Inside a PE portfolio company, we rebuilt Trucker Tools' sales process and pipeline architecture, automated the BDR motion with HubSpot Sales Hub and ZoomInfo, set up automatic inbound lead routing and built a real-time sales dashboard and forecast. The revenue infrastructure was designed to support 400%+ revenue growth, with a forecast leadership and investors could plan from.
Five workstreams, from the roadmap to the forecast. The diagram reads left to right: demand, routing, rep work, qualification, forecast.
Worked with stakeholders on revenue goals, tightened the sales-accepted-lead-to-close process and designed a pipeline with clean stages, exit criteria and a lean field model.
A real-time dashboard for pipeline, forecast and rep performance. Deals roll up into a forecast leadership can run planning conversations from.
HubSpot Sales Hub plus ZoomInfo: enriched data for targeting, automated multi-channel sequences and task reminders so no follow-up is missed.
Inbound leads automatically assigned to the right rep for fast, personalized follow-up and a process every rep follows.
Nurture campaigns across the buying journey with targeted landing pages built for conversion.
Trucker Tools was a PE portfolio company with aggressive revenue goals. Hitting them required a sales process every rep ran the same way and a forecast leadership and investors could trust.
The forecast leaned on judgment rather than stage data, BDRs spent time on research and data entry, and inbound follow-up depended on who saw the lead first. The engine needed structure before it needed more volume.
Results as recorded for the engagement.
| Metric | Result | Context |
|---|---|---|
| Revenue growth supported | 400%+ | Sales engine and revenue infrastructure designed for it |
| Forecasting | Accurate, trusted | Clean stages and enforced hygiene; a forecast leadership and investors could trust |
| Sales visibility | Up to the minute | Activity, rep productivity and pipeline health in one dashboard |
| Rep productivity | Measurably higher | Automated tasks, reminders and routing |
| Conversion | Higher across the funnel | Streamlined routing and timely automated follow-up |
| Decision-making | Single source of truth | Actionable insight to allocate effort and drive predictable growth |
The same logic behind a defensible forecast: pipeline by stage, times a stage probability you can defend with exit criteria. Click a stage to see the kind of exit criteria we write.
Stage names, amounts and probabilities are illustrative examples, not Trucker Tools data. Weighted forecast = sum of stage pipeline x stage probability.
Every stage got exit criteria and required fields. Probabilities mean something when a deal can only enter a stage by meeting them.
ZoomInfo enrichment plus HubSpot sequences and reminders moved research and admin into the system, and rep time back to selling.
Automatic assignment gave every inbound lead fast, consistent follow-up. Speed to lead is a routing problem before it is a people problem.
A strategic roadmap and pipeline architecture (clean stages, exit criteria, lean fields), automated BDR workflows on HubSpot Sales Hub and ZoomInfo, automatic inbound lead routing, nurture campaigns and landing pages, and a real-time sales dashboard and forecast. The infrastructure was built to support 400%+ revenue growth.
ZoomInfo enriches prospect data for targeting, HubSpot Sales Hub runs automated sequences across channels, and task reminders make sure no follow-up is missed. See AI-enabled SDR for the current version of this motion.
Consistent stages with exit criteria, required fields and enforced data hygiene, rolled up by stage. Our pipeline forecasting hygiene and sales stages pages go deeper.
Leads that reach the right rep quickly convert better. In this build, inbound leads were assigned automatically, which made follow-up fast, personalized and consistent. See speed to lead.
Yes. Trucker Tools was a PE portfolio company. See RevOps for private equity firms and the GTM 100-day plan.
See pricing for how our pods work.
We will review your stages, exit criteria and routing and show you what it takes to make the forecast defensible.
30 minutes with a GTM systems engineer. You leave with a read on where your system is breaking, whether or not we work together.
We engineer growth systems. JayOh builds the RevOps architecture, GTM execution and data infrastructure that turn messy revenue operations into predictable pipeline for B2B SaaS and PE-backed teams.
