporting. Forecasts were wrong more often than right, and executives couldn’t get a clear picture of pipeline health.
SOLUTIONS
We implemented HubSpot Customer Professional from the ground up, focusing on turning it into a true revenue engine. The team cleaned and standardized over 45,000 contacts, eliminating duplicates and aligning sales and marketing data. A clear pipeline was introduced, with ICP - aligned stages and exit criteria that every rep could follow. Automated lead routing and SLA alerts ensured that no MQL was left behind, while playbooks and sequences gave SDRs and AEs a consistent process for outreach and follow ups. Finally, executive dashboards were designed to give leaders instant visibility into pipeline coverage, rep performance, and forecast accuracy, shifting the CRM from a liability to a source of truth for growth.
IMPACT
Saving Time. Boosting Output.
40%
Less admin time per sales rep.
18%
Faster sales cycle, from first touch to closed.
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