Rebuilding scale-up GTM with Hubspot
How Fly rebuilt HubSpot and optimised complex GTM execution for a venture-backed cybersecurity scale-up
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Most teams have a CRM and automation architecture problem, rather than a HubSpot problem. Either inherited from rushed implementation or through ongoing piecemeal updates. The signs are familiar:
A new CRM won’t fix this, and more training won’t either. What fixes it is rebuilding the architecture around how your business actually sells, and that’s what we do.
We get into your current setup properly: pipeline logic, lifecycle stages, data model, integration health, and what leadership really needs from reporting. We go beyond auditing the tool to understand how revenue moves through your business.
Where the work happens. Pipelines rationalised, properties cleaned up, and lead routing configured properly. Lifecycle stages that sales and marketing team both live with. And automations that live up to the name.
Dashboards built around how you sell, not around what HubSpot offers by default. Role-specific onboarding so your team understands the system they’re inheriting. A structure that’s AI-ready, so that HubSpot’s forecasting and lead scoring tools have clean data to work with from day one.
A Hubspot portal that supports growth requires more than configuration. It needs clear architecture, clean data, aligned processes, and reliable reporting. Your Flight Plan addresses all of these in a structured programme.
Contacts, companies, deals, and pipelines restructured from the ground up- or migrated cleanly if you’re moving platforms. No legacy junk, mystery properties, or pipelines that are open to interpretation.
Sales stages, lifecycle definitions, and handover points rebuilt for marketing, sales, and leadership to share one version of your revenue story. Usually where the biggest alignment gains come from.
HubSpot’s AI features like lead scoring, forecasting, and content suggestions all need clean, structured data to deliver value. We build the foundation so those tools work properly, now and as you scale.
We build Hubspot around how your team already operates. Their language, their pipeline stages, their workflows. This builds a system that reflects real word usage and wins greater adoption.
Shared lifecycle definitions, agreed handover points, and one version of the pipeline that both teams live by. Usually where the biggest revenue gains come from.
Executive dashboards and funnel reporting built around your sales process, not a generic template. When leadership looks at the numbers, they trust them.
Assignment rules, alerts, and lifecycle automations configured so deals move without manual nudging. Stuff that’s supposed to happen automatically does.
Your marketing tools, analytics platforms, and support systems connected cleanly, so HubSpot becomes the operational centre of your revenue operation.
“Fly provided exceptional CRM consultancy and implementation services for CRIF across multiple countries. They demonstrated an intelligent understanding of our unique needs, which made the entire process smooth and stress-free. Reliable and expert solutions.”
“Fly are without a doubt, the best contemporary marketing & technology thinkers you could hope to have the good fortune to be referred to and work with.”
“No lack of engagement, communication or quality. They’ve proactively and diligently integrated themselves into the right parts of our operation and delivered solid results against our objectives.”
Fly… transformed our marketing & sales departments into a highly sophisticated, tightly integrated and extremely efficient operation. Digital marketing and marketing technology is now a competitive advantage
Before anything goes live, your system is reviewed and tested against your actual sales process (not a checklist). If something critical can’t be implemented the way it needs to work for your team, we’ll tell you, work with you to solve it, and not launch until it’s right. No broken workflows discovered on Monday morning, or missing data three weeks later. What goes live, works.
Once your new Hubspot portal is live, you’ll have light-touch access to our consultants for 90 days. For curly questions, valuable guidance, and the kinds of decisions that come up when a team starts using a system in reality.
You’ll also receive a prioritised roadmap covering the next improvements to focus on: lead generation, pipeline flow, reporting, automation maturity.
30 days is the standard. The exact shape of that depends on your current setup, how many integrations are in scope, and how quickly we can get the right people in the room at the start. We confirm the timeline in the diagnostic phase before any work begins.
Often not. Many clients come to us with HubSpot already in place and simply need it properly restructured and operationalised. Where a migration makes sense, we manage it. Either way, the outcome is the same: Hubspot built so your team uses it.
When Hubspot rollouts fail it’s usually because the system is built around platform features rather than how teams really work.
Our approach starts with how your team operates, then structures Hubspot around those processes. We also include role-based onboarding so admins, managers, and sellers know exactly how to use the system in their day-to-day work.
We don’t lead with large-scale data cleansing. We help you decide what matters, map it correctly into the rebuilt structure, and ensure the records that drive your pipeline are clean and usable. That’s usually more valuable than scrubbing everything.
Less than you’d expect. We need access to your systems, time with the right people to understand your sales process, and occasional sign-offs through the rebuild. We handle the architecture, configuration, and rollout. You review, approve, and launch.
We build the system around how your team already operates, not how a consultant thinks they should operate. Role-specific training for admins and power users is part of every engagement. The goal is that it becomes part of the daily workflow, not something people have to be reminded to use.
Most environments include integrations with marketing tools, analytics platforms, support systems, and finance software.
We ensure platforms work cleanly with the rest of your stack so Hubspot becomes the operational engine of your revenue system, not another disconnected tool.
We test thoroughly before launch. If something surfaces after, we fix it. Our interest is in a system your team trusts, and a support ticket six weeks post-launch isn’t the outcome anyone wants.
We thoroughly review and test your system before anything goes live.
If an issue appears after launch, we work with you to resolve it quickly. Our goal is for Hubspot to be stable, usable, and trusted by your team from day one of launch or rebuild deployment.
If your team is regularly working around Hubspot by using spreadsheets, building external trackers, or ignoring dashboards, that’s usually an architecture problem, not a surface-level configuration issue. We’ll tell you honestly in the diagnostic phase what’s needed and what isn’t.
We work through structured Hubspot engagements designed to stabilise, optimise and scale your CRM and automation properly.
We begin with a short discovery project to define how to architect or rebuild your Hubspot portal. From there, you can continue with optimisation and managed support where required.
Fly didn’t just build a system, they optimised our go-to-market execution. By redefining our revenue and customer success processes upfront, they ensured our new HubSpot architecture matched our strategic goals. Their recommendations have brought immediate clarity to Sales, Finance, and Customer Success. We are now equipped to scale with confidence.
Paul Robinson
VP Marketing, Avertro
How Fly rebuilt HubSpot and optimised complex GTM execution for a venture-backed cybersecurity scale-up
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