How Spectre Built a Scalable Go-to-Market Engine and Fixed Critical System Failures

Challenge

Our client, a UK-based B2B SaaS company in employee engagement, was preparing to scale from 50 clients to 2,000+ enterprise accounts. With a complex, nine-month sales cycle, growth was blocked by system failures:

• Marketing emails sent from the main domain, risking blacklisting and wasting £3,858/year on a non-integrated tool

• HubSpot CRM overloaded with 20,000+ unqualified contacts, creating chaos instead of clarity

• Sales reps spending 20+ minutes per call updating CRM records

• “Frankenstein” CRM: 60+ redundant fields, failed implementations, no lead scoring, wasted £2,000/year

Our Approach: Foundation Before Automation

Spectre applied a “Crawl → Walk → Run” strategy, prioritizing stable foundations over flashy fixes. Within four weeks, we:

• Email & Marketing: Rebuilt multi-domain email infrastructure, migrated campaigns to HubSpot native marketing suite, eliminating blacklisting risk

• CRM Cleanup: Audited and cleaned 20,000+ contacts, established data quality standards

• Pipeline & Scoring: Consolidated 60+ fields into 20 essentials, aligned pipeline stages with nine-month cycle, implemented account scoring

• Automation: Integrated HubSpot with dialer & call recording, automated workflows, eliminated 20-minute manual updates

• Executive Visibility: Built dashboards for pipeline health, renewal forecasting, and team performance

Outcome

• Sales Efficiency: +25–50% as manual work disappeared

• Cost Savings: Nearly £6,000 by removing redundant tools

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