#The challenge
The in-house marketing and RevOps team was running a complex, tightly coupled GTM stack — Salesforce, HubSpot, Chili Piper, Outreach and Clay — where a change in one system quietly broke something in another. Segmentation was the sharpest example: the field existed in both CRMs with a broken mapping, populated on barely a thousand contacts, with dozens of downstream reports pointing at it. On top of that sat routing rules, MQL and lifecycle automation, lead scoring, high-volume campaign and nurture builds, and a heavy event calendar — more build-and-maintain work than the internal team could carry alone.
#The approach
Salesforce ↔ HubSpot data architecture and sync
Re-architected the segment field as a Salesforce formula mirroring the account-level segment, mirrored as a text field in HubSpot with a remapped integration, then re-imported contacts to backfill it — and rebuilt all 37 downstream Salesforce reports onto the new field as part of the same change.
Inbound routing and opportunity creation
Built and maintained the Chili Piper inbound and CRM routers with segment, sub-industry and billing-system rules, added automatic opportunity creation when a demo is booked, and fixed Outreach race conditions that had been silently preventing opportunities from being created at all.
Lifecycle automation and lead scoring
Stood up MQL timestamp and lifecycle flows, iterated on the lead-scoring model, and tightened MQL rules so webinar registrants stopped being mis-tagged as demo-request MQLs and inflating the MQL number.
Campaign, nurture and event operations
Delivered high-volume HubSpot email workflows — including an eight-email product-waitlist nurture on a weekly cadence with dynamic late-joiner enrollment and a hard stop before the general-availability announcement — plus dozens of webinar and dinner-event campaigns with invite lists, post-event sequences and CRM campaign uploads.
#Outcomes
~195k contacts re-segmented
The segment field was re-architected across Salesforce and HubSpot and backfilled, taking contacts with segment populated from roughly 1,700 to about 195,000.
37 dependent reports rebuilt in the same change
Every one of the 37 Salesforce reports that referenced the retired field was rebuilt on the new formula field as part of the same change, each listed by name in the delivery note posted to the shared channel. That inventory is LeanScale's own count from our engineer's write-up; no measurement of reporting downtime was taken, and none is claimed.
Opportunities auto-created on meeting booked
Event-booth demo automations now create the opportunity automatically when a meeting is booked, closing a gap where booked demos were not producing pipeline records.
An eight-email waitlist nurture automated
The automation behind an eight-email product-waitlist series — sequential weekly sends, late-joiner enrollment, and a hard stop before the general-availability announcement. The customer supplied the content; LeanScale built and connected the automation.
Dozens of on-demand requests turned around over six months
By our own delivery record, a small LeanScale team turned around dozens of RevOps requests in a shared Slack channel across the window, with no overdue tasks on the board.