Client: Industrial Services Company

Services: Sales Pipeline Optimization, Revenue Operations, HubSpot CRM

Architecture

Duration: 8 weeks

Challenge

The client struggled with an inconsistent sales process, duplicated data, and unreliable revenue forecasting. The existing HubSpot pipeline lacked clear stage definitions, resulting in poor visibility and operational inefficiency.

Solution

PENSEE implemented a complete sales pipeline redesign based on Revenue

Architecture principles:

• Unified pipeline with clearly defined lifecycle and deal stages
• Standardized properties and validation rules
• Automated lead qualification and assignment using HubSpot workflows
• Alignment between marketing and sales using a documented handoff process

Impact

• 38% improvement in MQL-to-SQL conversion rate
• 92% forecasting accuracy
• 60% reduction in data duplication
• A scalable, data-driven sales process