Start with people
Understand the work, preserve what is already good, and solve resistance before configuration makes it harder.
A working plan—not a generic dashboard
What the first
90 days look like.
Three concrete updates each week. By week 8, the team has a working HubSpot revenue operating system. Month three is the optional fractional phase that proves, improves, and transfers it.
Weeks 1–4Align + baseline
Understand the company, the team, the work, and the current truth.
Weeks 5–8Build + launch
Configure HubSpot, dashboards, handoffs, pipeline, and forecast cadence.
Weeks 9–12Improve + transfer
Optional fractional phase: automation, calibration, training, and ownership.
Week 1 · 1/3 · Define the win
One full turn per week
36 implementation beats
Every update ships something the team can use.
Each week is one three-sided operating structure. Scroll through its three outcomes to complete a full rotation, then advance to the next build. The copy is the actual plan: action, artifact, and acceptance check.
What leadership receives
Seven answers.
One weekly meeting.
The dashboard is useful because the definitions, handoffs, fields, and workflows underneath it are controlled.
01Qualified meetings held
By SDR and source, with show rate and a stable definition.
02Meeting → accepted opportunity
Including controlled rejection reasons that improve coaching.
03Qualified pipeline created
Count and value, without treating meetings as deals.
04Constraint-stage conversion + velocity
The one or two funnel points currently limiting growth.
05AE win rate
By count and value, measured on matured cohorts.
06Pipeline coverage
Qualified open pipeline against the remaining target and period.
07Forecast accuracy + risk
Commit versus actual, slips, stage age, and missing next steps.
How I would operate
The rules behind the build.
Keep the North Star visible
Every system choice must improve the company goal or clearly reduce the cost of reaching it.
Build the smallest strong system
Progressive fields, explicit handoffs, visible exceptions, and automation only where it earns its maintenance.
Prove before scaling
Test known happy and failure paths, read back the result, then expand enrollment and complexity.
Relevant operator proof
I have already removed human work without losing conversion.
Meta ads → AI-assisted registration → evergreen webinar → automated follow-up.
I built acquisition and conversion journeys spanning Meta ads, automated SMS/email, AI-assisted conversations, webinar registration, and a card-backed trial motion that could complete without a required human handoff.
fewer one-to-one calls
Helped move onboarding and upsell into a group model while conversion held and slightly improved.
sales reps required
Optimized a clinical-trial enrollment operation so work previously handled by three reps could be managed by one.
The promise
By week 8, the system works.
By day 90, the company owns it.
This is a proposed operating plan. The sequence will adjust after the initial leadership alignment, team interviews, and HubSpot audit. The deliverables and acceptance checks remain visible so progress never depends on vague status updates.
Review from day one ↑