ScaledRevTHE PROJECT FIELDBOOK · AI / CRM / DATA / OPERATIONS
Real problems from growth-stage companies—from the operating plan down to the systems that run it. Each case is a short read: the situation, what we built inside the team's own tools, and what changed.
SELECTED FIELDWORK / 00—15The pattern repeats across every one: a real business problem, off-the-shelf software that either falls short or costs too much, and a focused build inside the tools already in place. Call it the 80% build—the workflow the team needs, production controls around it, and none of the unused enterprise suite.
Client names and proprietary details are withheld under confidentiality. Build stage is labeled on every case; numbers appear only where source records support them.SELECTED PROJECT SPOTLIGHTS
From a board bookings target to the capacity model, weekly dashboards, and outbound engine that deliver it.
An AI agent that researches and scores 16,822 accounts—and shows the evidence behind every score.
Years of CRM history turned into a defensible answer to "who is our ideal customer."
Five tools' worth of seller signals, one trustworthy status on every lead.
Fair territories built from real opportunity—and executed in the CRM, not a spreadsheet.
A company that outgrew its startup tooling—60 Monday boards moved into HubSpot without flattening the business.
Pipeline coverage and rep activity, live inside Salesforce—no weekly workbook.
Volume pricing, guarded discounts, and branded order forms—without buying CPQ.
1.85M rows of public data distilled into claims a founder can defend.
Handoffs between CRM, support, and outreach made observable—and recoverable.
The work RevOps repeats every week, productized with previews and rollback.
A marketing attribution system built inside Salesforce and HubSpot—every number on the dashboard traceable to the touches behind it.
An acquired company's HubSpot—customers, pipeline, and consent—folded into the acquirer's Salesforce without losing a thread.
Every inbound lead routed to the right facility among 8,740 healthcare accounts—and every match shows how it was decided.
The right support account, created for the right company the moment a deal closes—and checked every hour after that.
Live product data plus custom apps inside HubSpot—a growth-stage operating platform without an enterprise suite.
MORE FROM THE BUILD LOG
CAMPAIGN ATTRIBUTION
Marketing was spending real money with no defensible answer to what it produced. Every call, meeting, and email reply now rolls up into a clean view of which campaigns influenced which deals — reporting leadership can take straight to the board.
REVENUE REPORTING
The CRM said one thing, the dashboards said another, and finance lost days reconciling the two. Now there is a single agreed path from where a number is entered to where leadership reads it, with a named owner for every metric.
SALES TO CUSTOMER SUCCESS
Closed deals were landing on Customer Success with half the story missing, so onboarding started with an apology. Every handoff now carries what was sold, who owns the account, and proof the transition actually happened.
DUPLICATE CUSTOMERS
The same customer showed up three different ways across systems, inflating counts and muddying renewals. Records were matched carefully, look-alikes set aside for review instead of merged blindly, and a person makes the final call on anything unclear.
COMPETITIVE INTELLIGENCE
Sales kept losing to competitors nobody was tracking. A quiet research tool now scans public web records for competitor customers and moves, keeps the evidence behind every finding, and reports what changed since the last look.
CUSTOMER HEALTH
Generic account scores flagged nothing until a customer was already gone. Health signals are now built from how each kind of customer actually uses and pays for the product, so the team sees churn risk and expansion openings months earlier.
DEAL DESK
Discount rules lived in people's heads, and every quote turned into a negotiation with finance after the fact. Deals now move inside approved pricing limits with the right sign-offs, clean customer documents, and clear criteria for when a pilot converts.
SYSTEM SWITCHOVER
Moving years of live customer data to a new system is where growth companies get burned. This one was rehearsed first, moved in small batches, checked line by line, and kept fully reversible until everything proved out.
BUILT AT THE ALTITUDE REQUIRED
The advantage is moving between all three without losing the operating thread.
GROWTH STUCK SOMEWHERE?