“Cloud in India rebuilt our sales motion on HubSpot. Reps love it, managers can finally forecast, and pipeline moves faster.”
Case Study: Optimising Sales using HubSpot
Engagement Lead: Priyanka Gawalier
RevOps | HubSpot Sales Hub | Data & AI
“We turned scattered activity into a repeatable sales system—coaching built-in, automation everywhere.”
1. Overview & Objectives
A fast-growing B2B software company had leads, but revenue stalled. SDRs worked from spreadsheets; AEs used inconsistent stages; marketing handoff was ad-hoc; forecasting lacked confidence. We implemented HubSpot Sales Hub and re-designed the go-to-market motion to: (1) standardise pipelines and exit criteria, (2) automate prospecting and handoffs, (3) surface coaching insights and next best actions, and (4) provide trustworthy forecasting and cohort-based revenue analytics.
2. Delivery Approach
We executed a RevOps programme in three waves:
Discover & Design: Win/loss and pipeline audit; ICP & persona mapping; stage exit criteria; data governance, permission sets, and compliance.
Build & Automate: Pipelines (new business, expansion, renewals), deal automations, SLA-based lead routing, sequences & templates,
meeting links, quotes, product library, and playbooks embedded in records for discovery and qualification.
Integrate: Gmail/Outlook, calendar, Slack notifications, accounting/billing (invoices and payment status), website forms and chat, Zoom, and data sync from legacy CRM.
Coach & Launch: Scorecards and call libraries, dashboards for SDR/AEs/CSMs, QBR pack, admin enablement, and a 30-60-90 adoption plan.
Pillars: Pipeline, Productivity, Handoffs, Data, Insights, Enablement.
Why it works: Clear stages + automated tasks + coaching playbooks convert activity into measurable progress. Reps focus on selling, not admin.
3. Solutions Implemented
1) Pipeline & Process: Standard stages with exit criteria; conditional properties; required fields on stage change; renewal & expansion motions.
2) Lead Management: MQL → SQL SLAs; round-robin & territory routing; progressive forms; lead scoring (fit × intent × engagement).
3) Sales Productivity: Sequences, snippets, templates, task queues; auto-logging of email/meetings; meeting links; QTC with quotes & products.
4) Playbooks & Coaching: Discovery and MEDDICC playbooks; call recording with searchable notes; scorecards and library for best calls.
5) Integrations: Gmail/Outlook, Slack, Zoom, website chat, accounting/billing (invoice and payment status on the deal), and marketing campaigns sync.
6) Data Quality & Governance: Property hygiene rules, duplicate management, lifecycle automation, role-based permissions, audit dashboards.
7) Analytics & Forecasting: Forecast categories, rep rollups, cohort views (lead-to-win by source), pipeline health, activity-to-outcome ratios.
4. Outcomes & Impact
• Speed to first touch: Median response time cut from 18h → 42m via routing, sequences, and alerts.
• Pipeline creation: +34% qualified opportunities (same traffic) from scoring + playbooks.
• Win rate: +6.8 points with stage exit criteria and deal hygiene alerts.
• Cycle time: −21% from automated tasks, meeting links, and quote templates.
• Forecast accuracy: within 7% at T-30, supported by deal inspection dashboards.
• Rep adoption: 92% weekly active within 30 days; CRM time per rep down ~1.5 hrs/week.
Next step for your business: Run a 4–6 week RevOps sprint—define stage criteria, enable sequences & playbooks, implement routing and dashboards, then iterate with deal inspection and coaching.