Meridian had grown quickly through product-led virality but had never built a structured sales motion. Their HubSpot instance was a 4-year-old graveyard: no lifecycle stages, 40,000+ contacts with no segmentation, and zero marketing attribution. The sales team ran deals from memory and personal inboxes. Leadership had no pipeline visibility and couldn't forecast with any confidence. When a Series B closed, the board demanded a real revenue system before the next round.

• Discovery sprint (2 wks): Audited full HubSpot instance, interviewed 6 sales reps, mapped actual vs. intended sales motion to find the gaps.
• Data cleanup: Ran deduplication pipeline via Make.com, merged ~18,000 records, built normalization rules for company domain and deal source.
• Lifecycle architecture: Defined 7 stages with clear entry criteria and exit triggers. Built automated enrollment workflows for each stage transition.
• SendGrid integration: Connected transactional email to HubSpot contact records. Built 4 outbound sequences tailored to each ICP segment.
• Reporting suite: Delivered 3 dashboards — pipeline health, source attribution, and rep performance — with a weekly digest automation for leadership.

Clearpath operated 12 outpatient therapy locations, each running its own referral intake process — paper forms, email inboxes, and a disconnected EHR module. Referrals from physicians, schools, and insurers were being lost or delayed by up to 10 business days, creating significant revenue leakage. Leadership needed a single compliant intake system with real-time visibility across all sites and no added headcount.

• Compliance-first scoping: Mapped all data flows against HIPAA requirements before any architecture decisions. Confirmed Zoho's BAA coverage for the use case.
• Unified intake system: Built a single intake form in Zoho that routes to the correct location pipeline based on specialty, geography, and referral source type.
• Make.com automation: Built intake-to-assignment workflows — new referrals auto-notify the site coordinator, assign to the right counselor, and trigger a 3-step follow-up via SendGrid.
• Referral attribution: Tagged and tracked 6 inbound referral channels (physician, school, insurer, self, EHR portal, marketing) with source-level conversion dashboards.
• Training & SOPs: Delivered live training for all 12 site coordinators and a Notion-based runbook for ongoing ops and new-hire onboarding.

Crestview had 35 agents managing hundreds of active prospects and deals with zero shared infrastructure — every agent had their own spreadsheet and their own definition of "active." The firm's managing partners wanted to launch a structured outbound motion for off-market acquisition leads — a new business line — but had no CRM or sequencing system to support it. Apollo.io had been purchased months prior and never configured.

• CRE-specific data model: Built HubSpot deal stages around the commercial transaction lifecycle — prospecting, LOI, due diligence, under contract, closed — with custom properties for property type, cap rate, and transaction side.
• Apollo.io configuration: Set up ICP filters for owner-occupier and investor segments, enriched 2,800 target contacts, and built 3 sequences tailored to cold, warm, and referral-sourced prospects.
• Sequence-to-CRM sync: Connected Apollo activity to HubSpot contact records so reply rates and sequence performance are visible in the CRM without manual logging.
• Pipeline migration: Worked with 5 agent groups to migrate all active deals from spreadsheets into HubSpot over a 3-week onboarding sprint.
• Dashboards: Built agent leaderboard, deal velocity tracker, and source-of-deal attribution report for managing partner review.

Halcyon had purchased Salesforce Financial Services Cloud two years prior but implemented it without a RevOps partner — the result was a system configured like a generic CRM with none of FSC's household, relationship, or AUM-tracking features activated. Advisors used it only to log calls. Meanwhile, onboarding new clients took 3–4 weeks due to manual handoffs between compliance, ops, and advisory. The firm's growth plan required cutting onboarding time in half and building a referral system for their COI network.

• FSC reconfiguration: Activated and configured Households, Financial Accounts, and Relationships objects. Migrated 1,400 client records into the proper FSC data model with AUM values and relationship maps.
• Onboarding automation: Mapped the 14-step onboarding process across compliance, ops, and advisory. Built a Salesforce Flow that routes tasks automatically based on account type and advisor assignment.
• Zapier integrations: Connected Salesforce to DocuSign (auto-send agreements when deal stage moves to "Approved") and to the firm's compliance platform for audit trail logging.
• COI referral system: Built a Referral Partner object in FSC, linked to Opportunities. Created attribution dashboards showing revenue generated per COI relationship over time.
• Reporting suite: Delivered AUM growth tracker, advisor book-of-business dashboard, and COI performance report for managing partners.

Northgate had grown to $3.5M entirely on referrals and repeat work — impressive, but the founding partners knew it created existential revenue risk. They'd tried hiring a business development manager twice; both hires failed within 6 months because there was no system for them to run. HubSpot had been purchased but sat empty. Apollo.io was being used ad hoc by one partner. There were no sequences, no pipeline structure, no BD meeting cadence, and no way to measure what was working.

• ICP definition: Ran a closed-won analysis on 3 years of client data to define 3 ICP segments — PE-backed portfolio companies, regional mid-market CFOs, and family-owned businesses pre-exit.
• HubSpot buildout: Built pipeline with consulting-specific stages (discovery, proposal, scoping, active engagement, renewal). Custom properties for firm type, revenue band, and referral source.
• Outbound sequences: Built 4 Apollo sequences — cold outreach, warm follow-up, referral reactivation, and conference follow-up — with copy tailored per ICP. Trained all 4 partners.
• BD cadence: Established Tuesday BD review with a live HubSpot dashboard showing pipeline by stage, outbound activity, reply rates, and at-risk deals.
• Ongoing fractional: Continued as 10-hrs/week fractional — handling HubSpot admin, sequence optimization, reporting, and quarterly ICP refresh.

Vantage had recently acquired a smaller competitor, inheriting their Dynamics 365 instance alongside their own — two completely different data models, 60,000+ duplicate records, conflicting pipeline stage definitions, and a SendGrid integration that had been silently failing for 4 months. Marketing had been sending campaigns to a list that was 40% stale or duplicate. The board was asking for a unified ARR dashboard across both entities within 90 days, and the revenue team had no idea where to start.

• Instance audit & merge plan: Audited both Dynamics instances, mapped all custom fields and object conflicts, and produced a staged migration plan with a zero-data-loss guarantee.
• Data cleanup at scale: Ran automated deduplication via Make.com across 60K+ records using domain-matching and fuzzy name logic. Established ongoing dedup rules to prevent recurrence.
• SendGrid rebuild: Diagnosed root cause of failure (API key rotation not propagated). Rebuilt the integration using Make.com as middleware with error alerting and delivery logging back to Dynamics records.
• Unified pipeline: Facilitated a joint workshop with both legacy sales teams to agree on a single 6-stage pipeline definition, then migrated all open deals with stage-mapping logic.
• ARR reporting: Built consolidated ARR dashboard in Dynamics — new ARR, expansion, churn, and net revenue retention — pulling from both legacy product lines into one view.