Multi-stakeholder buying. Pipelines designed for the actual decision dynamic.
Clinician, procurement, IT, compliance, finance — all in one architecture.
Five-stakeholder deals tracked by a one-stakeholder pipeline.
The business sold complex MedTech products into healthcare buyers — clinicians, procurement, IT, finance and compliance, often involved simultaneously. The HubSpot pipeline tracked one champion per deal, when the deal genuinely involved five distinct roles. Every deal was lost at a different seam, depending on which role had been left out of the system.
Forecasts couldn't be defended because the data underneath them only saw a fraction of each deal. Sales motion knowledge lived with individual reps, not in the architecture. Onboarding new sellers meant losing six months of pipeline visibility while they re-learned what the CRM should already have known.
"Our forecast went from optimistic to defensible. That changed the conversation with the board."
A complex sale that needed an architecture to match.
The business engaged RevM™ to engineer a pipeline architecture that reflected the real complexity of MedTech buying — without making the day-to-day experience harder for sellers.
The work spanned the Engine and Data layers: custom objects for stakeholders and sites, pipeline stages with defensible exit criteria for each role, and reporting that finally showed the full deal.
Standard HubSpot wanted us to pretend clinical buying was a linear sales pipeline. RevM modelled how the work actually happens — clinician, procurement, IT, compliance, finance — without losing the cycle data.
A Revenue Reset followed by a structured Foundations engagement.
Multi-Stakeholder Pipeline Architecture
Pipelines that match how MedTech actually gets bought — modelled honestly, not flattened.
Architecture that defends the work.
Clinician, procurement, IT, compliance, finance, and executive sponsor — each tracked with their distinct evaluation criteria.
Forecast variance dropped from ±12 weeks to ±2 weeks once the architecture matched the actual decision dynamic.
HIPAA, MDR and GDPR consent, audit trail and data residency built into the data layer — not retrofitted around it.
From diagnostic to ongoing architecture partnership.
Following the Foundations engagement, the business moved into a Revenue Acceleration programme — focused on engineering performance inside the now-stable HubSpot system.
The Revenue Reset created the conditions for everything that followed.
← Back to all workA structured diagnostic that maps exactly where your HubSpot architecture is breaking down — and produces a prioritised blueprint for what needs to change.
Learn about the Revenue Reset →Every engagement starts with a Revenue Reset.
"A Revenue System Health Score and a Revenue Architecture Blueprint — specific enough to present to your board or your investors as a plan of action."