Revenue Operations
as a Service

A standardized way to attribute pipeline and revenue to the sources that created or influenced it—across marketing, sales, partners, and product-led motions.

Without source attribution, teams argue instead of deciding. Clear attribution shows which channels drive revenue, where to invest more, and what to cut.

• Revenue source taxonomy (partner, outbound, paid social, etc.)

• Source attribution rules (first-touch/last touch)

• Deal & revenue source fields

• Source performance dashboards

A set of rules, validations, and automations that keep CRM data accurate, consistent, and usable.

Governance prevents duplicates, protects reporting integrity, and ensures teams can trust what they see.

• Mandatory field definitions

• Validation & normalization workflows

• Duplicate management rules

• Data ownership model

• Data quality dashboards

• Governance playbook

A structured approach to automatically enrich CRM records with firmographic, demographic, and intent data from external sources, directly inside HubSpot.

Enrichment fills the blind spots so teams can prioritize the right accounts, tailor outreach, and report accurately.

• Enrichment field scope definition

• Tool integrations (e.g. Clearbit, Clay)

• Trigger-based enrichment workflows

• Enrichment governance documentation

A structured process to clean and standardize CRM data so reporting, automation, and teams can rely on it.

Dirty data breaks everything downstream—routing, scoring, reporting, forecasting, and customer experience.

• Data audit 

• Full CRM data cleanup (companies, contacts,  fields)

• Ongoing data hygiene rules

A rules-based lifecycle model that tracks contacts and companies as they move through defined stages, with clear entry and exit criteria.

Proper customer lifecycle stage tracking exposes conversion gaps and keeps Marketing and Sales working from the same definitions.

• Lifecycle stage definitions & entry/exit criteria

• Automated stage progression rules

• Funnel performance dashboards

• Lifecycle governance documentation

A setup that connects CRM, billing, and accounting systems to track booked, billed, and collected revenue in one place.

Eliminates manual invoicing, exposes unpaid invoices early, and ties pipeline, renewals, and cash flow together.

• CRM ↔ accounting integration (e.g. QuickBooks)

• Invoice & payment status sync

• Contact → Deal → invoice mapping logic

• Billing dashboards

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. 

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.

• 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

A structured way to roll up pipeline data into reliable forecasts using deal stages, categories, and targets across pipelines.

Accurate forecasts and sales goals tracking enable better decisions, earlier course correction, and confidence in hitting revenue targets.

• Deal-based forecasting with probability weightings

• Custom forecast categories (Best Case, Commit, Pipeline)

• Quota vs. actuals tracking with performance dashboards

• Revenue goals set by team, rep, and period

A defined quoting process in HubSpot that supports standard deals, upgrades, downgrades, and renewals without friction.

Slow or error-prone quotes delay deals, create pricing risk, and hurt buyer confidence.

• Standardized quote templates

• Product & pricing catalog in HubSpot

• Quote approval workflows

• Quote → deal automation (status, amounts)

A rules-based system that automatically assigns leads to the right sales rep based on lead type, segment, geo and capacity.

Clear routing eliminates lead leakage, reduces response time, and ensures high-value leads go to the right reps, every time.

• Lead routing logic

• Automated assignment workflows in HubSpot

• Ownership rules for contacts, companies, and deals

• Lead response-time and SLA tracking

Clear rules for account ownership and lead routing based on territory, segment, or named accounts.

Bad territory design creates conflict, gaps, and wasted effort. Clear rules ensure fair sales coverage and focus.

• Territory rules (geo, segment, named accounts)

• Account ownership logic in HubSpot

• Account routing workflows

• Reassignment rules for rep changes

Structured tracking of calls, emails, and meetings to measure effort in generating deals.

Pipeline and revenue lag. Activity shows problems early and enables coaching before results drop.

• Activity definitions (calls, emails, meetings)

• Automated activity logging setup

• Rep productivity dashboards

An ABM setup that defines target accounts, tracks engagement across buying committees, and measures progression through an account-level funnel.

ABM setup and reporting show which accounts are engaging, progressing, and converting—helping track campaign performance and ROI.

• Target account lists in HubSpot

• Automated tiering based on ICP

• ABM funnel report

• ABM performance dashboard (engagement, pipeline, revenue)

Multi-touch attribution that shows how content influences deals across the buyer journey, from first touch to closed-won.

Attribution shows which content drives pipeline and revenue, so teams invest in what works and cut what doesn’t.

• Content taxonomy & asset classification

• Multi-touch attribution model setup

• Content → deal influence reporting

A standardized campaign structure with clear naming, stages, and KPIs to track performance consistently across channels.

It enables reliable reporting, fair comparison across channels, and smarter budget decisions.

• Campaign measurement framework

• Campaign performance dashboards

• Campaign influence reporting (Contacts / Companies ↔ Campaigns)

• Pipeline & revenue attribution

A repeatable automation framework for running marketing campaigns in HubSpot with consistent setup and execution.

Manual campaign execution doesn’t scale. Automation ensures campaigns launch faster, run consistently, and generate clean data for reporting.

• Audience segmentation with smart lists

• Full campaign setup: emails, landing pages, ads, content

• Reusable campaign templates (Landing pages, E-mails, CTAs)

An automated scoring model in HubSpot that ranks leads using firmographic data and engagement signals.

Scoring helps Sales focus on potential buyers, not noise. It ensures high-intent, high-fit leads get attention first.

• Fit scoring model (firmographics)

• Engagement scoring model (behavioral)

• Combined MQL threshold definition

• Scoring automation workflows

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.

Nurturing helps educate and qualify leads over time, and increases the volume of qualified prospects Sales can work.

• Dynamic nurture lists 

• Core nurture workflows built in HubSpot

• Content mapped to lifecycle stages

• Engagement and re-qualification triggers configured

Automated handoff process from Sales to Customer Success that transfers context, goals, risks, and expectations.

Clean handoffs prevent confusion, missed promises, and early churn. Customers experience continuity from day one.

• 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

A health model that combines key customer engagement signals into a single score.

Customer success spots risk early and intervenes before churn happens.

• 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

A structured approach to renewals and expansion, with clear timing, triggers, and plays.

Renewals and expansion drive net revenue retention. A playbook makes recurring revenue more predictable.

• Renewal timing automation

• Renewal pipeline setup

• Renewal & expansion dashboards

• Churn risk tracking

• Renewal playbook documentation

A milestone-based onboarding pipeline guiding customers from contract to first value.

The first 30–60 days determine retention. Customers who don’t reach value quickly churn early.

• Onboarding pipeline with milestones

• Automated onboarding tasks

• Onboarding performance reports

• Onboarding playbook documentation

Automated ticket capture and routing with SLA tracking across support channels.

Automation prevents tickets from being missed, speeds up resolution, and protects the customer experience.

• Ticket categories & priorities

• Routing rules by issue type

• SLA definitions by customer tier

• Escalation workflows

• Support performance dashboards

• Ticketing governance documentation

Centralized feedback collection from surveys, support, and conversations, with follow-up workflows.

Teams spot patterns, address risks early, and close the loop with customers.

• Feedback sources mapped (CSAT, NPS, surveys)

• Feedback categorization logic

• Automated follow-up workflows

• Customer feedback reporting

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