CRM and data foundation
Salesforce implementation, cleanup, and architecture. CRM migrations from HubSpot, Zoho, or Attio. Duplicate and data quality remediation. Object model redesign. The unglamorous work that everything else depends on.
Who we serve
Smart companies know operational debt compounds.
The companies we work with are growing quickly, and the underlying systems are starting to crack. They're not evaluating whether to fix their ops, they're deciding how, given they can't hire fast enough, their existing team is already overwhelmed, or a new leader just arrived and inherited a mess. We step in as the operational team while they figure out the long-term answer.
The three situations we know best
Sound familiar?
01
There's not a core RevOps team
RevOps as a function was never really built. The early hires figured things out as they went and it worked well enough until it didn't. Now the company is bigger, the deals are more complex, and the cobbled-together systems are failing visibly. There's no real RevOps function to point to, just a growing list of things that don't work and no clear owner.
02
The in-house RevOps team is overwhelmed
You have a small but mighty RevOps team who knows what good looks like. The problem isn't capability, it's capacity. The growth is outrunning what they can hold, and what you need isn't someone to hand tasks to, it's a peer who will meaningfully engage, strategize, extend your reach, and execute without needing to be micromanaged.
03
New senior leader inherits a broken GTM machine
Senior leadership looked under the hood and found a machine that doesn't match the company's ambitions. You need a thought partner during the diagnostic phase, then execution capacity once the direction is clear. And you need both faster than you can hire for them.
How many dashboards does it take to make a decision?
Just one, if your data's right. (We can help with that!)
The companies we work with
We work across B2B technology and tech-enabled businesses, typically companies where the revenue model has some complexity to it, the sales motion is enterprise or mid-market, and Salesforce is at the center of the stack.
Industries we know well
- B2B SaaS and AI/ML SaaS
- FinTech and financial infrastructure
- Digital Health and HealthTech
- Cybersecurity and infrastructure software
- HR Tech and workforce technology
- Hardware plus SaaS (hybrid revenue models)
- Usage-based and consumption pricing businesses
We've also worked with B2B divisions inside larger consumer companies, and with companies that are technically mature but commercially early with strong product, founder-led sales, and a GTM function that's never been properly built.
The common thread isn't industry or size. It's that the revenue motion has outgrown the infrastructure supporting it, and someone in leadership has decided that's no longer acceptable.
What we typically work on
No two engagements look exactly the same, but the work tends to cluster around a few categories. If you've got something on this list that's been sitting on the backlog too long, that's usually a good sign we should talk.
Pipeline and revenue infrastructure
Lead routing and assignment rules. Sales process design and stage alignment. Forecasting and pipeline hygiene. CPQ and quoting workflows. Quote-to-cash process design.
GTM alignment and handoffs
Marketing-to-sales handoff design. SLA definition and enforcement. SDR and AE handoff process. Account scoring and prioritization frameworks.
Planning and territory operations
Sales territory design and carving. Compensation plan modeling and administration. Headcount planning support. Quota setting and tracking.
Reporting and visibility
Executive dashboards and board reporting. Attribution modeling and marketing ROI tracking. Funnel metrics and conversion analysis. Forecast accuracy and pipeline reporting.
Integrations and tech stack
HubSpot and Salesforce integration. Gong implementation and configuration. ChiliPiper and routing tool implementation. Tech stack audit and rationalization. Tool consolidation for bloated stacks.
Enablement and documentation
Process documentation and runbooks. Admin and user training. Salesforce adoption programs. Transition support when an in-house hire is coming on.
Retainer-based, scoped to your situation
Engagements are structured as a monthly retainer — no SOWs, no surprise invoices, no scope debates. We size the engagement to what you actually need on a first call.