The client
Cambridge Spark
AI & Data Science Training
Education
Location
UK
Website
www.cambridgespark.com
Service
RevOps Transformation & Ongoing Support
Cambridge Spark is a Sunday Times 100 fastest growing company and a leader in AI and data science training.
Their mission is to accelerate careers and transform businesses through cutting-edge training programmes, serving individual learners, corporate employers, and institutional partners across the UK.
They had grown successfully but recognised that their revenue operations needed to evolve. They needed the foundations that could support the next phase of growth.…
THE GROWTH CHALLENGE
Cambridge Spark was scaling rapidly and building out their sales team, but their HubSpot setup wasn't keeping pace. As the team grew, cracks started to appear that were holding them back.
Pipeline reporting wasn't reliable, making it virtually impossible to get a true picture of marketing ROI.
Lead management was breaking, causing challenges with lead qualification and creating large amounts of admin work for senior sales team members.
Sales reps couldn't respond at the speed they needed to maximise opportunities, and there was misalignment between sales and marketing on processes and handovers.
OUR SOLUTION
Digital Litmus partnered with Cambridge Spark to rebuild their RevOps foundations for scalable growth.
Our approach combined strategic diagnosis with practical implementation - audit, redesign, automation, and enablement - ensuring the new systems would support both immediate needs and long-term expansion.
REVOPS AUDIT & STRATEGY
Understanding the problem
Before we could fix anything, we needed to understand exactly what was broken and why.
Our team mapped the complete customer journey across Marketing, Sales, and Customer Success, identifying where there was friction and opportunity.
We analysed workflows, forms, and how data was flowing through the system.
We investigated whether leads were leaking from campaigns, how lifecycle stages were set up, conversion tracking reliability, as well as general CRM architecture for best practice.
Working collaboratively with Cambridge Spark, we built a clear plan prioritising the fixes that would have the biggest impact first.
Digital Litmus didn't just identify problems - they gave us clarity on what was broken and a clear roadmap for fixing it.…
Tom Phillips | Cambridge Spark Chief Operating Officer
DATA MODEL REDESIGN
Building the Foundation
We introduced a unified data model that aligned Marketing, Sales, and Customer Success teams around the same definitions and processes. No more confusion about what stage a lead was in or who owned what.
The new structure included clear lifecycle stages showing exactly where every lead sits in the journey, and we built dedicated Learner and Employer pipelines using HubSpot's Lead Object - giving Cambridge Spark the sophistication they needed to manage their dual go-to-market approach.
A key part of this was configuring the Sales Workspace to give reps everything they need in one place. The clean data structure also enabled accurate reporting for the first time.
Cambridge Spark now has the clarity, control, and reporting accuracy needed to scale their go-to-market strategy with confidence.…
Seb | Hardman MD / HubSpot Solutions Architect
WORKFLOW AUTOMATION & SAFEGUARDS
Eliminating Lead Leakage
We built safeguards into the system to ensure every qualified lead gets followed up. Leads are now automatically created and routed to the right rep, deals are created automatically when leads are qualified, and lead progress is tracked based on actual sales activity.
These automated workflows removed the manual bottlenecks that were limiting scalability and freed up the senior sales team from administrative burden.
REPORTING DASHBOARDS & ANALYTICS
Visibility and Control
We delivered comprehensive dashboards that give Cambridge Spark clear visibility into their sales and marketing operations.
Bowtie KPI dashboards track performance across the entire customer journey, whilst granular reports break down results by source and campaign - finally answering the question of where their best leads come from.
Data quality monitoring keeps everything clean over time, maintaining the integrity of the reporting. This gives Cambridge Spark the foundations to see true marketing ROI and make data-driven decisions about where to invest.
We now have confidence in our lead engine - leads get the attention they deserve…
Tom Phillips | Cambridge Spark Chief Operating Officer
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ENABLEMENT & ROLLOUT
Getting the Team Onboard
Technology only works if people use it properly. We built and configured the Sales Workspace specifically for Cambridge Spark's dual-market approach, then ran a pilot programme with a small sales team to test the new workspace and workflows in the real world.
The training focused on showing reps how to work leads efficiently in the new workspace - not just what buttons to click, but how the new system made their jobs easier. We provided clear documentation and video guides for reference, then rolled it out in phases to ensure everyone was confident before go-live.
ONGOING REVOPS SUPPORT
Our partnership with Cambridge Spark didn't end at go-live. We continued to provide ongoing support through regular check-ins to keep everything running smoothly, optimising workflows as the business evolves, and providing ongoing reporting support and dashboard updates.
This continued partnership ensures Cambridge Spark can optimise and evolve their systems as they scale, with strategic guidance on getting the most from HubSpot and sales operations support whenever needed.
The Sales Workspace has been a game-changer. Our reps now have everything they need in one place, making them much more effective at converting leads.…
Tom Phillips | Cambridge Spark Chief Operating Officer
“We can now see exactly where our leads come from, which campaigns are working, and our sales team can focus on selling instead of wrestling with the CRM."
Tom Phillips, Chief Operating Officer, Cambridge Spark
THE RESULTS
Cambridge Spark now has the RevOps engine required to support their position as a market-leading AI training business, with the foundations in place to accelerate their next phase of growth.
No more leads falling through the cracks - every opportunity gets followed up
Sales reps are more effective - everything they need in one workspace
Teams working from the same playbook - no more confusion between sales and marketing
Reliable pipeline reports - showing true marketing ROI for the first time
Clear visibility - into what's working and what needs attention
REQUEST FREE HUBSPOT ASSESSMENT
Get in touch to book a free assessment with one of our friendly HubSpot strategists.
Here's how it works:
- You submit the assessment form
- We set up a 30 minute intro call
- (Existing HubSpotters) We run a Portal Audit
- We have a follow up to present the best way forward for your business
