Engagements and outcomes
A selection of engagement patterns and outcomes. Client names are withheld by default — specifics available on request.
Rebuilt a HubSpot instance inherited from a previous vendor with 4+ years of technical debt.
What we did
- Full CRM audit across contacts, companies, deals, and activities
- Rebuilt pipeline stages and deal properties from scratch
- Designed lead routing and lifecycle stage framework
- Delivered documentation and team training before handoff
Revenue team operating on clean data within 60 days. Pipeline reporting adopted by CRO within first week.
Designed and implemented the first formal RevOps operating model for a team scaling from 3 to 12 reps.
What we did
- Defined funnel stages and lifecycle definitions across sales, marketing, and CS
- Built SLA framework and handoff process between functions
- Designed weekly revenue operating cadence
- Delivered RACI and ownership documentation
Reduced deal misattribution and reporting inconsistency before next planning cycle.
Built ARR waterfall model and rolling forecast process ahead of a Series B fundraise.
What we did
- Designed ARR waterfall with new/expansion/churn/contraction breakouts
- Built quota and capacity model for sales planning
- Created CRM-to-spreadsheet data flow for weekly pulls
- Delivered board-ready reporting templates
Forecast process adopted immediately. Board deck reporting structure carried into post-funding planning.
Evaluated and rationalized a 14-tool GTM stack with significant tool overlap and data inconsistency.
What we did
- Audited all GTM tools and mapped data flows between systems
- Identified 4 tools with significant overlap
- Delivered consolidation recommendations with implementation sequencing
- Designed future-state integration architecture
Reduced GTM tool spend and improved CRM data integrity within 90 days.
What Granite GTM brings to an engagement
Practice areas refined across 10+ years of working inside and alongside growth-stage B2B SaaS companies — at every stage from pre-revenue to post-Series B.
- HubSpot CRM architecture and migrations
- RevOps framework design and implementation
- Pipeline and revenue reporting infrastructure
- ARR modeling and forecasting
- GTM systems architecture and tooling
- Fractional RevOps leadership
- AI workflow automation