Datapel: from a reporting fix to a clear lead to cash system.
Datapel, a SaaS company in Australia, asked for a few reports. While building them, we found the data underneath was not correct. That turned into a full HubSpot audit, and the audit turned into a system the whole company could use and scale.
Datapel
SaaS company operating out of Australia, with multiple systems connected to its revenue engine.
The reports were the symptom. Datapel wanted a few reports built, but while we built them it became clear the data underneath was not correct. Reports on top of bad data are just prettier guesses.
So we went upstream: an audit of their whole HubSpot instance. Datapel had multiple systems connected, and what they wanted was not another integration. They wanted a clear system their teams could actually use, and scale.
What we built.
Foundations written down first
Before touching the system, we laid down the definitions: what a lead is, what makes a marketing qualified lead, what makes a sales qualified lead, and what needs to be done at each stage.
A HubSpot rebuilt on those foundations
With the basics in place, we rebuilt the system so the CRM reflects how Datapel actually sells, instead of a setup nobody trusted.
A database enriched through Apollo
The initial database was enriched through Apollo and updated in HubSpot, so the records the team works from are worth working from.
Quote to cash inside HubSpot
Revenue fields, line items, and the full quote to cash process were set up in HubSpot, giving one place where a deal runs from first conversation to money collected.
Marketing built alongside
Working with the marketing team, we shaped the landing pages, website pages, and the demo process, so what the CRM receives matches what the site promises.
Churn pipeline and Dialpad
A churn and cancellation pipeline gave the customer success team a clear follow up process in HubSpot, and Dialpad was put in place for BDRs and the CS team, mapped into the CRM.
What changed.
3 months
from a few reports to a clear view of the lead to cash process
Quote to cash
revenue fields, line items, and the quote to cash process set up in HubSpot
Dialpad + HubSpot
calling mapped into the CRM for BDRs and the customer success team
By the third month, Datapel had a system that gave them a clear view of the lead to cash process, and the reporting project that started it all finally had data worth reporting on.
Support that did not stop at go live
“Revlyn initially helped us clean up and improve our reporting, and that quickly evolved into ongoing support. They’ve been hands-on with things like sales rep support, pipeline optimization, and maintaining strong data quality. They also mapped Dialpad to HubSpot, which made it much easier for our sales team to manage everything from a single system.”
Peter Rocke
General Manager, Datapel
Why it worked.
The engagement started where the pain was loudest, the reports, but it was only ever going to work if the cause was fixed first. Definitions before configuration. An audit before a rebuild. A database worth trusting before asking anyone to work from it.
That order is deliberate, and it is the same one we apply everywhere. Fix the data and the definitions, and the reports, the pipeline, and the calling system all stop fighting each other.
Reports that do not add up?
Bad data usually sits under the report. Bring us the symptom and we will show you what the audit finds.