CASE STUDY
LeanScale partners with fast growing startup Spectora to develop an integrated growth plan and operationalize GTM teams.
"They gave us a clear roadmap to hit our growth targets and led the implementation of our marketing and sales operations infrastructure. The team has been incredible to work with and is truly a valued partner."
Ryan Dolan
Head of Finance & Operations
Overview
LeanScale partnered with the fast-growing startup Spectora to develop an integrated growth plan and operationalize their GTM teams. By building a detailed growth model, customizing HubSpot for both product-led and sales-led strategies, and integrating data into the Holistics BI platform, LeanScale enabled Spectora to efficiently achieve their growth targets. This collaboration ensured Spectora had the necessary infrastructure, real-time analytics, and strategic insights to support their ambitious growth plans.
About Spectora
Founded
2015
Headcount
30
Growth Motion
Product Led
The Problem
Detailed Growth Model Was Needed to Hit Growth Targets
After raising a fresh round of capital, Spectora was looking to have a more assertive approach to their growth strategy, but needed a detailed plan to understand where they could increase investment and where they may need to be more conservative.
CRM System Was Needed to Support Hybrid Product + Sales Led Strategy
Spectora had to design HubSpot to support a more sophisticated product led growth motion and introduce a new sales led growth motion. They also needed to connect their GTM tech stack and ensure full interoperability.
Full Funnel Analytics Were Needed
With a high velocity business model, Spectora needed real time data visualizations to ensure they could make quick decisions and adjustments. They needed product data, HubSpot data, and financial data available in a single platform.
Our Solution
We Built a growth model in 2 weeks
We started with understanding their growth ambitions and reverse engineering a growth plan. We mapped out a segmented plan by product, marketing channel, and growth motion, and did a deep dive into what investment levers they could pull in each.
Customized hubspot to manage PLG & SLG
We mapped out an entire sales process, qualification methodology, and technology strategy, we then implemented in HubSpot and enabled their team. We also set up robust channel and funnel tracking to capture deep insights from their funnel performance and adjust investments accordingly.
Integrated Data into Holistics business inteligence platform
With their complex data infrastructure and imperative GTM data living in multiple source of truth systems, we needed to leverage a BI tool to bring all of the insights together. We integrated all of their systems with Holistics and were able to surface insights to their GTM leadership team.
Key Outcomes
With LeanScale, Spectora has been able to efficiently achieve their growth targets and fully support their GTM infrastructure.
Lead Attribution Methodology
Channel Tracking
Full Funnel Analytics
Sales Process Design
Sales Led Growth Infrastructure Built in HubSpot
Team Enablement and Support
Ongoing GTM Metrics and Reporting
Ongoing Growth Model Refreshes
Ongoing Team Enablement and Support
Ongoing Systems Administration and Management
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