Case Study

HubSpot Automation & Marketing Operations Discipline

Challenge / Objective

ZRG’s CRM data was fragmented, preventing scale in ABM, nurture, or reporting. The goal was to unify datasets, maintain data hygiene, and create workflows for scalable operations

Workstreams

  • Unified multiple CRMs into HubSpot.

  • Built workflows for scoring, lifecycle progression, hygiene.

  • Designed ABM workflows surfacing buying signals.

  • Rolled out governance and training.

Results

  • Achieved >95% data accuracy.

  • Improved lead-to-opportunity conversion by 30%.

  • Created ABM insights that opened new executive conversations.

Bottom Line

This project turned HubSpot from passive storage into a strategic growth engine. Clean data and workflows gave consultants actionable insights, while leadership gained confidence in pipeline forecasting.