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The problem
Your revenue isn’t underperforming. Your revenue workflows are.
Forecast accuracy, handoff speed, revenue per employee — all downstream of the same workflows. Here is where they break, and what changes when they are engineered.
Where revenue leaks
Forecasting is guesswork
Deal stages track internal activity, not buyer commitment — so the number moves every week.
Handoffs drop revenue
Marketing to Sales to CS transitions lose context. Leads and renewals slip through.
Reps sell less every quarter
Manual data entry and chasing approvals eat selling hours. Revenue per employee stalls.
Five versions of the truth
Every team reports from its own spreadsheet.
The stack works against you
Disconnected tools force workarounds and duplicate work.
With RevOps as a Service
Forecasts you can defend
Exit-criteria stages and weighted pipeline, tied to what buyers actually do.
Workflows across the full bowtie
Automated handoffs that carry context from first touch to renewal.
Revenue per employee goes up
Automation removes the admin layer — the same team closes more.
One governed data model
Everyone argues about strategy, not numbers.
Systems that compound
Each sprint makes the whole stack more valuable.
Case studies
What we’ve built for teams like yours
A snapshot of real RevOps engagements. The full stories are one call away.
hubraum
Deutsche Telekom's incubator: startup data centralized in HubSpot with personas, lead scoring and program dashboards.
Base
Regional CRMs and spreadsheets consolidated into one HubSpot instance — every market on the same playbook.
Shoper
Onboarding moved out of the sales pipeline into a dedicated ticket pipeline — adoption of payments and deliveries finally measurable.
Trans.EU
Migrated off Synerise to HubSpot with Snowflake connected — one customer view across three business units.
The Software House
Full migration to one HubSpot CRM — Marketing, Sales and CS on a shared RevOps framework with SLAs.
Eastward Partners
QuickBooks integrated with HubSpot — Sales sees unpaid invoices before renewal and upsell conversations.
Codelab
Form fills trigger instant lead creation, enrichment and round-robin assignment — no more manual routing.
White Label Coders
SDR-to-Sales handover standardized in HubSpot — clear qualification criteria, ownership and follow-up safeguards.
Amsterdam Standard
HubSpot implemented across Sales, Marketing and CS — the full buyer journey tracked from first touch to post-sale.
Otovo
Service ticketing standardized across 13 markets with self-service and automated handling — CSAT up 20%.
Intractive
Renewal deals auto-created 90 days before expiry, NPS and CSAT on autopilot, one customer health score.
Otovo
One sales process across 13 markets — unified qualification, automated follow-up and KPIs per stage.
Fix your RevOps with our process
proven on +60 B2B companies
How we start?
RevOps onboarding
Four weeks from kickoff to an approved, costed implementation roadmap. Every step has a fixed scope, a clear output, and your team in the room.
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Week 1
Kickoff Meeting
90 min
- Stakeholders aligned on scope and success criteria
- Quick wins identified
- Baseline metrics agreed
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Week 1–2
Process Mapping
3 workshops
- Lead-to-renewal journey documented
- Broken handoffs marked
- Owners assigned per stage
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Week 2
Systems Analysis
5 days
- Portal and integrations audited
- Data quality scored
- Automation debt mapped
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Week 3
Data Model
5 days
- Objects and lifecycle stages designed
- Shared definitions agreed
- Reporting foundation set
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Week 4
Roadmap Approval
60 min
- Prioritised, costed roadmap
- First sprint scoped
- Owners and cadence agreed
What you get?
RevOps Roadmap Implementation
Our consultant builds and executes a quarter plan to optimize your revenue operations.
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01
Architect
Weeks 1–2
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Customer Journey Mapping
Business Objective
Create a single, shared view of where every contact and company sits in the customer journey. Align Marketing, Sales, and CS on lifecycle definitions.
Definition of Done
- Lifecycle stages defined with clear entry/exit criteria
- Lifecycle stages configured for contacts and companies in HubSpot
- Funnel reporting with conversion rates between stages enabled
- Stakeholder alignment and approval completed
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Sales Playbook Development
Business Objective
Standardize the sales process with clear stages so the pipeline reflects how deals close. Enable accurate forecasting, stage-level reporting, and consistent sales execution.
Definition of Done
- Sales stages defined and aligned with the sales process
- Entry/exit criteria documented for each stage and backed into properties
- Sales pipeline configured in HubSpot
- Stage conversion and velocity reporting enabled
- Training session delivered to the sales team
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Quote Automation Implementation
Business Objective
Make revenue origin visible across inbound, outbound, partners, and other sources. Enable clear answers to “what actually drives pipeline and revenue.”
Definition of Done
- Revenue source taxonomy defined and documented
- Source attribution rules agreed
- Source fields standardized in HubSpot
- Deal- and revenue-level source reporting enabled
- Baseline source performance report delivered
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02
Build
Weeks 2–4
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Revenue Dashboard Setup
Business Objective
Increase inbound conversion by tightening lead handling, response time, and qualification.
Definition of Done
- Inbound lead flow mapped end-to-end
- Lead routing rules configured in HubSpot
- Response-time SLAs defined and tracked
- Inbound pipeline reporting enabled
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Lead Scoring Implementation
Business Objective
Move non-sales-ready leads forward using structured, automated nurturing sequences instead of manual follow-up.
Definition of Done
- Core nurture workflows built in HubSpot
- Content mapped to lifecycle stages
- Engagement and re-qualification triggers configured
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Pipeline Health Reporting
Business Objective
Create a repeatable outbound motion with clear targeting, sequencing, and performance visibility.
Definition of Done
- Outbound ICP and targeting rules defined
- Outreach sequences standardized in HubSpot
- Outreach activity tracking configured
- Outbound pipeline and conversion reporting enabled
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03
Compound
Weeks 4–6
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Win/Loss Analysis Framework
Business Objective
Remove friction at the MQL handoff by clearly defining when Marketing is done, and Sales is accountable.
Definition of Done
- MQL definition agreed and documented
- Handover logic configured in HubSpot
- Ownership and notification rules set
- SLA tracking enabled
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Meeting Workflow Automation
Business Objective
Ensure marketing passes only high-quality leads to sales by combining fit and intent into a clear, automated MQL qualification model.
Definition of Done
- Fit and engagement criteria defined
- Scoring thresholds agreed with Sales
- Lead scoring configured in HubSpot
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Data Enrichment Automation
Business Objective
Create a frictionless transition from deal close to onboarding so CS starts with full context, aligned expectations, and no information loss.
Definition of Done
- Required handoff fields on the deal record
- Automated ownership transfer from Sales to Customer Success
- Internal handoff notification with deal context
- Sales → CS handoff governance rules documented
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VisibilityPerformanceEfficiency
Playbooks
RevOps playbooks that drive results
Pick a playbook to see exactly what we install inside HubSpot — what it is, why it matters, and what you get.
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Sales Stages
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Forecasting & Goals
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Proposals & Quotes
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Lead Routing
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Territory & Account Assignment
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Sales Activity Tracking
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Target Accounts
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Content Marketing Attribution
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Campaign Performance Measurement
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Campaign Automation
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Lead Scoring
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Email Nurturing
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Account Handoff Process
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Customer Health Scoring
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Renewal & Expansion Playbook
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Onboarding & Time-to-Value
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Automated Ticketing
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Feedback Monitoring
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Revenue Source Attribution
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Data Governance & Quality
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Data Enrichment
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CRM Data Cleanup
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Lifecycle Stage Tracking
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Payments Operations
Sales Stages
SalesWhat it is
Each deal stage represents a different step of the customer's journey with your sales team, from their first discovery call to signing the quote. Deal pipelines help visualize your sales process to predict revenue and identify selling roadblocks.
Why it matters
Consistent stages make the sales process repeatable, improve forecast accuracy, shorten ramp time for new reps, and expose where deals stall due to process or rep behavior.
Deliverables
- Sales stages defined and aligned with the sales process
- Entry/exit criteria documented for each stage and backed into properties
- Sales pipeline configured in HubSpot
- Stage conversion and velocity reporting enabled
- Training session delivered to the sales team
Forecasting & Goals
SalesWhat it is
A structured way to roll up pipeline data into reliable forecasts using deal stages, categories, and targets across pipelines.
Why it matters
Accurate forecasts and sales goals tracking enable better decisions, earlier course correction, and confidence in hitting revenue targets.
Deliverables
- Deal-based forecasting with probability weightings
- Custom forecast categori
- es (Best Case, Commit, Pipeline)
- Quota vs. actuals tracking with performance dashboards
- Revenue goals set by team, rep, and period
Proposals & Quotes
SalesWhat it is
A defined quoting process in HubSpot that supports standard deals, upgrades, downgrades, and renewals without friction.
Why it matters
Slow or error-prone quotes delay deals, create pricing risk, and hurt buyer confidence.
Deliverables
- Standardized quote templates
- Product & pricing catalog in HubSpot
- Quote approval workflows
- Quote → deal automation (status, amounts)
Lead Routing
SalesWhat it is
A rules-based system that automatically assigns leads to the right sales rep based on lead type, segment, geo and capacity.
Why it matters
Clear routing eliminates lead leakage, reduces response time, and ensures high-value leads go to the right reps, every time.
Deliverables
- Lead routing logic
- Automated assignment workflows in HubSpot
- Ownership rules for contacts, companies, and deals
- Lead response-time and SLA tracking
Territory & Account Assignment
SalesWhat it is
Clear rules for account ownership and lead routing based on territory, segment, or named accounts.
Why it matters
Bad territory design creates conflict, gaps, and wasted effort. Clear rules ensure fair sales coverage and focus.
Deliverables
- Territory rules (geo, segment, named accounts)
- Account ownership logic in HubSpot
- Account routing workflows
- Reassignment rules for rep changes
Sales Activity Tracking
SalesWhat it is
Structured tracking of calls, emails, and meetings to measure effort in generating deals.
Why it matters
Pipeline and revenue lag. Activity shows problems early and enables coaching before results drop.
Deliverables
- Activity definitions (calls, emails, meetings)
- Automated activity logging setup
- Rep productivity dashboards
Target Accounts
MarketingWhat it is
An ABM setup that defines target accounts, tracks engagement across buying committees, and measures progression through an account-level funnel.
Why it matters
ABM setup and reporting show which accounts are engaging, progressing, and converting—helping track campaign performance and ROI.
Deliverables
- Target account lists in HubSpot
- Automated tiering based on ICP
- ABM funnel report
- ABM performance dashboard (engagement, pipeline, revenue)
Content Marketing Attribution
MarketingWhat it is
Multi-touch attribution that shows how content influences deals across the buyer journey, from first touch to closed-won.
Why it matters
Attribution shows which content drives pipeline and revenue, so teams invest in what works and cut what doesn’t.
Deliverables
- Content taxonomy & asset classification
- Multi-touch attribution model setup
- Content → deal influence reporting
Campaign Performance Measurement
MarketingWhat it is
A standardized campaign structure with clear naming, stages, and KPIs to track performance consistently across channels.
Why it matters
It enables reliable reporting, fair comparison across channels, and smarter budget decisions.
Deliverables
- Campaign measurement framework
- Campaign performance dashboards
- Campaign influence reporting (Contacts / Companies ↔ Campaigns)
- Pipeline & revenue attribution
Campaign Automation
MarketingWhat it is
A repeatable automation framework for running marketing campaigns in HubSpot with consistent setup and execution.
Why it matters
Manual campaign execution doesn’t scale. Automation ensures campaigns launch faster, run consistently, and generate clean data for reporting.
Deliverables
- Audience segmentation with smart lists
- Full campaign setup: emails, landing pages, ads, content
- Reusable campaign templates (Landing pages, E-mails, CTAs)
Lead Scoring
MarketingWhat it is
An automated scoring model in HubSpot that ranks leads using firmographic data and engagement signals.
Why it matters
Scoring helps Sales focus on potential buyers, not noise. It ensures high-intent, high-fit leads get attention first.
Deliverables
- Fit scoring model (firmographics)
- Engagement scoring model (behavioral)
- Combined MQL threshold definition
- Scoring automation workflows
Email Nurturing
MarketingWhat it is
An automated system for engaging leads with content based on where they are in the buying journey to move them forward until they become sales-ready.
Why it matters
Nurturing helps educate and qualify leads over time, and increases the volume of qualified prospects Sales can work.
Deliverables
- Dynamic nurture lists
- Core nurture workflows built in HubSpot
- Content mapped to lifecycle stages
- Engagement and re-qualification triggers configured
Account Handoff Process
Customer SuccessWhat it is
Automated handoff process from Sales to Customer Success that transfers context, goals, risks, and expectations.
Why it matters
Clean handoffs prevent confusion, missed promises, and early churn. Customers experience continuity from day one.
Deliverables
- Required handoff fields on the deal record
- Automated ownership transfer from Sales to Customer Success
- Internal handoff notification with deal context
- Sales → CS handoff governance rules documenation
Customer Health Scoring
Customer SuccessWhat it is
A health model that combines key customer engagement signals into a single score.
Why it matters
Customer success spots risk early and intervenes before churn happens.
Deliverables
- Health score model based on key customer actions
- Weighting logic per signal
- Automated health score calculation
- Churn risk alerts & workflows
- Customer Health trend dashboards
- Health score governance rules
Renewal & Expansion Playbook
Customer SuccessWhat it is
A structured approach to renewals and expansion, with clear timing, triggers, and plays.
Why it matters
Renewals and expansion drive net revenue retention. A playbook makes recurring revenue more predictable.
Deliverables
- Renewal timing automation
- Renewal pipeline setup
- Renewal & expansion dashboards
- Churn risk tracking
- Renewal playbook documentation
Onboarding & Time-to-Value
Customer SuccessWhat it is
A milestone-based onboarding pipeline guiding customers from contract to first value.
Why it matters
The first 30–60 days determine retention. Customers who don’t reach value quickly churn early.
Deliverables
- Onboarding pipeline with milestones
- Automated onboarding tasks
- Onboarding performance reports
- Onboarding playbook documentation
Automated Ticketing
Customer SuccessWhat it is
Automated ticket capture and routing with SLA tracking across support channels.
Why it matters
Automation prevents tickets from being missed, speeds up resolution, and protects the customer experience.
Deliverables
- Ticket categories & priorities
- Routing rules by issue type
- SLA definitions by customer tier
- Escalation workflows
- Support performance dashboards
- Ticketing governance documentation
Feedback Monitoring
Customer SuccessWhat it is
Centralized feedback collection from surveys, support, and conversations, with follow-up workflows.
Why it matters
Teams spot patterns, address risks early, and close the loop with customers.
Deliverables
- Feedback sources mapped (CSAT, NPS, surveys)
- Feedback categorization logic
- Automated follow-up workflows
- Customer feedback reporting
Revenue Source Attribution
DataWhat it is
A standardized way to attribute pipeline and revenue to the sources that created or influenced it—across marketing, sales, partners, and product-led motions.
Why it matters
Without source attribution, teams argue instead of deciding. Clear attribution shows which channels drive revenue, where to invest more, and what to cut.
Deliverables
- Revenue source taxonomy (partner, outbound, paid social, etc.)
- Source attribution rules (first-touch/last touch)
- Deal & revenue source fields
- Source performance dashboards
Data Governance & Quality
DataWhat it is
A set of rules, validations, and automations that keep CRM data accurate, consistent, and usable.
Why it matters
Governance prevents duplicates, protects reporting integrity, and ensures teams can trust what they see.
Deliverables
- Mandatory field definitions
- Validation & normalization workflows
- Duplicate management rules
- Data ownership model
- Data quality dashboards
- Governance playbook
Data Enrichment
DataWhat it is
A structured approach to automatically enrich CRM records with firmographic, demographic, and intent data from external sources, directly inside HubSpot.
Why it matters
Enrichment fills the blind spots so teams can prioritize the right accounts, tailor outreach, and report accurately.
Deliverables
- Enrichment field scope definition
- Tool integrations (e.g. Clearbit, Clay)
- Trigger-based enrichment workflows
- Enrichment governance documentation
CRM Data Cleanup
DataWhat it is
A structured process to clean and standardize CRM data so reporting, automation, and teams can rely on it.
Why it matters
Dirty data breaks everything downstream—routing, scoring, reporting, forecasting, and customer experience.
Deliverables
- Data audit
- Full CRM data cleanup (companies, contacts, fields)
- Ongoing data hygiene rules
Lifecycle Stage Tracking
DataWhat it is
A rules-based lifecycle model that tracks contacts and companies as they move through defined stages, with clear entry and exit criteria.
Why it matters
Proper customer lifecycle stage tracking exposes conversion gaps and keeps Marketing and Sales working from the same definitions.
Deliverables
- Lifecycle stage definitions & entry/exit criteria
- Automated stage progression rules
- Funnel performance dashboards
- Lifecycle governance documentation
Payments Operations
DataWhat it is
A setup that connects CRM, billing, and accounting systems to track booked, billed, and collected revenue in one place.
Why it matters
Eliminates manual invoicing, exposes unpaid invoices early, and ties pipeline, renewals, and cash flow together.
Deliverables
- CRM ↔ accounting integration (e.g. QuickBooks)
- Invoice & payment status sync
- Contact → Deal → invoice mapping logic
- Billing dashboards
Common symptoms
Does it sound familiar?
Choose the problem you recognize to see how we turn it into a reliable revenue operation.
Bad CRM data makes reporting unreliable
Teams run in silos with different data, metrics, and tools
Current workflows force workarounds and duplicate effort
Forecasting is guesswork, making the future difficult to plan
A disconnected tech stack forces copy-paste and slows teams
How MAN Digital solves it
We audit and clean HubSpot data, standardize properties and lifecycle definitions, remove duplicates, and install validation, ownership, and data-quality dashboards. Reporting and automation then run on one governed source of truth.
How MAN Digital solves it
We align Marketing, Sales, and Customer Success on shared lifecycle stages, field definitions, handoff rules, and revenue metrics, then configure HubSpot dashboards that every team uses.
How MAN Digital solves it
We map the workflow end to end, remove duplicate steps, and automate routing, qualification, notifications, approvals, and follow-up in HubSpot. Your team spends less time on admin and every handoff keeps its context.
How MAN Digital solves it
We rebuild sales stages around buyer commitments, define entry and exit criteria, configure forecast categories and weighted pipeline, and add conversion, velocity, quota, and target reporting.
How MAN Digital solves it
We make HubSpot the operational source of truth and connect the billing, accounting, product, and enrichment tools that revenue teams depend on. Critical data syncs automatically, with clear ownership and monitoring for failures.
How we work
Our implementation principles
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Adoption-First
We don't just implement and walk away—we document each new process and train your people to become its owners.
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Bowtie Data Model
We set baseline data points like conversion, time and volume metrics, so processes are measured against a standardised model.
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Iterative delivery
Through weekly status updates and regular check-ins, we catch issues early and keep implementation on track.
I can highly recommend collaborating with MAN.DIGITAL. My only advice: pull them in from the start — avoid building yourself and then having to fix a broken infrastructure. Rather pull in experts from the start and build processes that are robust, scalable and serve your needs.
Samuel GürtlHead of Sales Operations & Board Member, Otovo
White-glove delivery
You work directly with our founders
No account managers in between. The people who run MAN Digital stay hands-on with your engagement from the first call to the last sprint.
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FounderRomeo Mann
Works closely with you from day one — making sure the business requirements are crystal clear and every solution is tailored to your business.
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CEOPrzemek Orlikowski
Works closely with the RevOps team throughout delivery — personally ensuring the quality of everything we ship.
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The people
Meet your new RevOps team
Our squad works like an extension of your team, combining your industry expertise and our +8 years of experience in running ABM campaigns and RevOps.
Credentials
Accredited. Certified. Proven.
We are one of the few EMEA partners holding HubSpot’s Elite tier — earned, audited and renewed. Every accreditation below is verifiable on our HubSpot partner profile.
HubSpot Elite Solutions Partner
The top tier of HubSpot’s partner program worldwide.
Onboarding Accreditation
Accredited to onboard complex, multi-team portals.
CRM Implementation Accreditation
Audited for large-scale CRM implementations.
Custom Integration Accreditation
Approved for custom API and middleware builds.
Quote-to-Cash Certification
Certified on quoting, billing and payments in HubSpot.
Industry Excellence: Software
Recognized results for software companies.
Industry Excellence: IT Services
Recognized results for IT services companies.
Their professionalism and technical ability have been crucial in implementing a new sales process through HubSpot in all 13 countries in which the company operates. If you are looking for someone who can change your life with HubSpot, Man Digital is for you.
Matteo CiprandiCorporate Dev. Manager @ Otovo
Frequently Asked Questions
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How are you different from other HubSpot consultants or RevOps agencies?
Operational Reality Assessment– Spot blockers in tools, processes, and data.
Solution Implementation– Rebuild HubSpot + RevOps so all teams work from one clean, automated system.
Process Standardization & Enablement – Lock in scalable processes with real-time dashboards.
Result: A system that helps you run the business, not just store the data.
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How do you work with our current team?
If you have in-house capacity, we add the technical setup, process design, and reporting you’re missing.
If you don’t, we become your full RevOps team — migration, automation, reporting, enablement.
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Do you handle both process and technical implementation?
Yes. We design processes that match how you sell, market, and retain customers — then automate them in HubSpot, so they’re followed every time.
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How do I know you're the right choice for my business?
Here’s why we’re confident we’re the right fit:
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We have hands-on experience across industries like SaaS, IT, Software Houses, Professional Services, and Manufacturing, and understand the challenges businesses like yours face.
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Our services cover everything you need—business processes, automation, HubSpot configuration, system integration, and strategic guidance.
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Our communication is clear, responsive, and collaborative, so you’re always in the loop.
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How quickly can I see results?
Every business is different, but many of our clients see positive changes within the first few weeks. That said, we believe in setting realistic expectations—some strategies deliver immediate wins, while others require more time.
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Can't I just handle RevOps in-house?
You can. But hiring and training an in-house RevOps is slow and costly. Even experienced hires are limited by their past projects.
A RevOps agency can hit the ground running. With a team of experts, we bring broad experience and set up systems fast, saving you time and avoiding the delays of building a team from scratch. -
What if I’m not satisfied with your performance?
Regular check-ins and performance reviews ensure we stay aligned with your goals. If something doesn’t feel right, let’s talk it through and fix it—quickly.
Concerned about being stuck in a contract? We’re all about clarity. Let’s discuss terms up front so you have peace of mind.
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Will you replace my existing team?
Absolutely not! We work with your internal ops team, not instead of them. We support and strengthen what’s already in place by refining processes, setting up tools, and providing strategic guidance.