Lead scoring and routing
Inbound leads are scored and routed to the right seller as soon as they arrive.
04 · GTM engineering
GTM engineering: CRM, lead routing and revenue data.
We build the systems behind your revenue process: the CRM data model, the flow of leads from form to seller, and reporting from first touch to closed deal. We work in the CRM you already have, HubSpot or Pipedrive, and hand every system to a named owner on your team.
In one paragraph
What is GTM engineering, and when does a company need it?
GTM engineering is the technical work behind your revenue process: the CRM data model, lead capture, enrichment, scoring and routing, and reporting from first touch to closed deal, built in HubSpot or Pipedrive for companies of 20 to 300 people without a RevOps or data team.
It fits when marketing and sales work in the same CRM, and the data, the handoffs or the reports no longer match how you sell.
Key takeawaysOne CRM data model both teams acceptLeads reach the right seller with contextReports from first touch to closed deal
Who it is for
Do you need GTM engineering?
Good fit
- Marketing and sales report different numbers for the same month.
- Inbound leads wait hours before anyone picks them up.
- The CRM is full of duplicates and fields nobody fills in.
- You are moving to HubSpot and worry about losing history.
Not sure yet?
The Technical Diagnostic maps your systems, data and workflows in 2–3 weeks and tells you what to build first.
See the Technical Diagnostic →What we build
What can GTM engineering do for your team?
After a deal is closed, invoicing, billing sync and onboarding are built as workflow automation.
Enrichment with clear rules
Contact and company data enriched from several sources, with one rule for which source wins.
CRM data model and migration
Objects, fields and lifecycle stages that match how you sell, and a migration that keeps your history.
Reporting from first touch to closed deal
One report built on CRM data that marketing and sales both accept.
Proof
Trusted by high-growth teams
“Mateusz has a unique ability to bridge the gap between marketing, sales, and tech. He brings a rare mix of technical acumen and strategic thinking that consistently pushed our projects forward.”
How we work
RevOps and CRM work, built as a system your team owns
- 01
Map the revenue process
We document how leads, deals and data move today, from the first form to the closed deal.
- 02
Fix the data model
One set of objects, fields and stages, with duplicates and empty fields cleaned up.
- 03
Build the lead flow
Capture, enrichment, scoring and routing, with alerts when a lead is not picked up.
- 04
Report and hand over
Reports both teams use, documentation, and a named owner on your team who gets the alerts and the runbook.
Tools
Built with
- HubSpot
- Pipedrive
- Marketo
- Airtable
- n8n
- Make.com
- Python
- APIs and webhooks
Related services
Often combined with
Most projects touch more than one area.
FAQ
Frequently asked questions
Not sure where to start? The Technical Diagnostic is the first step for every build.
Do we need a HubSpot partner or GTM engineering?
A HubSpot partner sets up and configures HubSpot. GTM engineering covers the whole revenue process across your tools: the CRM, the forms and data sources that feed it, the routing rules and the reports. We work in the CRM you already have, HubSpot or Pipedrive.
What is lead-to-cash automation?
Connecting every step from the first lead to the paid invoice, so data moves between marketing, sales, billing and customer success without manual handoffs. We design the whole chain. The steps after the deal is closed, such as invoicing and onboarding, are built as workflow automation. See workflow automation
How long does a HubSpot migration take?
It depends on data volume and integrations. We scope it in the diagnostic and run it as one or more 4–6 week sprints, without stopping daily work.
What does fractional RevOps include?
It is our ongoing support for revenue systems: optimization, new builds, reporting and system maintenance each month. We act as the second line behind the owner on your team.
What is a RevOps audit?
Our Technical Diagnostic, focused on your revenue systems. See the Technical Diagnostic
Do we need to change our CRM?
No. We start with what you have.
Tell us what slows your team down.
A 30-minute call. We’ll tell you what we’d build first.
What happens next
- 130-min callWe look at your situation and tell you what we would build first.
- 2Technical Diagnostic2–3 weeks, fixed scope: audit report and roadmap.
- 3Build in sprints4–6 weeks each, documented and handed over.