CRM · HubSpot
HubSpot CRM rebuilt for clean SDR-to-AE handoffs and territory routing
A multi-office professional services firm needed HubSpot to reflect how they actually sell — not a generic pipeline. We redesigned objects, routing, and automation so SDRs qualify, AEs receive complete context, and leadership trusts the data.
Measurement period: Post-implementation (client-reported outcomes)
All success stories
- 15–25%
- Shorter sales cycle
- 100%
- Territory routing coverage
- SDR→AE
- Structured handoff
The challenge
- SDR-to-AE handoffs lost context — AEs re-qualified leads that SDRs had already worked.
- Territory and office routing was manual, creating delays and uneven assignment.
- Pipeline stages did not match the firm's actual sales motion, so forecasting was unreliable.
- Duplicate records and incomplete fields made leadership skeptical of CRM reports.
What we built
- HubSpot pipeline and properties redesigned around the real SDR → AE motion with required handoff fields.
- Territory-based routing rules assign leads to the right office and owner automatically.
- Automation enforces data quality at handoff — missing context blocks the stage change.
- Training and adoption playbooks so the team actually uses the system daily.
Results
- 20–30% reduction in handoff friction — AEs start conversations with full SDR context.
- 40–60% improvement in data quality across contacts and deals.
- 10–20% increase in lead-to-opportunity conversion from cleaner routing and follow-up.
- 15–25% reduction in average sales cycle length once handoffs became structured.
- Leadership dashboards they trust — pipeline reflects reality, not wishful thinking.
Technology
- HubSpot CRM
- Custom properties & pipelines
- Workflow automation
- Territory routing
- Data migration & deduplication
Want results like these?
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