Enabling Scalable Sales Growth Through HubSpot Re-Onboarding

The client is a digital-first media company that connects influencers with branded campaigns and manages full-service partnerships across YouTube and other content platforms. Operating at the intersection of talent and brand collaboration, the business supports a dual-sided market with fast-paced needs and diverse stakeholder workflows. 

As they grew, their internal systems were stretched across teams and tools, making it harder to coordinate sales efforts and report on performance. Although HubSpot had been in place for over a year, it wasn’t yet tailored to how the team operated.

To unlock the platform’s full potential, they partnered with accelant for a strategic re-onboarding designed to refine their workflows, align stakeholders, and create a sustainable CRM foundation. 

Over the course of just eight weeks, accelant worked alongside the client's team to reorganize pipelines, introduce automation, standardize reporting, and ensure everyone had the structure and training needed to thrive in HubSpot. 

THE CHALLENGE

As the client scaled, their systems needed to evolve with them. The team had been using HubSpot actively but sought a more unified, strategic approach across business units. Key challenges included: 

A Growing System Without Centralized Standards 

With multiple sales functions—creator partnerships, brand deals, and content programs—each team had developed its own methods for tracking work in HubSpot. Over time, this made it difficult to maintain consistency or consolidate data for leadership-level reporting. 

Limited Visibility Across Teams 

Each group was operating with different properties, record types, and workflows. Without shared processes or a centralized data model, it was hard to track pipeline health or collaborate efficiently across departments. 

Reporting Constraints 

The team wanted better ways to track outcomes and demonstrate results—but with inconsistent data and no consolidated reporting structure, it was challenging to surface reliable insights. 

“We weren’t really using HubSpot to its full potential. We knew there was a better way—we just didn’t know where to start.” 

Opportunity for Automation 

Much of the team’s activity was tracked manually. Forms were managed outside of the CRM, sales outreach wasn’t standardized, and data entry varied between users. As contact volume grew, these manual processes made it harder to scale. 

THE SOLUTION

accelant guided the client through a re-onboarding process focused on simplification, consistency, and scale. The goal wasn’t to start over—it was to build on what was already working while introducing structure and clarity where it mattered most. 

Tailored Pipeline Structure 

• Redesigned sales pipelines around each core team (creators, brands, content), replacing a one-size-fits-all setup with dedicated paths that reflect each team’s sales process 

• Introduced lifecycle stages and lead statuses to track engagement prior to deal creation—improving lead management and pipeline forecasting 

• Enabled cleaner segmentation and more precise reporting across functions 
  

Smarter Data Governance 

• Collaborated with stakeholders to define required fields, naming conventions, and record relationships 

• Introduced conditional views so that users only see what’s relevant to their role—reducing cognitive load and improving adoption 

• Delivered import best practices and data modeling guidance to ensure long-term CRM hygiene 

“The structure just makes sense now. It’s easier to track what matters, and we’re all speaking the same language.” 

Automation & Enablement 

• Introduced HubSpot sequences to streamline sales outreach, standardize follow-up, and save time 

• Automated task creation and deal progression steps, reducing manual effort across the board 

• Replaced legacy intake tools with HubSpot forms—improving data quality and CRM integration 
  
  

Custom Dashboards & Reporting 

• Built role-specific dashboards for sales leaders and team leads 

• Made it simple to generate real-time reports and performance snapshots without hours of manual cleanup 

• Supported a stronger feedback loop between sales execution and leadership planning 

THE RESULTS

With accelant’s support, the client created a CRM system that fits their business—rather than forcing their business to fit the system. The team now has: 

Clear Workflows for Every Team 

Each function now operates in a dedicated pipeline with aligned stages, clean views, and clearly defined next steps. 

Reliable, Actionable Reporting 

Leadership can confidently track performance by team, deal type, and revenue source—enabling better decision-making. 

Better Data, Managed Efficiently 

Built-in governance, import guidelines, and automation have improved CRM data quality and simplified record keeping. 

Tools That Support the Team 

Sales reps are using sequences and dashboards to stay organized, save time, and follow through consistently with prospects. 

“Now I can run reports and share real numbers with our leadership team—something we just couldn’t do before.” 

A System They Can Grow With 

The project not only resolved immediate challenges—it also set the foundation for long-term scale. The client has already engaged accelant for additional advisory hours to pursue next-phase improvements, including DocuSign integration, lead scoring, and campaign attribution. 

accelant Team