Industry
Facilities Management Software
Location
UK
Service
RevOps Programme
The client is a long-established UK technical standards provider operating in the built environment sector.
Their subscription-based digital platform is used by facilities managers, contractors, and consultants to plan and evidence statutory and best-practice maintenance across complex property portfolios.
HubSpot had been configured to support previous ways of working, but the business had evolved. They needed to rebuild the foundations to match where they were going, not where they'd been.…
THE GROWTH CHALLENGE
The client had reached a scale where their existing HubSpot setup, originally designed for a different go-to-market model, was now constraining growth rather than enabling it.
The CRO couldn't rely on pipeline data for board reporting. With significant growth investment planned, leadership needed confidence in revenue projections before making key decisions.
The BDR team had hundreds of qualified leads but lacked the structure to prioritise and action them effectively. Sales reps were spending excessive time on administrative tasks instead of selling. And operational risk was increasing - multiple super admins, inconsistent processes, and even custom scripts just to make basic reporting work.
The client engaged Digital Litmus to help them build a scalable revenue operations foundation to support the business’s next phase of growth.
OUR SOLUTION
As a specialist RevOps consultancy, Digital Litmus brings strategic rigour to revenue operations transformation - treating HubSpot not as the solution, but as the platform that enables it.
Our approach: we fix foundations before scale, prioritise strategic outcomes over system tinkering, and implement a unified data model that creates the single source of truth reliable automation depends on. Throughout, we protect business continuity through phased change management.
Key transformation goals:
- - Enable reliable pipeline forecasting for board reporting
- - Make the huge lead backlog actionable for the BDR team
- - Reduce sales admin burden and return time to selling
- - Establish governance and controls for sustainable operations
- - Create unified data model supporting marketing and sales alignment
- - Build foundations capable of supporting the next phase of growth
REVOPS AUDIT & STRATEGY
Understanding the Problem
We conducted structured discovery across all revenue functions, mapped the complete revenue journey, and analysed workflows and data flows.
The root cause became clear: without a proper data model, everything else was built on shaky foundations.
Working collaboratively with the client's sales and marketing leadership team , we built a clear plan prioritising the fixes that would have the biggest impact first - CRO visibility, BDR productivity, and sales efficiency.
DATA MODEL & LIFECYCLE REDESIGN
Building the Foundation
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 didn't just identify problems, we gave the client clarity on what needed rebuilding and a clear roadmap for delivering value quickly.…
Seb Hardman MD / Solutions Architect
PIPELINE ARCHITECTURE & FORECASTING
Real-Time Visibility for Leadership
We introduced a multi-pipeline architecture separating new business, expansion, and renewals, giving leadership clean visibility across revenue streams. Automated forecast categorisation and standardised stage rules now surface a real-time view of pipeline health, replacing manual spreadsheets.
The CRO gained board-ready forecasting capability with confidence in the data.
LEAD ROUTING & AUTOMATION
Eliminating Lead Leakage
We rebuilt lead assignment logic to eliminate manual routing and reduce administrative burden.
Intelligent automation now handles lead distribution based on lead type and account characteristics, with ownership updates cascading appropriately across records.
The workspace was redesigned enabling BDRs to filter by intent and bulk-action leads. The lead backlog transformed from unworkable to prioritised prospecting engine, removing manual bottlenecks and freeing the sales team to focus on selling.
The forecasting framework has given them much better pipeline visibility. They can now report to the board with confidence in real-time data."…
Seb Hardman | Digital Litmus MD / Solutions Architect
ENABLEMENT & ROLLOUT
Keeping the Business Running
We rolled out changes in phases to maintain business continuity.
Pilot groups validated new processes before full deployment, critical integrations stayed intact, and changes deployed progressively across teams.
This phased approach meant the business could transform their foundations without disrupting the day-to-day activity.
The transformation has been significant. We business can now see exactly where pipeline stands, the sales team can focus on selling instead of wrestling with admin, and the revenue engine is grow with us. Most importantly, we have confidence in our data."…
Seb Hardman | Digital Litmus MD / Solutions Architect
THE RESULTS
The business now has what every scaling B2B company needs: a RevOps foundation built for growth - reliable data, scalable processes, and the confidence to make strategic decisions based on real-time visibility. The system that was constraining them now powers their next phase.
Reliable forecasting and reporting - materially improved forecast accuracy gives the CRO trustworthy data for board reporting.
Higher sales productivity with clear ownership , reduced admin returns time to selling, while clear lifecycle ownership eliminates lead leakage and BDR backlog
Unified Marketing and Sales alignment , a single lifecycle data model ends team misalignment and enables coordinated execution.
Scalable foundation for ABM, attribution, and automation, clean data architecture and pipeline separation support multi-revenue-motion growth without technical debt.
Robust governance for long-term platform health, controlled environment prevents complexity creep and keeps HubSpot ready to scale with the organisation.
REQUEST FREE REVENUE ENGINE ASSESSMENT
Not a sales pitch. A structured diagnostic to find what's limiting your revenue performance.
Start with a short discovery call. If there's a fit, we run a 60-minute Revenue Engine Workshop and deliver a written diagnostic within 48 hours.
