Pilot and treatability deals tracked automatically
The challenge they faced
An early-stage water-treatment technology company that specializes in PFAS destruction using proprietary industrial processes faced manual, time-consuming deal management workflows that limited visibility into pipeline activity. Leadership lacked a centralized view of performance across key business metrics, forcing them to pull data from multiple sources. The team needed a more scalable approach to handle treatability assessments and pilot program workflows without continuing to rely on manual intervention.
The strategy we mapped
The team needed to move beyond manual processes and get better visibility into their pipeline activity. We structured the work in two phases: first, we settled on the data architecture by creating custom properties and establishing how deals would flow through their pipelines. This groundwork had to be in place before anything else could function reliably.
Once the foundation was solid, we built automation to handle two key workflows that had been consuming manual effort. We then created a centralized reporting layer so leadership could see performance across their primary business goals without assembling data from multiple sources. The final step was equipping the team with training so they could manage and adapt these systems going forward.
The solutions we executed
We built two workflows in HubSpot designed around the team's specified logic: one for treatability assessment and another for pilot program management. Each workflow automated decision points and stage transitions that had previously required manual intervention.
The team received three focused training sessions covering custom property creation and management, deal pipeline configuration including stages and logic, and sales-specific HubSpot practices. We created a centralized dashboard with up to 15 custom reports tracking the metrics that mattered most to their leadership, then refined the data structure and presentation through two rounds of feedback to ensure the reporting matched their actual decision-making needs.
What changed after the engagement.
The client's sales pipeline now runs through automated workflows that handle treatability assessments and pilot program progression without manual intervention, eliminating time-consuming deal management processes. Leadership has centralized visibility into pipeline performance through dual KPI dashboards with up to 15 custom reports tracking metrics that matter most to their business, replacing the need to assemble data from multiple sources. The team is equipped with training on custom properties, pipeline configuration, and sales tools, enabling them to manage and adapt the system independently going forward.
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